🦄Pablo Dominguez

Growth Strategy Advisors is a boutique consulting firm headquartered in San Francisco, CA. Our mission is to empower startup founders and early-stage companies as they navigate the complex landscape of Go-To-Market (GTM) strategies and sales acceleration. Here’s how we do it: Founder-Led Sales: We recognize that founders often play a pivotal role in the initial sales process. However, as companies scale and GTM motions become more intricate, a strategic shift is necessary. Our team steps in to guide founders through this transition, ensuring seamless growth without the typical pains associated with siloed teams and fragmented data1. GTM Strategy Definition: We work closely with founders to define their GTM strategy. This involves identifying target markets, customer segments, pricing models, and distribution channels. By aligning these elements, we create a cohesive plan that maximizes revenue potential. Sales Enablement: Our experts equip founders with the tools, training, and processes needed to build a high-performing sales engine. From lead generation to closing deals, we optimize every step of the sales cycle. Performance Tracking: Metrics matter! We help founders establish key performance indicators (KPIs) and track progress against them. Whether it’s pipeline growth, conversion rates, or customer lifetime value, we ensure data-driven decision-making. Cross-Functional Alignment: Effective GTM requires collaboration across departments. We bridge the gap between marketing, sales, finance, and legal teams, ensuring everyone is on the same page and working toward shared revenue goals.

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🎙️ I had a great time with Alex Mislan during Spekit 🐙's first 'Enablement Therapy' webinar series last week! 💡 We covered so many great topics like the clip below about how Enablement balances the art of pushing down to Reps AND pushing up to leadership to be that strategic partner and advocate to and for both groups. 👇🏼 Definitely give the full chat a listen - link in the comments! #salesenablement #enablement #revenueenablement

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We know revenue leaders are under a ton of pressure to create, convert, and close more pipeline. Today, we’re sharing our 5 biggest learnings on how to run revenue. For context, Clari just passed $4 trillion in revenue under management 🤯 . Yes, you read that correctly—$4 trillion in revenue. That’s how much revenue is flowing through the Clari Revenue Platform. And thanks to our incredible clients, we know more about how to run revenue than any company on 🌏. Swipe to see these unexpected learnings.  I am personally having a blast diving into Learning #4! What learning surprised you or is top of mind?!

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Are you a SaaS leader looking for some valuable insights on how to help navigate the evolving landscape of B2B technology? I've found the article (& podcast) for you! Zapier CEO Wade Foster and SaaStr CEO Jason M. Lemkin discuss the future of B2B sales, emerging trends like the rise of AI, increased focus on customer success, and the importance of remote work. This article offers great perspectives on what lies ahead for SaaS in 2024 and beyond. #saas #b2b #ai #b2bsales #saasleadership

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Looking forward to tomorrow's PeakSpan Capital Master Class with Rashaqa Rahman and Karen A Chiang from Ibbaka. In a difficult economic environment for SaaS companies (see Kyle Poyar's recent post of SFDC's results) being able to measure value is a core skill. Karen and Rahaqa do this every day and have built the value models used by many otp companies. They will show how it is really done. https://lnkd.in/gjsAWhSq #SaaS #pricing #growth #valuemodeling #valuebasedpricing

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Congrats to ZoomInfo on their launch of Copilot – a new solution for B2B sellers powered by AI & G2 data. 🎉🎉🎉 I enjoyed chatting with Calen Holbrooks during today’s launch event, discussing the challenges B2B sellers face and how solutions like Copilot are helping to change the game. Here are some of the points we covered: ⚡It's time for B2B selling to catch up to B2C – providing the type of personalization we see with Instagram ads. ⚡Sales teams are often relying on the ineffective spray & pray approach -- wasting time, money & frustrating those being targeted with irrelevant outreach. ⚡With only 5% of a B2B business’ ICP actively in market at a given time, a more tailored, targeted approach is required. ⚡AI-powered solutions like Copilot can help – with accurate data from G2 & ZoomInfo, so sellers can reach the right in-market prospect with the right message at the right time. ⚡This is just one example of how AI will shape the future of go-to-market. Another is connecting software buyers and sellers more seamlessly, pairing up the perfect match. At G2, we are doing this with our #AI assistant Monty. Congrats to our partners Henry Schuck, Bryan Law, & team, and thanks for having me today! If you missed it, you can catch the event on-demand & learn more about Copilot from Henry at the links below. 👇

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Great RevOps Council meeting at the Scale Venture Partners Summit last week led by the talented Ben L. with great contributions from several RevOps champions including 💌Andy Mowat, Somrat Niyogi, Michael Hargis and David Brock. We discussed today’s #RevOps mission, team functions, the attributes of a modern RevOps leader and the future of RevOps, workshopping a framework for the ‘RevOps Hierarchy of Needs’. Great RevOps teams: - Represent more than just a glorified rebranding of Sales Ops or a consolidation of Ops functions - Support the customer journey and customer outcomes vs. myopic focus on supporting teams and individuals - Understand what the numbers mean rather than just managing to the number

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In case you missed her at the Denver Sales Enablement Summit, Seismic VP of Enablement Irina Soriano outlines the Enablement Value Chain (EVC) in a new article for Sales Enablement Collective. What is the EVC exactly? According to Irina, it's a "proven framework to align your analytics, partnerships, and enablement team operating model in a unified approach that demonstrably improves seller behavior and business outcomes." Learn more at the link:

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Great dinner and discussion on the cutting edge of outbound automation and signals. Two nuggets from the discussion: 1) Email deliverability is especially critical for GTM motions with large scale outbound automation (usually selling to SMBs and wide TAM). There doesn’t seem to be a silver bullet, and banking on one deliverability vendor / approach is risky. 2) Bulllish on signals and automation for up-market GTM motions, but needs to be done thoughtfully. Likely keeping reps in the driver’s seat and less end-to-end automation.

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Releasing the most trivial bottlenecks drives high-velocity sales teams to a BRILLIANT EXECUTION! Michael from our CSM team talks with Samuel Cohen from WalkMe™, about the impact of adopting DealHub.io CPQ globally. Here's a short takeaway from the conversation. #gtm #scalability #customersuccess

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Seismic leads the way in G2's Spring 2024 Grid® Report for Sales Enablement for Enterprise Businesses — for the ninth year in a row! 🏆 The best part? Rankings are based solely on real reviews from real customers. If you're curious about how we stack up against the competition, check out the G2 Enterprise Spring 2024 Grid® Report at the link below.

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The Q1 Vendr SaaS Trends Report dropped today with great insights for both buyers and sellers. 3 key takeaways: 1. ACV is increasing, and so are sales cycles. 2. Buyers are less likely to renew if they are surprised by a price increase. 3. Buyers are getting multiple bids before they buy. Check it out for free here - https://lnkd.in/g9GNWwPB

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Great conversation with Joey Brodsky! Definitely one of the sharpest guys I know. I love his passion, drive and unique perspectives. I have followed his podcast for a long time and was super happy to be able to be a guest. I will share more insights from our time together but wanted to post a quick thank you to Joey and share the episode. #NextGenSales

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In honor of Crossbeam's ELG conference this week, here’s a quick thought about territories and partners. Partners tend to cut across territory designs in complex ways—whether you have dedicated partner reps or not. They also represent long-term relationships, so ideally you keep the reps that are focused on a partner pretty stable to foster those. If you’re using a static territory model (geo, verticals, named accounts), you’ll usually have to accommodate for partners at carving or mid-year refresh time. This might mean: 1. A cascade of exceptions (e.g. if type = partner, then assign to this partner rep overlay) 2. Complex balancing logic that combines partner potential with standard account potential 3. If you have dedicated ecosystem reps, Integrating a whole secondary territory model for them This gets really tricky if you have a ton of ecosystem partners and if their growth is unpredictable. You can suddenly find yourself mid-year with a rep who’s spending 100% of their time with one partner, ignoring the rest of their territory—while other reps are starving. Dynamic books as a replacement for static territory makes this easier and less risky. Partner-specific logic can get factored into target book segments with specific capacities to ensure reps don’t get overloaded (or under-loaded). Plus, you don’t need a whole separate secondary model for dedicated ecosystem reps, you can just have a partner target book. Then, of course, if things change drastically throughout the year, you can load balance across your quota capacity without having to “recarve” the world. That’s the beauty of not locking yourself into a static model. Change isn’t disruptive—it’s assumed! Anyway, you can do all of the above without Gradient Works of course, but we don’t recommend it 😬 That said, there’s one challenge that comes up a lot for our customers. Partner relationships are crucial so there are some partner accounts you just never want to reassign. Even though you're not locked into static territories, some accounts may need to stay, well, locked up. In a dynamic model, it’s possible you might slip up and move something you didn’t mean to. That’s one of the many reasons we just added Locked Segments to Bookbuilder. Now when you’re designing a target book, you can make most of it dynamic but have a set of accounts that never move. It’s a great way to ensure partner accounts stick with the partner rep so they can build those relationships. (It’s also great for named accounts and customers for full-cycle reps, but that’s another post). I love this stuff, so if you’re interested in talking territory + ecosystem, ping me either at ELG or drop a comment. Happy 🔒ing!

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⚠️ WARNING: MATURE CONTENT AHEAD ⚠️ Well, it's focused on operational maturity. Caught your eye, right? Discover the key points here: https://gag.gl/RVcVBv Also, check out the webinar replay here: https://gag.gl/XwK04h

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AI-native companies need to embrace new pricing paradigms (price based on work done, on outcome vs hours, etc). Inevitably, new pricing models are accompanied by new workflows, new ways of invoicing, and new challenges around billing. This makes Sequence's modern billing platform particularly relevant: Sequence helps finance and commercial teams automate manual billing and stop revenue leakage. Sequence has just launched their CPQ Product for B2B software businesses with hybrid pricing, designed specifically for AI, B2B SaaS and Fintech startups. This release empowers B2B teams to create flexible pricing proposals or contracts, including teams selling custom deals with usage tiers, minimum commitments, or ramped pricing, Sequence CPQ works for any pricing model or deal term. As a customer says: "Sequence is like a notion page supercharged with pricing tools." Excited for Sequence to build the critical infrastructure needed to enable new, flexible paradigms that are critical for the AI revolution.

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A critical first step in understanding operational maturity is to unravel the reporting structure, according to RevOps expert Camela Thompson. Dive deeper into the most important issues in revenue operations in these insightful reports based on our most recent State of RevOps Survey. https://gag.gl/C7sIyA #RevOps #data

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Hey RevOps - here's a hack for you to eliminate all the time and money you are spending on your sandbox environment 👇 Test in production. 😏 Follow me for me RevOps hacks...and have a good weekend y'all ✌️ #revops #revenueoperations #salesops #salesoperations #sfdc #salesforce #salesforceadmin #sfdcadmin

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