Vikas Shah

Sandeep Singh is a fantastic Revenue Operations leader with tremendous experience and knowledge.  In this segment from our conversation, he talks about 4 of the areas that AI is already having an impact on how we are more efficiently enabling our sales teams: ✔ Personalization - tailored training to the needs of the individual ✔ Efficiency - previously, an agonizing process, content and materials can be created in a flash ✔ Analytics - track which content is performing, which is underutilized. Identify where deals are falling off and then directly address those sales deficiencies with tailored enablement   ✔ Realtime knowledge - delivering guidance in the moment is revolutionary and is what the seller has always needed in order to achieve their potential. The tech is finally here and it changes the game.....Sandeep, we agree! #revenueenablement #salesenablement #salesforce #salesexecution #Amplify10 https://lnkd.in/g5H-Hdfp

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Thanks Selvi Radhakrishna Cherian for having me on your podcast. I look forward to your listeners getting value from the journey of Snic Solutions. Best wishes to Biz Sherpa #entrepreneurs #entrepreneurship #startups #leadership‍‍‍‍‍‍‍‍‍‍‍‍‍‍‍‍‍‍‍‍

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CRO's >>The Problem Solver Talent War Begins Buyers have pushed vendor problem-solving capabilities to the limits of success or failure from Q4 2021 through 2024. The Economy excuse for CROs fizzles on the first rate cut in Sept-Oct. Buyers will have a bit more budget in Q4 & 2025. Selling in 2025 will be more complicated than in 2024. Why? Buyers are not getting any less competent. They seek problem-solving vendors, and they are smarter. Vendor scrutiny isn't going away when making solution decisions. They will have more latitude to buy the subsequent level-up offerings, making sales cycles more competitive and complex. Most Vendors may only succeed in 2025 by adding more Problem Solvers to GTM teams. This realization will be difficult for CROs and VPs. The bottom 20% of sellers must be replaced with better sellers. Some vendors can train and coach sellers. However, based on current data, (Ebsta) vendors have had two years and struggled to transform transactional leaders and GTM teams into proficient, business-savvy, consistent, and upskilled sellers. Buyer budgets may change your # of at-bats, but that doesn't mean win rates improve significantly. Problem-solver sellers win more and bigger deals. Period. The data from Guy Rubin >Ebsta's 2024 H1 report supports the reality. One callout from Guy's report> The Rep's misalignment with ICPs in creating the pipeline is a new-level shocker. (Pipeline pressure doesn't create qualified pipelines) CROs will have to fight like hell and pay firms like ours to attract, nurture, and capture this talent from other vendors or have us vet deeper (= time) into the layoff pool. (even if they'll hire the laid-offs?) Demand vs. Supply is zip now, and about Sept or Oct, it will be glaring. Vendors & ELTs who realize this challange now and act strategically to secure the investment for the recruiter's firm budget to bring the best talent will win in 2025. It's a historical pattern, but now the Buyers run the problem-solving cycles, and you had better have the teams with the skills to play this game. #ebsta #GuyRubin #ProblemSolversSellMore.

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🚨Announcement Alert! 🚨 SaaS Insider’s monthly GTM Leadership Meetup is taking place on 30th May 2024. An insightful evening with, Suresh Seetharaman, Country Head at Yugabyte who will be speaking on Lead Generation and Value Sales: Practical Insights and Experiences. With over a decade of experience, Suresh will be taking a practical approach to discuss lead generation and value sales. This is a free and invite only meetup. If you are interested in being a part of the event, register interest with the link in comments! #saas #b2b #investor #founder #community Hari Akshay

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In this Forbes India article, ACI's Ankur Saxena provides insights on models for #fintech growth in #India and the importance of an #omnichannel payment service strategy. Read more now: https://aciw.co/3URLhso

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Long weekend listening: Had an awesome conversation with Tim Zonca and Vidya Raman on their podcast The Enterprise GTM. We talked about finding the right tech waves to ride, approaching enterprise sales for developer tools, and more ! Sneak peek: 🤝 The quality of people you work with significantly influences the outcome of your company. 🏃‍♂️ Momentum is everything. Never underestimate it. 🧠 Having complete clarity of thought at any given time is very important. Ask yourself, "Who are we doing this for, and how will it change their lives?" Full #podcast episode here: https://lnkd.in/gx-5EuvU

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Why restricting SaaS Insider Conferences to 1000 members works for us. SaaS Insider’s SAASCON and DEVCON are India’s largest gathering of tech and GTM leaders, founders, VCs, and investors of B2B SaaS companies. These conferences have grown tremendously in popularity, drawing an increasing amount of interest each year. Despite this rising demand, SaaS Insider has made a conscious decision to cap attendance at 1000 members for each event. This is not a decision we take lightly, but we believe it is crucial to maintaining the high-quality experience that our attendees have come to expect. Limiting the number of participants allows us to ensure more meaningful interactions, greater networking opportunities, and a more focused environment for knowledge sharing. It fosters an ambiance where attendees can truly engage with industry leaders and each other, rather than getting lost in a sea of faces. Moreover, smaller, more intimate gatherings tend to produce better outcomes and discussions, allowing for deeper dives into subjects that matter the most to our attendees. We aim to create a space where excellence is the standard, nurturing an environment of innovation and high-quality discourse. "Be a yardstick of quality. Some people aren’t used to an environment where excellence is expected" - Steve Jobs #devcon24 #saascon24 #founder #investor #community Hari Akshay

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Here's a great article that discusses the emerging trend of SaaS companies finding success by focusing on niche vertical markets rather than horizontal markets. It explores how this strategy allows companies to differentiate themselves, cater to specific customer needs, and achieve higher customer retention rates. #verticalsaas #customersuccess

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Here's timeline of evolution of AI. its taken 50+ years to reach where we are. its reached a critical or even may have crossed an important inflexion point. From here on the speed will only accelerate.

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**Founders & GTM leaders ** -- only 2 days left to sign up for Lightspeed India'a #MastersOfSaaS session with the creator of MEDDIC - John McMahon known widely as the BEST salesperson in the world. John is a board member at companies such as Snowflake MongoDB ThoughtSpot and more! This will be an online session on JUN25th 8-9PM IST / 730AM PST. Please RSVP early to reserve your spot: https://shorturl.at/ZPLxH We'll discuss: - common mistakes in setting up sales teams - learnings from being a CRO at multiple 100M+ ARR businesses - how to hire A+ talent, every. single. time. - and much more!

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Learn how to reclaim 5-10% ARR growth by fixing failed payments. Vijay Menon shows you how on May 8th. Don't miss out! #RevenueRecovery #GrowthStrategy Read more 👉 https://lttr.ai/ARzp5 #subscription #recurringrevenue #payments #Churn #paymenttechnology #paymentrecovery

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Check out this survey from our friends TSIA

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A few thoughts on the SalesTech. I think we're heading towards a "buyer-led" era, where sellers no longer hold all power to close deals. Both founders and investors should move away from a seller-centric approach and focus on the buyer (classic example Hetz Ventures PortCo: Aligned).

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I had a lot of fun chatting with Tan Wilson about the CollabraLink journey as well as my journey as an entrepreneur and CEO. Spoiler alert: I had to learn A LOT on the fly! : ) #collabralink #entrepreneurship #govcon

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Several organizations we have talked to are racing to buy AI tools because the leadership is often saying we need to use more AI in our product & organization. Abhinav Duggal (Partner @ BCG, SaaS sales & GTM), had a great piece of advice for organizations and leaders as suggested in our recent podcast (https://lnkd.in/geCetWSc)

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In October, DISQO joined the AgeTech Collaborative from AARP - an innovative ecosystem in the longevity tech space. AgeTech is a growing tech category designed to meet the needs of a 50+ audience. DISQO data indicates that 60-63% of this audience are willing to invest in AgeTech solutions that address their challenges and opportunities. This group is open to new challenges, too. 74% felt comfortable taking on new tech. Below are the most relevant market segments, per a 2022 study from the AgeTech Collaborative. The collaborative sources AgeTech startups to accelerate tech development in these areas, and DISQO helps them do it. The DISQO CX platform allows startups in the collaborative to collect audience data, user feedback, and marketing insights. With DISQO's templates and dashboard tools, teams can quickly launch surveys and get results within hours. Avoiding product missteps is crucial for startups. DISQO enables participants to test ideas before investing, ensuring valuable experiences for the aging population. Have any new products in AgeTech stood out to you recently? #AgeTech #Technology #ConsumerTrends #CustomerExperience

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Doing some prep work this weekend for the June 26 webinar Saurabh Agrawal from Zenskar. Taking a preliminary look at the results of the PeakSpan Capital Ibbaka 2024 Survey on Net Revenue Retention. In the webinar we will look at Why usage-based pricing is gaining popularity among software and API providers, catering to a growing demand for flexible and value-aligned pricing How to effectively align usage-based pricing with customer value, ensuring a win-win scenario for you and your customers The hidden advantages of higher NRR rates when combining usage-based pricing with traditional subscription models Best practices for seamlessly integrating a usage-based pricing component into your existing pricing strategy https://lnkd.in/g5wrv68s #billing #SaaS #NRR #pricing #webinar

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Thanks to Dave Rigotti and team for a wonderful #PLGTM conference in SF. I had great discussions with sales and marketing leaders and here are some observations on how PLG has evolved. Part 1: Time to rethink PLG practice ✔ While the core idea of PLG revolves around self-service adoption and user-driven growth, the practice has evolved, and companies are recognizing the need for a hybrid approach. ✔ For a lot of practitioners, PLG means self-service and users adopt the product without sales support. In practice, PLG leads to increases S&M costs increasing CAC. So, it no more just about building a product but putting the marketing $ behind it. ✔ Enterprise buyers are researching on their own and have good information before they come to the call. Huge number of prospects want sales help in navigating the value prop but want to try out themselves. ✔ PLG does lead to execution speed driving the awareness, showing the value, decreasing sales cycles and enabling simple and faster expansion. ✔ There is a myth that only startups or B2C companies use PLG and has to be bottom-up approach. While many of the companies we know and products we use might be B2C, lot of enterprise B2B companies are PLG as well. e.g. users can simply signup and start using Calendly, Canva or Airtable. teams can start using the products like loom, figma and datadog. ✔ Bringing customers need a hybrid approach in 2024. You need to provide user value created by the product and buyer value created by sales teams. Think about product market fit and product customer fit - leading to greater number of happy customers ✔ Every KPI you are measuring should drive an outcome. If you collect data, ask "what is it used for? " and "how does it help customer or adoption?" ✔ As the PLG model continues to evolve, companies must adapt and embrace a balanced approach that leverages the power of self-service adoption while providing sales support to drive customer success and long-term growth. Thanks to David Yockelson and Dave Boyce for providing engaging discussion on the core of PLG. #productledgrowth #productledsales #salesledgrowth #startups #salesleadership #productmanagement

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