B2B Cloud revenue is projected to grow from $300B+ in 2020 to over $800B by 2025. Some estimates highlight the industry will require 300,000 additional B2B Sales professionals to achieve this level of growth. If the above is even directionally correct, being able to train sales professionals is key to continued industry growth. Paul Fifield is the founder and CEO of the Sales Impact Academy. His vision to create the Sales Impact Academy is built upon his frustration in growing and leading revenu...
Nov 03, 2021•29 min
Sangram Vajre, Founder and Chief Evangelist at Terminus and host of the Flip my Funnel Forecast, joined our host Ray Rike to discuss his MOVE Go-To-Market framework. Sangram ran marketing at Pardot, an early marketing automation vendor for salespeople, which Salesforce ultimately acquired and co-founded Terminus seven years ago. Terminus is a true pioneer in providing a platform for Account-Based Marketing programs, which in today's B2B SaaS world represents about 44% of total marketing investme...
Oct 26, 2021•37 min
Jamie Shanks helped to shape Social Selling through his company, Sales for Life. After certifying 250,000+ sales professionals on the strategies and techniques that led to Digital Selling competencies across hundreds of companies, Jamie has identified some common trends in what led to the most successful pipeline development. In 2020, B2B Sales quickly transformed into Digital Selling. Social Selling has evolved to "selling" and become a part of the digital selling motion. Social Selling efficac...
Oct 25, 2021•26 min
Matt Heinz is the founder and CEO of Heinz Marketing and the host of the Sales Pipeline Podcast. Matt's primary goal is to help modern marketers to implement predictable and scalable, revenue-centric marketing programs. Matt has seen the alignment between marketing and sales for top-of-the-funnel pipeline development significantly improve over the last few years. In addition, he is seeing marketing leaders are more data-driven, especially regarding buyer intent has improved materially. Lastly, h...
Oct 25, 2021•32 min
Compensation is one of the more personal aspects of evaluating any new job. Trying to understand a company's culture and specifically, the organization within the company you are evaluating is almost impossible. Ryan Walsh, the founder, and CEO of RepVue may have figured out exactly how to provide transparency in both compensation and culture in the B2B SaaS and Cloud industry. Ryan possesses a very rare trait, a B2B SaaS sales leader who progressed his career from sales rep to Chief Revenue Off...
Oct 19, 2021•35 min
Imagine having access to the metrics and benchmarks over an entire decade for 200+ B2B Cloud and SaaS private companies as they scaled from $0 to $100M ARR. That is precisely the data Mary D'Onofrio, Partner at Bessemer Venture Partners (BVP) has access to as the Growth Stage investing partner since 2018. Mary published her findings in the Scaling to $100M ARR report and joined us to share the insights from her research. Mary also maintains the BVP Emerging Cloud 100 Index, is the author of the ...
Oct 11, 2021•27 min
Oct 04, 2021•28 min
Benchmarks - a concept for only the most mature and advanced company or a foundational metrics component for any company seeking to make data-driven, metrics-informed decisions? Lauren Kelley is the founder and CEO of OPEX Engine, a leader in capturing and publishing B2B Technology company benchmarks. Lauren's background includes being the revenue leader for an early B2B platform leader, and prior to that as an economist for the US Department of Commerce. Immediately prior to recording this podc...
Oct 04, 2021•31 min
The B2B Cloud industry is projected to grow from $350B in 2021 to $800B+ in 2025. This will mean a lot of new companies and the need for many more VP Sales to lead the revenue team. Brendon Cassidy has been part of early-stage B2B enterprise sales organizations as the VP Sales for companies including LinkedIn, EchoSign (acquired by Adobe), Talkdesk, and then as a founding advisor to Gong. Now Brendon is the co-founder and co-CEO at CoSell.io. Based upon Brendon's tenure and success at leading B2...
Sep 22, 2021•37 min
Jeremey Donovan is the epitome of the phrase "Always Be Learning". Jeremey started his career as a semiconductor engineer, transitioned to be an analyst covering the industry, then transitioned to product development, then to product management, product marketing, and finally to sales. To say he is a continuous learner is an understatement! Most recently, Jeremey started his pursuit as a Masters of Data Science while serving in the role of Senior Vice President of Revenue Strategy at SaleLoft. W...
Sep 16, 2021•33 min
Sep 10, 2021•35 min
Chris Walker, Founder and CEO of Refine Labs, Host of Demand Gen Live, and a Top LinkedIn Influencer is a B2B Marketing contrarian - that is a primary reason I have been a fan of Chris's for a long time. Chris was a B2B marketing practitioner for 8 years, and his experience told him B2B marketing organizations were executing marketing programs the wrong way! The market had changed, the buyers had changed and the buying process had changed...yet marketing programs were the same, using the same va...
Sep 08, 2021•32 min
Holding key financial leadership roles at Qualcomm and Palantir Technologies by itself positions Bijan Moallemi, Founder and CEO of Mosaic Tech as a uniquely qualified finance leader. Factor in his innovative use of technology and automation to enable more efficient hyper-growth and his desire to make this level of automation available to anyone trying to implement a strategic finance function in the B2B Cloud industry, Bijan is a market visionary. His story starts with the challenges he found u...
Aug 23, 2021•29 min
Being the CEO of a B2B SaaS company that creates a new market category, grows the company to >$100M ARR, and then purchased for over $1B by a top tier Private Equity firm may be the ultimate goal of many entrepreneurs - but for Nick Mehta and Gainsight, it is just the beginning. Nick Mehta, joined Gainsight as CEO in 2013. Back then, Gainsight had just changed its name, launched its first user conference, and initiated the strategy to build a new market category for B2B SaaS - Customer Succes...
Aug 03, 2021•41 min
B2B SaaS founders continue to find new financing options to both grow their business and/or be rewarded for their sweat equity investment. Akeel Jabber's journey from petroleum engineer, to gym founder, to real estate investor and now "micro private equity" investor has one common thread - entrepreneurship focused on how to generate cash flow Akeel's first area of focus to generate returns + cash flow was investing in the stock market. He quickly identified that the large institutional investors...
Jul 27, 2021•31 min
Renee Cullinan, founder of "Stop Meeting Like This" is pivoting her highly successful career as a high tech executive and then founder of a pioneering consulting company that focused on how to increased company productivity and employee satisfaction by eliminating the wasted time associated with internal meetings and email overload. In this episode of Metrics that Measure Up, we focus on both the metrics associated with increased employee productivity and then on the increasing importance of und...
Jul 20, 2021•33 min
Revenue Operations is positioned to be the revenue architect across the customer journey. That is a bold statement and the perspective of one of the leading revenue operations thought leaders, Jeff Ignacio. Revenue Operations hit an "inflection point" in 2021. Jeff believes the rapid growth of B2B SaaS companies has highlighted the incongruency that customers are experiencing due to the "drops" in internal hand-offs between marketing, sales, and customer success. Jeff believes Revenue Operations...
Jul 14, 2021•32 min
Product-Led Growth (PLG) and B2B Sales - how do they co-exist in the evolving world of Go-To-Market strategy in B2B SaaS? On this episode of the Metrics that Measure Up podcast we are joined by Tim Geisenheimer, Founder and CEO of Correlated. Tim's first experience was leading a sales team in a PLG company where he experienced the change in how customers first experience a product. PLG requires the sales team to truly understand "HOW" customers are using the product, and adjust their sales outre...
Jul 05, 2021•29 min
Leaders of Growth - a phrase that could refer to many B2B SaaS companies and executives. Today, we speak with Arthur Nobel, principal at Knight Capital and author of Leaders of Growth. Leaders of Growth is the result of 47 interviews with B2B SaaS operating executives and investors. Brand name B2B SaaS executives including Mark Roberge, Matt Chappell, Katie Christian, Nathan Latka, Wes Bush, Patrick Campbell plus 42 more B2B SaaS executives with hands-on experience in scaling companies beyond Pr...
Jun 29, 2021•30 min
Make it, Don't Fake It is a mantra that has long lived in the entrepreneur start-up culture in the B2B tech industry! Sabrina Horn is not only a pioneer in the B2B Tech public relations space, she is one of the most networked executives in the B2B tech industry. After only 4 years in the corporate world, Sabrina took the plunge to found The Horn Group, with a specific goal to help B2B tech companies exploit the impending business transformation created by the personal computer. Her first "pitch"...
Jun 22, 2021•34 min
Jordan Henderson is a lawyer by education, who transitioned into a B2B tech career that has spanned sales operations, customer sales, sales management, and ultimately revenue operations. This well-rounded career journey led Jordan to a career in Revenue Operations. RevOps can be the "canary in the coal mine" for a B2B SaaS company. Revenue Operations are problem solvers. Being able to monitor the day-to-day "Go-to-Market" operations provides a unique opportunity to be an early warning factor whe...
Jun 15, 2021•31 min
Marketing Operations to Sales Operations to a VP, Customer Success. This carer path serves as an amazing foundation for a Revenue Operations executive. This is exactly the career path that Alison Elworthy, EVP of Revenue Operations at HubSpot. Alison's experience as a customer success executive was an eye-opening experience for a career-long operations professional who had not previously invested time interacting with customers. Alison's experience working with HubSpot customers led HubSpot from...
Jun 09, 2021•34 min
On this episode of the Metrics that Measure Up podcast we are joined by Wes Bush, founder and CEO of ProductLed. Wes's journey to founding ProductLed and becoming a leading voice on Product-Led Growth started when he was responsible for demand generation for B2B SaaS companies. Specifically, when he led demand generation at Vidyard, they launched a new product that allowed them to evolve from "hosting videos" to providing a self-service tool that allowed end-users to quickly film, edit and share...
Jun 01, 2021•37 min
Product Analytics + Product Led Growth are critical partners for success. Ken Fine, CEO of Heap Analytics recently joined me on the Metrics that Measure Up podcast to discuss the inextricable linkage between these two concepts. PLG currently exists in a continuum of maturity, with some companies managing the entire customer lifecycle using a product-led motion, while the majority still using a traditional sales led motion Ken believes the dominant Go-To-Market model in the future will be an artf...
May 25, 2021•37 min
Sam Crowell Richard is responsible for growth across the OpenView Partners portfolio. OpenView Partners is a leader in advocating Product Led Growth strategies across their portfolio, which includes leading PLG companies including Calendly. Sam has invested in her career preparing for a growth role in a PLG focused venture capital firm, including learning the secrets of digital marketing in a digital agency, and then for 5+ years at an early stage, PLG company, Dispatch, ultimately acquired by V...
May 19, 2021•37 min
Clayton Whitfield founded SaaSOptics to provide B2B SaaS founders and operators a platform that made it easier to capture, calculate and make better metrics informed decisions. Clayton shared that the core metrics that form the foundation of B2B SaaS company value have not evolved significantly over the 12 years since he founded SaaSOptics, but the understanding and comfort with the metrics have evolved. Clayton also highlighted that because there are no "standards" governing body in the industr...
May 12, 2021•32 min
Usage-Based Pricing is all the rage across multiple B2B SaaS news outlets. Subscription-based pricing has been the standard pricing model for over 20 years, which has provided B2B SaaS companies more predictable revenue growth over time versus the famous end of quarter "hockey stick" of perpetual licensing software companies. However, companies such as Twilio, Snowflake and DataDog have been using "Usage-Based" pricing to achieve Net Dollar Retention Rates of 130% - 150% and associated Enterpris...
May 05, 2021•35 min
B2B SaaS Metrics are talked about in board meetings, investor diligence, executive team meetings, and recently across every corner of the internet from industry influencers and thought leaders. As the host of the Metrics that Measure Up, I was thrilled that I could speak with Dave Kellogg, one of my long-term follows, and a master of all things B2B SaaS metrics. Dave is a multiple-time, CEO and Chief Marketing Officer of B2B Software and SaaS companies, and a highly sought after advisor, board m...
Apr 26, 2021•39 min
Benjamin Shapiro started his internet marketing career at eBay, one of the first, largest and most data-driven marketplaces in the world. Ben's 7 years at eBay provided him the foundation of being a great digital marketer, including SEO and content marketing. Ben caught the Silicon Valley start-up bug, and spent the next 8 years in marketing leadership at B2C early-stage companies, and then he started the MarTech podcast in 2015. Ben's initial experience with podcasting was "an experiment that w...
Apr 20, 2021•27 min
During 2020, over 96% of B2B SaaS companies updated their messaging and positioning to counteract the short and long-term impact of the pandemic. Fortunately, there are experts on how to position your messaging and value propositions, including Bob Wright, Managing Partner at Firebrick consulting who has helped over 400 B2B tech companies develop and launch new positioning. The first topic we discussed was why an outside consultant is required when the Chief Marketing Officer is well-positioned ...
Apr 14, 2021•31 min
