Episode Summary
This episode of Sunny Side Up discusses revenue alignment at UserGems. Christian Kletzl, CEO of UserGems, and Trinity Nguyen, VP of Marketing, discuss how they align their sales and marketing teams to work towards shared goals and metrics. They highlight challenges like differing objectives but emphasize removing ego and prioritizing company goals. Champion tracking is also discussed as a way to focus sales and marketing efforts on key accounts and individuals. Setting OKRs and transparency in goals are identified as ways to build alignment.
About the guest
Christian KletzlChristian Kletzl is CEO and co-founder of UserGems, a pipeline generation software that helps teams boost pipeline and reduce churn by monitoring job changes of your most valuable buyers and then automating the next steps. He is a software engineer turned seller, so even though most of his days are spent with customers and prospects, he still applies an engineering mindset to sales processes to optimize and achieve more with less.
Connect with Christian Kletzl
Trinity NguyenTrinity is VP of Marketing at UserGems. She has 10+ years of experience in go-to-market strategy, product marketing, demand generation, and account-based marketing. She is passionate about helping technology companies accelerate their growth and building great teams while doing it.
Connect with Trinity Nguyen
Key takeaways
- Revenue alignment is important for sales and marketing to work together toward the same customers and goals
- Shared success metrics and KPIs help align sales and marketing teams
- Transparency in setting goals across the organization builds alignment
- Removing ego and prioritizing company goals over personal objectives is important
- Champion tracking can help align account-based marketing and sales outreach
- Setting OKRs and reviewing them regularly can help teams stay aligned
Recommended Resource
Books
- "SPIN Selling" by Neil Rackham.
- "Crossing the Chasm" by Geoffrey Moore.
- "Busting Silos" by Hillary Carpio.
- "Amp It Up" by Frank Slootman.
Shout-outs
-Hilary Headlee, Advisory Leader, Insight Partners.
Connect with Christian Kletzl & Trinity Nguyen | Follow us on LinkedIn | Website
OnBase: Smashing Sales and Marketing Misalignments