Sid Kumar, VP of GTM Strategy & Planning at Databricks, discusses the urgent need for a fresh Go-to-Market playbook emphasizing customer retention. He reveals how a 5% lift in retention can dramatically boost revenue. Kumar highlights the importance of a unified customer journey, strategies for diagnosing revenue leakage, and adapting to different market segments. He also advocates for breaking down organizational silos and aligning marketing and sales efforts, all while maintaining a simple and agile approach to meet evolving market demands.

Sid Kumar, SVP of RevOps at HubSpot, dives deep into the world of revenue operations. He emphasizes the need for revenue operations to closely collaborate with frontline teams. Key topics include the importance of clear compensation plans and understanding customer incentives. Sid discusses how to navigate ambitious revenue targets amid market shifts and the intricacies of managing sales discounts. He also highlights the role of unified tools and AI in enhancing decision-making and insights across marketing, sales, and service divisions.