Topline

In today’s Topline Hotline, Sam, AJ, and Andrea Kayal of Help Scout discuss a question from a new CRO who is concerned about missing Q1 revenue after being in the role for 7 days. They explore the reasons for the concern and the impact of a Q1 miss in recurring revenue businesses, as well as strategies to pull revenue forward.  Enjoy the mini-episode? Read the recaps or join our Slack channel to engage with other listeners here. Also, attend Topline Hotline Live on April 11th at 2:30 PM ET.

Help Scout's CRO Andrea Kayal discusses PEG growth strategy, tackling churn, and improving CAC payback. Conversation includes revenue attainment data and balancing growth vs. profitability in valuing companies, customer lifetime value, marketing strategies, and challenges in customer acquisition/retention.

Experts Sam, AJ, and Asad delve into the deadly sins of win-loss analysis, discussing trusting CRM data, engaging consultants, and improving data quality. They highlight the importance of understanding customer behavior, conducting close loss reviews, and the role of human judgment in decision-making.

Be the first to hear insights from Pavilion’s 2024 B2B Compensation Benchmarks. before its April 1 release to the general public. Pavilion members have early access in the member hub. Our hosts also discuss layoffs, hirings, and how the negotiation scale is tipping back towards companies vs candidates and dive into Carta’s State of Compensation H2 2023 report. Want more Topline? Read episode recaps or join our Slack channel to engage with other listeners here.

In this week’s mini-episode, AJ Bruno, Asad Zaman, and Kevin Knieriem of Clari discuss the challenges of building a compensation plan for sales leaders. They explore whether the plan should be based on quota capacity or the expected delivered quota as well as the tension that can arise between go-to-market teams and executives when redefining compensation plans. Enjoy the mini-episode? Read the recaps or join our Slack channel to engage with other listeners here.  

Kevin Knieriem, President of Clari, discusses expanding their serviceable addressable market into verticals like medical devices, manufacturing, and financial services. The podcast explores the evolution of revenue platforms, challenges in minimizing churn, trends in market solutions, and the shift towards unified revenue platforms. They also touch on the awareness of Total Addressable Market among startup founders, go-to-market strategies, partnerships for growth, and the integration of AI into revenue workflows.

Instead of the usual Topline Hotline episode, we are excited to share Sam's guest appearance on the 30 Minutes to President's Club Tactic Teardown podcast. Discover a market shift observed by revenue experts Sam Jacobs, Mark Kosoglow, and Armand Farrokh. Learn how to leverage it for an efficient sales team that consistently meets revenue goals. If you liked what you saw here, join 50,000+ sellers and leaders on the 30 Minutes to President’s Club newsletter right here.

Exploring the challenges of the co-CEO model in tech companies, discussing leadership qualities, and aligning perspectives for successful arrangements. Analyzing hiring practices, revenue performance, efficiency, and decision-making in organizations. Delving into sales habits, punctuality, and team building challenges, with a focus on community collaboration and product announcements.

Our hosts answer a question from Pavilion’s CRO Slack channel about driving organizational change, specifically focusing on enhancing operational rhythm after joining a new company. They discuss how to approach changing your organization’s operating cadence and the role that understanding your customer plays in transforming a business’s operational rhythm. Enjoy the mini-episode? Check out our full-length episodes. Source: The Cadence: How to Operate a SaaS Startup

Edward Chiu, CEO of Catalyst, breaks the news of their merger with Totango, another leading Customer Success platform. Edward sheds light on what led to this decision and the broader implications this merger will have on the CS landscape. Get an in-depth look at Catalyst's approach to nurturing innovation and driving customer value.