Topline

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.

In this mini-episode, Sam, AJ, and Asad discuss selecting the right lead qualification methodology and explore the challenges in using the BANT methodology for qualifying SMBs. Enjoy the mini-episode? Check out Topline.

Explore the world of partnerships and ecosystem-led growth with Bob Moore, CEO of Crossbeam. Learn about leveraging partnerships for business growth, navigating outbound partnerships, and the evolving landscape of tech partnerships. The episode also touches on market dynamics, team appreciation, and a diverse range of entertainment and business topics.

In this week’s Topline Hotline, our hosts discuss a question from the Pavilion Slack surrounding whether a CRO at a Series A company should stay or go, given the challenges and uncertainties they are facing.  Enjoying the mini-episode? Check out Topline.

Delving into the M&A landscape of 2024, analyzing how economic trends impact IPOs. Tips on attracting acquisition interest are shared. The episode concludes with discussions on macro-news and streamlining SaaS metrics.