Kyle Brantley

Embarking on your initial venture into data enrichment? Allow us to significantly cut down your time and effort. Explore our detailed survival manual. Gratitude is unnecessary. Our passion for the field drives us. https://gag.gl/CvnC56 #RevOps #data

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What are the root causes of poor GTM team alignment? Our recent survey sheds some light on what your revenue team Ops peers are saying. These comprehensive reports provide all the information. https://gag.gl/4YHwRD #RevOps #DataQuality #RevTeamAlignment

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A poorly executed #customersuccess strategy will kill your #NRR for years to come. I've seen it first-hand too many times over the years. Here is how you deliver a well-executed CS strategy to drive great NRR and ultimately, business growth: 🛣️ 𝐔𝐬𝐞 𝐭𝐡𝐞 𝗗𝘆𝗻𝗮𝗺𝗶𝗰 𝐑𝐞𝐯𝐞𝐧𝐮𝐞 & 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫 𝐉𝐨𝐮𝐫𝐧𝐞𝐲 The first step in any customer success strategy is understanding the full & dynamic revenue & customer journey. This means not just knowing what your customers do, but why they do it. How and why did they buy your services? How do they move through their journey with you (rarely ina straight line!)? By understanding their motivations, you can better anticipate their needs and deliver solutions that truly add value. And don't forget, the old-school customer journey is not the standard anymore, you need to use the full, dynamic revenue & customer journey to get the full picture. This stretches from pre-sale to post-sale and allows for the customer to move in and out of journey phases/stages dynamically. 📈 𝐏𝐫𝐨𝐚𝐜𝐭𝐢𝐯𝐞 𝐄𝐧𝐠𝐚𝐠𝐞𝐦𝐞𝐧𝐭 Customer success is not a reactive function. It's about being proactive, anticipating customer needs, and addressing them before they become issues. You have to ensure that your strategy is aligned around, and fosters, a proactive CS culture and process that allows your team to execute effectively. This not only improves customer satisfaction, but also reduces churn, and creates more expansion opportunities. Both key factors in improving NRR. 📊 𝐃𝐚𝐭𝐚-𝐃𝐫𝐢𝐯𝐞𝐧 𝐃𝐞𝐜𝐢𝐬𝐢𝐨𝐧 𝐌𝐚𝐤𝐢𝐧𝐠 In the #SaaS & #CS world, we have access to a wealth of data. By leveraging this data, we can make informed decisions that drive customer success. This could be anything from identifying usage patterns to predict churn, to understanding which features drive the most value for customers and beyond. And it needs to go beyond telemetry, usage etc. Also capture, track and understand customer goals and other qualitative data points. One problem is that this data is often siloed or hard to access, so make sure you have systems (like RevSetter) that can bridge that gap and allows CSMs to effectively action the data & insights. 🤝 𝐁𝐮𝐢𝐥𝐝𝐢𝐧𝐠 𝐚 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫-𝐂𝐞𝐧𝐭𝐫𝐢𝐜 𝐂𝐮𝐥𝐭𝐮𝐫𝐞 Customer success should not be the responsibility of a single department. It should be ingrained in the company culture. When everyone in the organization understands the value of customer success, it becomes a strategic priority that drives business growth. This is why the dynamic revenue & customer journey, the engagement focus, and the proactive mindset are so important. When those are present - and a strategic & customer-centric approach is adopted by the CEO & leadership - the sky is the limit. Leverage these four building blocks and your CS strategy and execution will thank you for it ✅ *** 🛎️ If you enjoy my content, follow me for more ♻️ Repost to share with your network

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⏰ ICYMI: Our Book is Coming Soon! Accelerating Revenue: Your Definitive Guide to the Theory and Practice of Go-To-Market Enablement is designed for those looking to master the core of GTM Enablement. Whether you're new to the field or a revenue leader aiming to boost team productivity, this book offers practical insights and proven strategies. Curious to learn more about transforming your approach to Enablement? 👉 Head to the Level213 website for more details! www.level213.com/services #book #revenue #enablement #GTM

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As marketers, we lean into martech investments to help drive growth—especially when resources and budgets shrink. However, it's clear that simply having the tools isn't enough. A recent Deloitte The Wall Street Journal article highlights two key points: • Companies spend 20% of their marketing budgets on martech, a figure expected to grow to 31% over the next five years. • Only 56% of martech tools are being fully utilized, leaving a significant gap between what we expect and what we achieve. For me, it’s a reminder that getting the most out of our martech investments requires more than just implementation. It’s about setting clear goals, aligning the broader team, celebrating small wins along the way, and fostering a culture of continuous learning and adaptation. Lindsay Korstange #Martech #MarketingStrategy #DigitalTransformation #ROI

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Following some time-off, I’m back to crafting these digestible posts on marketing strategy and execution. This week I’m focused on Sales Enablement. Series: Driving Sales Enablement Topic: Building Credibility with a Sales Team In the fast-paced world of sales, success isn’t just about meeting quotas—it's about building culture and collaboration enabling sales teams to help customers overcome challenges. I’ve enjoyed working with a variety of general and specialty healthcare sales teams over the past 15+ years, here are activities I’ve adopted to help enable them: 1.      Be Responsive: Sales moves fast. Being available to answer questions, provide resources, or just listen when business is tough shows you’re in it with them. Responsiveness isn’t just about speed; it’s about being present, informative, and engaged in their success. 2.      Get in the Field: There’s no substitute for firsthand experience. Meeting customers alongside your sales rep offers you insights that no report will deliver, and being in the field reinforces your commitment to the team, customer, and business. 3.      Build Credibility: Your team needs to know you have their back. Demonstrating an understanding of the product, market, and customer challenges builds trust. When your salespeople see you as a credible resource, they’re more confident, which drives results. Simplest way to build credibility with a sales team is to give them the tools they need to succeed, be accessible, and do what you say you’re going to do. My Example: For my first few years in product management, I spent half my time in the field with sales reps to: ·        Build awareness/momentum for underpenetrated products. ·        Show how easy, quick, and profitable it was to sell my products. ·        Establish trust so sales reps felt confident selling my products. Things I did to help the Sales team win were: 1.      Be Responsive ➡ Sales reps are working to solve customer challenges. When they reach out for guidance, be there. Answer the call, respond to emails, and follow up on messages. Your responsiveness boosts their confidence and builds your credibility. 2.      Provide Field Support ➡ You'll live out of a bag, rack up air miles, and confuse airports, but you'll also have your sales reps' full attention. This is where you stand out, educate on products, and build strong relationships—because word spreads quickly in sales. 3.      Be Credible ➡ To establish yourself and your products as a 'household name', focus on building credibility. Do what you say you'll do—if you promise a response by Friday, send it Thursday; if you commit to a 9am meeting, be there at 830am. Simple actions like these builds credibility and encourages reps to sell your products more often than not. Sales enablement isn’t just a support function—it’s the backbone of a successful sales strategy - use these tactics to build, learn, and win together! #SalesEnablement #SalesSuccess #CustomerEngagement

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2024 has already proven to be a transformative year for partner marketing. Our joint opportunity is massive, and we—in ServiceNow Global Partner Marketing—are all in. As we scale to $20B in revenue, your expertise and co-creations are a key driver to our joint success! We know you’re focused on getting to market faster¾and building your business. And we want to make it even easier for you to work with us and get your job done. We’re committed to elevating the partner marketing experience to give you immediate access to the strategies, programs, and campaigns that’ll help you create the demand to get there. Join me at the Global Partner Marketing booth at Knowledge 2024 to learn more about all we’ve done … and all that is to come. We’re ready to answer your questions, get your feedback, and explore what we can accomplish in 2024 and beyond. Here’s a quick sneak peek … Discover and learn Gain full access to everything our partner marketing teams offer—in one place. Our new digital front door will help you find the right programs, strategies, tools, trainings, and resources—when and where they’re needed. Our new Partner Marketing Institute offers in-depth training—from strategy to best practices—to hone expertise and maximize our joint marketing ROI. Create and customize Spend less time building—and more time doing. Campaign Creator will allow you to access turnkey, curated campaigns that are easy to co-brand and customize, so you can create excitement in the market. And when custom content—or extra support—is needed, access our Demand Center to leverage a marketplace of ServiceNow-vetted and trained vendors to speed up timelines and make procurement processes simpler. Engage and connect Grow pipeline and accelerate opportunities with new and existing customers through programs that maximize impact. We’ve made it easier for you to launch awareness and demand campaigns on leading-edge topics. And our impact is amplified when we leverage various incentive and recognition programs—whether it’s Partner Development Fund co-funding, grants for partner award winners, or exclusive assets for specialization partners. Knowledge is just around the corner, and I’m thrilled to connect with you in Las Vegas at the Partner Pavilion to demo new experiences and tools that will help us grow together.

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Thanks to Dave Rigotti and team for a wonderful #PLGTM conference in SF. I had great discussions with sales and marketing leaders and here are some observations on how PLG has evolved. Part 1: Time to rethink PLG practice ✔ While the core idea of PLG revolves around self-service adoption and user-driven growth, the practice has evolved, and companies are recognizing the need for a hybrid approach. ✔ For a lot of practitioners, PLG means self-service and users adopt the product without sales support. In practice, PLG leads to increases S&M costs increasing CAC. So, it no more just about building a product but putting the marketing $ behind it. ✔ Enterprise buyers are researching on their own and have good information before they come to the call. Huge number of prospects want sales help in navigating the value prop but want to try out themselves. ✔ PLG does lead to execution speed driving the awareness, showing the value, decreasing sales cycles and enabling simple and faster expansion. ✔ There is a myth that only startups or B2C companies use PLG and has to be bottom-up approach. While many of the companies we know and products we use might be B2C, lot of enterprise B2B companies are PLG as well. e.g. users can simply signup and start using Calendly, Canva or Airtable. teams can start using the products like loom, figma and datadog. ✔ Bringing customers need a hybrid approach in 2024. You need to provide user value created by the product and buyer value created by sales teams. Think about product market fit and product customer fit - leading to greater number of happy customers ✔ Every KPI you are measuring should drive an outcome. If you collect data, ask "what is it used for? " and "how does it help customer or adoption?" ✔ As the PLG model continues to evolve, companies must adapt and embrace a balanced approach that leverages the power of self-service adoption while providing sales support to drive customer success and long-term growth. Thanks to David Yockelson and Dave Boyce for providing engaging discussion on the core of PLG. #productledgrowth #productledsales #salesledgrowth #startups #salesleadership #productmanagement

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Unsure of where to get started when it comes to #AI and #MachineLearning? Check out this FREE guide from NetSuite that CFOs can use to start mapping out how AI can help pave the path to business success: https://lnkd.in/gEg3EYvj

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Awesome to see Lucidworks & Brian Land showing how #GenAI can truly improve the B2B buyer experience! Check out this demo featuring New Pig and see how #AIGuardrails help make it happen. Watch the full demo and learn more: https://okt.to/XFmbB4

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"There was a time when buyers were less incredulous about the decisions that they were making. Buying committees weren’t as large as they are now. Now sales and transactions are under a microscope." - Chris Turner, Sales Engineering Manager at @Salesloft On this episode of RevTalks, Chris and Rebby John, discuss changes to the sales and presales professionals’ roles, the keys to multithreading ever-expanding buying groups, getting to ROI faster in conversations, the story of “how” in sales, AI, and more. Full episode here: https://lnkd.in/e_GBVqJV

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Pipeline marketing drives your revenue 🚀 and marketing isn’t just about leads 🤯 Thankfully, I get to work with folks like Lucas and his Corporate Marketing team here at Highspot who know how to use their channels to drive real revenue impact - and I learn from them every day! Today, he's dropping knowledge about strategic marketing to help you get a better understanding of this intricate machine ⚙   Learn more 👇 https://hghspot.co/3zfzltT

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For all Partner Marketing Leaders in the midst of 2025 planning Join me & Anita Covelli for Tech Target's Partner Marketing Visionaries Webinar on November 13 where we'll discuss partner marketing and program strategies for: * Tiering partner groups to drive focus and scale your program: Learn how to segment your partners based on their strengths and capabilities, allowing you to customize your engagement strategy and maximize their impact. * Creating sustainable growth opportunities for channel partners: Discover innovative ways to empower your partners to achieve success, fostering long-term partnerships that benefit both your business and theirs. * Ensuring return-on-investment from MDF funding opportunities: Maximize the impact of your MDF budget by implementing strategies that track performance and demonstrate the value your partners bring to the table. Don't miss this opportunity to gain valuable insights and actionable strategies for building a thriving channel program. Register for the webinar now! https://lnkd.in/euRTUc2N #PartnerMarketing #ChannelStrategy #GrowthMindset #Qlik Join the conversation and share your thoughts on the importance of channel partners in today's business landscape.

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It’s pretty much impossible to listen to every single customer. Unless you use conversation intelligence, that is. Chief Customer Officer Sam Loveland says she can’t live without Salesloft’s Conversation Intelligence. “It gives me the opportunity to listen in and hear what’s working and what’s not working,” she says. Check out the full series with Sam Loveland and Sarah Norton: https://lnkd.in/eFSBfBqT

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As NFLs Dallas Cowboys QB Dak Prescott says on every snap - “here we gooooo”. SAS and Intel Corporation have partnered with Smart Cities Connect to bring you a webinar to explore the six key principles for preparing your organization and team to use #AI responsibly. Artificial Intelligence (AI) has been a key tool in various sectors, including government agencies, for many years. As AI technologies become increasingly accessible to a broader range of employees, they are revolutionizing how we work and significantly enhancing the daily lives of citizens. However, as AI becomes more integrated into both our professional and personal lives, it is crucial to address the significant risks it poses if developed, deployed, and managed without careful consideration and discipline. http://2.sas.com/6044WOxIg

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🤠 Howdy, Dallas B2B leaders! The GTM Era Tour is rolling into town, and you won't want to miss this rodeo! 🌟 I'm thrilled to announce that on September 24, 2024, we're bringing a game-changing GTM workshop to the heart of Texas. Saddle up for an afternoon of insights, networking, and strategies that'll make your competition say "Don't Mess with Texas B2B"! 🎯 What's on the agenda? - Cracking the code of modern GTM complexities - Crafting a bulletproof roadmap for GTM success - Harnessing the power of AI for your GTM and ABM strategies - Leveraging predictive analytics to lasso exponential growth Plus, hear directly from industry leaders about their GTM success stories! Will we see you there? Register here: https://lnkd.in/g9Szzsxz

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Looking forward to the Forrester Summit next week! If you're in Austin, would love to meet up, pls DM me or swing by booth #416. Aaaand if you're searching through dozens of spreadsheets and a 200 slide powerpoint to answer questions like "How is that campaign going and what's the projected ROI?" please swing by my session on Tuesday on how to fix marketing's planning problem. #forrb2bsummit #marketing #uptempolego

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My rough notes from 6sense conference this week (1000 revenue folks in Las Vegas ) as I head out - Great marketing is never a tools problem. It’s an alignment problem - 6sense now competes with every tech vendor there is. Their strategy seems to be to go broad and assimilate every rev function under one umbrella. They still partner with companies that go deep into these areas similar to Hubspot but their ecosystem play doesn’t seem as developed yet - To implement 6sense properly you definitely need agency help. Because it requires lots of internal alignment on GTM strategy and implementation takes time . See both points above - There’s no magic wand to hit pipeline numbers at a certain stage. No hacks. Just a lot of channels that have to work in synchronicity together. Common goals for the teams working together - Marketing teams are a lot more fearful than sales teams. Because their impact is always so hard to track. Even with the best attribution software some things can’t be measured - I still hate big conferences and plastic carpets. It feels artificial and performative. But I get why they work so will continue to sponsor some We did decide to organize our first user conference in March 2025 but making it much smaller (100 customers only ). No pitches. No booths. No stages. Just to let people connect and have a good time. So if you want to sponsor it please DM me Pardon the brevity of this message as it’s written in an Uber on the way to the airport

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🌟 Chart your path to success in 2025 with the Professional Services Benchmark Maturity™ Report from Service Performance Insight. 👉 https://gag.gl/Wk5m6Q Discover best practices, compare your performance and set your course for growth this year. #ProfessionalServices #ManagementConsulting #DeltekProjectNation

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