Jim Obsitnik

AI-native companies need to embrace new pricing paradigms (price based on work done, on outcome vs hours, etc). Inevitably, new pricing models are accompanied by new workflows, new ways of invoicing, and new challenges around billing. This makes Sequence's modern billing platform particularly relevant: Sequence helps finance and commercial teams automate manual billing and stop revenue leakage. Sequence has just launched their CPQ Product for B2B software businesses with hybrid pricing, designed specifically for AI, B2B SaaS and Fintech startups. This release empowers B2B teams to create flexible pricing proposals or contracts, including teams selling custom deals with usage tiers, minimum commitments, or ramped pricing, Sequence CPQ works for any pricing model or deal term. As a customer says: "Sequence is like a notion page supercharged with pricing tools." Excited for Sequence to build the critical infrastructure needed to enable new, flexible paradigms that are critical for the AI revolution.

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Revenue Cadences can seem complex. But they’re essential to keeping your team aligned. What exactly is a Revenue Cadence? Watch John Queally, Clari's Director of RevOps, explain what a Revenue Cadence is and why it’s critical for driving predictable revenue.

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The biggest change that Salesforce has ever seen is coming. It's called "Foundations" and it's the Salesforce easy button. No more worrying about having access to the best parts of Salesforce. It's all included. And, it's free. This new approach opens up many more powerful possibilities that Salesforce customers have never been able to take advantage of. The one that I'm most excited about, and proud to be part of, is Foundation Partners. With partner apps, customers will be able to install new functionality into their more powerful Salesforce environment with a single click. Want to add in recruiting to your powerful marketing, sales and service foundations environment? Easy. The Asymbl ATS can be installed in a click. We're honored to share that Asymbl has been included as a Foundations launch partner to help customers get the most out of this new Salesforce product innovation. Asymbl's philosophy has always been rooted in helping customers assemble their ideal recruiting tech stack and Salesforce Foundations directly aligns with that approach. Take a look at what Brandon Metcalf had to say about the news and watch closely over the coming weeks to see more about what this will mean for recruiting customers.

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Great Place To Work® and Fortune magazine have honored Five9 as one of this year's Best Workplaces in the Bay Area. 🌟 This is Five9's second time being named to this prestigious list, coming in at No. 17. Earning a spot means that Five9 has surpassed rigorous benchmarks, establishing itself as one of the best workplaces among companies headquartered in the San Francisco Bay region. Learn more: #Five9 #BestPlacesToWork #CustomerExperience

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Excited to be representing OutSystems with Sergio A. at the upcoming Evanta, a Gartner Company, SoCal CIO Executive Summit tomorrow in Long Beach, CA. We look forward to seeing many SoCal Tech Leaders there! The marriage between AI and High Performance Low Code software is truly transforming organizations. Do NOT sleep on this evolution. #OutSystems #EvantaaGartnerCompany #CIOExecSummit #SoCal #AI #HighPerformanceLowCodePlatform #Software #DigitalTransformation #DevelopmentEvolution #EmergingTechnologies

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Great Place To Work® and Fortune magazine have honored Five9 as one of this year's Best Workplaces in the Bay Area. 🌟 This is Five9's second time being named to this prestigious list, coming in at No. 17. Earning a spot means that Five9 has surpassed rigorous benchmarks, establishing itself as one of the best workplaces among companies headquartered in the San Francisco Bay region. Learn more: #Five9 #BestPlacesToWork #CustomerExperience

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From ServiceNow to Snowflake, the iconic CEO Frank Slootman turns companies into B2B giants. His secret: bringing ‘Founder Mode’ passion to professional management. In the latest episode of B2BaCEO, Frank breaks down why the Founder vs. Manager mode debate misses the point. Leadership lesson #1 from Slootman 👇 Rank-and-file employees don’t just watch a leader’s moves on Day 1. They watch every day—and compare notes. The leader’s character and credibility gets established with every decision (or hesitation). Slootman’s advice: move quickly, be decisive, engage employees on the real issues, not the fluff. Our full conversation in the comments.

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As we move deeper into 2024, tracking the right metrics is critical for scaling a SaaS business. This insightful guide outlines the top metrics to watch and includes valuable benchmarks to keep you on track. Whether you’re focused on ARR, CAC, or CLTV, understanding where your company stands is key to driving sustainable growth. Check out the article for a comprehensive look into the latest SaaS trends and metrics! #SaaS #BusinessGrowth #Metrics

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Amplitude Announces Third Quarter 2024 Financial Results: - Third quarter revenue was $75.2M, up 6% year-over-year - ARR was $298M, up $8M from the end of the second quarter - We now have almost 3,500 paying customers, with 567 of those representing more than $100k or more per year Q3 was all about winning the enterprise. We are starting customer conversations differently, reaching key decision-makers, and demonstrating fast value in ways we weren’t before. The result is a higher-quality book of business, with better attach rates, longer contracts, and bigger expansions (we had multiple expansions exceeding 7 figures in Q3). Consolidation is another big theme that's been playing out for several quarters. It’s clear that our customers are looking for an all-in-one platform, and they are finding that in Amplitude. And we've continued to make our platform better. In Q3, we launched Amplitude Made Easy, our completely redesigned platform experience that takes the difficulty out of analytics. We also deepened our partnership with our friends at HubSpot, launched Web Experimentation, and acquired Command AI (fka CommandBar). To our Ampliteers, partners, and customers—we couldn’t do it without you! Thank you. Thank you. Thank you.

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The #ZEI is at the forefront of economic discussions! 📈🔥Zeta Global 's CEO, David A. Steinberg, highlighted on CNBC’s Last Call how our GenAI-powered Zeta Economic Index (ZEI) offers a real-time snapshot of the US economy by analyzing the behavior of more than 240 million US adults. 📊🤖 Discover how ZEI uniquely measures and forecasts economic health and uncover the latest trends from June! #ZetaEconomicIndex #ZEI #AIEconomy

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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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Had a fantastic conversation on Thursday with Timm Hoyt, Senior Vice President of Worldwide Partners and Alliances at Sumo Logic. Timm shared how Sumo Logic has evolved into a true partner-first organization and the strategies driving success in a competitive landscape. With a career spanning partnerships at companies like PagerDuty, Druva, and Brocade, Timm brought a wealth of knowledge to the conversation about modernizing partner ecosystems and fostering collaboration. Key Takeaways from the Episode 1️⃣ 𝗖𝘂𝘀𝘁𝗼𝗺𝗲𝗿-𝗙𝗶𝗿𝘀𝘁, 𝗣𝗮𝗿𝘁𝗻𝗲𝗿-𝗗𝗿𝗶𝘃𝗲𝗻: Sumo Logic’s “partner-first” strategy focuses on understanding customer needs and aligning with partners who bring expertise, solutions, and added value. The goal is to jointly modernize customer infrastructures through observability and cybersecurity solutions. 2️⃣ 𝗩𝗶𝘀𝗶𝗼𝗻, 𝗠𝗶𝘀𝘀𝗶𝗼𝗻, 𝗠𝗲𝘁𝗿𝗶𝗰𝘀: Timm outlined a framework for building a partner-first culture: • Vision: Why the shift to partner-first is critical. • Mission: Cross-functional alignment and internal readiness. • Metrics: Measuring inputs, outputs, and behaviors to assess program health. 3️⃣ 𝗧𝗿𝗶-𝗣𝗮𝗿𝘁𝘆 𝗖𝗼𝗹𝗹𝗮𝗯𝗼𝗿𝗮𝘁𝗶𝗼𝗻: Sumo Logic’s partnership with Amazon Web Services (AWS) emphasizes tri-party selling—integrating Sumo Logic, AWS, and partners to deliver comprehensive customer solutions. Clear rules of engagement ensure seamless collaboration and mitigate channel conflict. 4️⃣ 𝗧𝗵𝗲 𝗛𝘂𝗺𝗮𝗻 𝗘𝗹𝗲𝗺𝗲𝗻𝘁: Partnerships thrive on trust, creativity, and open communication. As Timm says, “Your reputation casts a long shadow—always do what you say you will.” Timm’s advice for partnership leaders? Build meaningful relationships, embrace creativity, and ensure every interaction builds trust and alignment. Thank you Timm for taking the time with us to share your terrific insights on partnering and building a partner-first organization! 💡 How are you evolving your partner strategy in 2025? Let us know in the comments below! 👇 Lyndsey Filantres, Melissa Beck, Marco Tsang, Hieu Huynh, Annie Yuzzi Christianson, Amit Sinha, Puneet Mittal, Ashish Shete, Carlos Alvarez, Kijoon Lee, Anisha Lazaro, Brittany Obot, Ted Mathias #EcosystemAces #SumoLogic #Partnerships #Innovation #PartnerFirst #WorkSpan

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🚨 Last Call for the Nektar Buzz Boat: Just 2 Days to Go! 🚨 Nektar.ai, DocketAI and RevOps Co-op are bringing you an exclusive GTM leaders Cruise in NYC(5th Sep), Boston(10th Sep), Chicago(12th Sep). Our GTM Leaders NYC Cruise is setting sail in just 48 hours, and we’ve got a couple of exclusive passes left. Don’t miss your chance to join an elite group of GTM pioneers for an evening of strategic insights and high-impact networking—right on the water! 🌊 Here’s why you need to be there: 🎯 Cutting-Edge Discussions: We’ll be diving into how AI is transforming sales, how to turn customer engagement into actionable data, and the latest GTM tactics that are driving real growth. 💡Discover how to operationalize Buying Groups: We’ll be diving into how AI automates capturing & tracking engagement with your buying groups on auto-pilot at scale. 🤝 High-Caliber Connections: This is your chance to network with fellow leaders who are pushing the boundaries of what’s possible in the GTM space. 🍸 Unwind & Recharge: Kick back with some great drinks, delicious bites, and amazing views on the cruise while you chat and chill with fellow leaders in a laid-back, exclusive vibe. With only a couple of spots left, this is your last chance to secure a seat on the Nektar Buzz Boat. If you’re serious about elevating your GTM strategy, you won’t want to miss this. Register on the link or DM me to grab one of the final passes. Let’s make waves together! 🐝🚢 #GTM #Sales #AI #Networking #Leadership #Nektar #BuzzBoat https://lnkd.in/g59Sxa6Z

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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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Turn lemons 🍋 into lemonade. If your static RIs and dynamic usage don’t align, try Xosphere. Xosphere helps customers maximize RI usage, while orchestrating Spot for optimal savings. Details in this Customer Success Story: https://lnkd.in/gfS9YGJG #ec2 #aws #kubernetes #k8s #costoptimization #finops Xosphere FinOps Foundation

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The #1 question we get asked: what exactly is a Revenue Cadence? Revenue Cadences can seem complex. But they’re essential to keeping your team aligned. Watch John Queally, Clari's Director of RevOps, explain what a Revenue Cadence is and why it’s critical for driving predictable revenue.

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I'm overwhelmed by the idea that any news organization would cover me joining a new company. Part of me desperately wants to hide from this type of attention but I'm also honored to be a part of this team. It's only been four short weeks. But that's been more than enough exposure to know we're building something that will transform manufacturing. It's also clear that the experience of building CADDi in the US is going to transform me and all the great people I'm lucky enough to call teammates. If being a part of that sounds interesting to you, I hope you'll send me a DM or a connect. CADDi, #manufacturing, #artificialintelligence, #creatingvalue #

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Just had a fantastic conversation with Jim Anderson, Vice President of North America Partner Ecosystem & Channels at Google on the EcosystemAces podcast. Jim brings tremendous insights into the importance of partnerships and how Google’s ecosystem is driving innovation and value for customers. 🔑 Key Takeaways from the Conversation 🟢 𝗙𝗼𝘂𝗻𝗱𝗮𝘁𝗶𝗼𝗻𝗮𝗹 𝗣𝗮𝗿𝘁𝗻𝗲𝗿𝗶𝗻𝗴 𝗣𝗿𝗶𝗻𝗰𝗶𝗽𝗹𝗲𝘀: Jim shared his three guiding principles for successful partnerships: • Win-Win: Ensure mutual benefit for Google and its partners. • Intentionality: Focus on clear goals and objectives to cut through the noise. • Customer Relevance: Always prioritize the value and outcomes delivered to the customer. 🟢 𝗔𝗜’𝘀 𝗧𝗿𝗮𝗻𝘀𝗳𝗼𝗿𝗺𝗮𝘁𝗶𝘃𝗲 𝗜𝗺𝗽𝗮𝗰𝘁: AI is reshaping the tech landscape, and Google’s focus is on enabling partners to leverage AI infrastructure and integrate it seamlessly into their solutions, unlocking new revenue streams and delivering business outcomes. 🟢 𝗧𝗵𝗲 𝗣𝗼𝘄𝗲𝗿 𝗼𝗳 𝗦𝗽𝗲𝗰𝗶𝗮𝗹𝗶𝘇𝗮𝘁𝗶𝗼𝗻: In a complex tech ecosystem, specialization is critical. Google supports partners in building differentiated practices and providing the skills and resources needed to succeed in the market. 🟢 𝗠𝗮𝗿𝗸𝗲𝘁𝗽𝗹𝗮𝗰𝗲 𝗮𝘀 𝗮 𝗚𝗿𝗼𝘄𝘁𝗵 𝗘𝗻𝗴𝗶𝗻𝗲: Google’s marketplace is its fastest-growing channel, enabling simplified procurement, streamlined transactions, and economic benefits for customers and partners alike. The recent addition of multi-channel partner offerings (MCPO) has expanded opportunities for resellers and service providers. It’s inspiring to see how Google fosters collaboration across GSIs, ISVs, resellers, and more to scale innovation and customer impact. Jim’s insights into agility and the critical role of partnerships in today’s fast-changing tech environment are invaluable. Thank you, Jim, for an incredible conversation and for your trust as a WorkSpan customer. Here’s to the exciting possibilities ahead! 🚀 Kevin Ichhpurani, Stephen Orban, Dai Vu, Pallab Deb, Gina Fratarcangeli, Marc Harpster, Whit Crump, Colleen Kapase, Jin Bae, Craig Cook, Scott Barneson, Don Tirsell, Chelsea Berlucchi, Melody Tabacco, Nenshad Bardoliwalla, Sharad Sinha, Aimee Catalano, Amy Bray, Karen Pattani, Hans Sidow, Akseli Leppänen, Pete Henderson, Amit Sinha, Mayank Singh Bawa, Nirav Desai, Mahesh Chaudhari, Kijoon Lee, Ashish Shete, Puneet Mittal #EcosystemAces #Partnerships #GoogleCloud #AI #Innovation #Collaboration

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