Joe Cordo

We are seeing a big pick up in transaction activity at Catalant Technologies, and therefore "First 100 Days" planning and implementation. A BIG thank you to our partners in the Expert community below (Who combined have led hundreds of First 100 Days Value Creation Plans and Implementations) for collaborating on the playbook and deep dives on the critical factors you need to get right.   (1) Setting up the Integration Management Office: Michael Scherer (2) FP&A Investments: Benjamin Lehrer (3) Talent and Culture: Sapna Harichand (4) Change Communication: Niki St Pierre, MPA/MBA (5) Capitalize on Commercial Opportunities: Rob Lekai   Download the asset below: https://lnkd.in/euh8UJWu

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Mea Culpa: Revisiting My Bold Statement on Precision Mailers vs. Trade Shows After my last post, I realized I should provide additional context because I made a bold statement about how the ROI of our Precision Mailer strategy can outperform attending a trade show. To be fair, this is a nuanced comparison, so here are the numbers I used to support my statement. This comparison relies on averaged numbers for our expenses—your numbers will vary depending on your circumstances. Scenario 1: Precision Mailer to 500 Key Decision Makers Here’s the breakdown for our mailer strategy: Cost Per Mailer: $14 (includes UPS delivery and packaging). Total Cost: $14 × 500 = $7,000. Response Rate: 4% engagement = 20 responses. Meetings Secured: 30% of respondents book meetings = 6 meetings. Follow-Up Travel Costs: $400 per trip for half the meetings (the rest are virtual) = $1,200. Total Investment: $7,000 (mailers) + $1,200 (travel) = $8,200. Cost Per Meeting: $8,200 ÷ 6 = $1,367 per meeting. Scenario 2: Trade Show Attendance Here’s the breakdown for a typical trade show: Booth Space Rental: $10,000. Promotional Items & Giveaways: $800. Staffing Costs: $3,000 (travel, lodging, and per diems for 2 staff). Follow-Up Travel Costs: $400 per trip for 9 meetings = $3,600. Dinners with Prospects: $500 per dinner × 2 dinners = $1,000. Total Cost: $10,000 (booth) + $800 (promos) + $3,000 (staffing) + $3,600 (follow-up travel) + $1,000 (dinners) = $18,400. Meetings Secured: 300 booth visitors → 10% qualify as leads (30 leads) → 30% of leads book meetings = 9 meetings. Cost Per Meeting: $18,400 ÷ 9 = $2,044 per meeting. Precision Mailers deliver a 33% lower cost per meeting while focusing directly on decision-makers. Trade shows, while excellent for brand visibility and networking, often involve higher costs and less targeted engagement. That said, let me be clear; I am not advocating for abandoning trade shows. They are absolutely critical for many businesses and play an essential role in industry networking, brand exposure, and relationship-building. What I am advocating for is a rethinking of how we allocate resources. Instead of overusing email and generic direct mail campaigns, we should consider reallocating those resources into precision marketing where it makes sense. Targeted approaches, like Precision Mailers, can complement trade shows, driving focused, high-value engagement with decision-makers.

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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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A lot of board directors don't understand marketing -- much less the art and science of it. This isn't surprising since only 4% of Fortune 1000 board directors have marketing roles in their bio. This dissonance can make it difficult for CMOs to engage effectively with their board and harder still to secure a board seat themselves. Join me on Thursday at 1pm ET along with an amazing group of executives, investors, and board directors (Steve Byrne, Sandra Lopez, Matan Hazanov) to share insights on how CMOs can successfully manage the board expectations and nail every single meeting. Link to RSVP in the comments. #CMOLeadership #BoardroomStrategies #Mavuus

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How do you set your deal priorities? Sales leaders are pretty good at this. But they can do better. The Efficient Frontier For Sales shows you where to focus so you maximize sales for the risk you are willing to accept. On average deal portfolios on the Efficient Frontier produce 58% more in-quarter sales than prioritizations based on stage, deal-size, forecast category, or deal-scores. Want to see how this works? DM me for that case study. #salesmanagement #salesleadership #salesenablement #salesoperations #revops #revenueoperations #salesops #analytics #datascience #forecasting #sales

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How can DealHub accelerate your strategic GTM plan? Here is what Moran Laufer, CFO at Factorial has to say about their approach…. * Generate company-wide operational efficiency * Manage the entire Quote-to-Revenue lifecycle around one source of truth * Standardize execution across every GTM line-of-business Kudos to Jonathan Angel for creating an exciting partnership with our customer – resulting in outstanding success. #GTM #finance #strategy

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Sharing RevOps co-op community best practices on something we all know is critical - designing territories to ensure the success of your sales force and, by extension, your company. The number of different strategies available make selecting the right one both challenging and critical. The team at RevOps Co-op delve deep into this topic 👇 https://gag.gl/Nm2xoO #RevOps #Data #DataQuality

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🚀 Ready to transform your marketing strategy into a personalized experience, at scale? Join Aviv Cohen, CMO at Pentera as he shares how you can turn ABM from a buzzword into an execution powerhouse. 💡💼 In this session, you'll learn how to align your strategy across the organization—from understanding your audience 👥 and leveraging 6sense intent data 🔍 to effective SDR outreach 📞. Discover how ABM brings these elements together to generate demand within target accounts 🎯 and secure high-value deals 💰. 🎟️ Get your tickets here: https://hubs.ly/Q02Nzltx0

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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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Are outdated tech stacks holding your company back from steady revenue? In this discussion, I suggest integrating AI capabilities into your tech stack. It can streamline workflows and provide insights to boost revenue. "AI tools built with seller workflows at the core not only allow revenue organizations to do more with less but minimize swivel-chairing, create purpose-built workflows, automate routines, and deliver greater ROI back to the business." Check out his article on why AI-driven tech stack consolidation is essential. https://lnkd.in/eFbVe5hC #AI #TechStack #Sales #RevenueGrowth

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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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Looking to align your sales, marketing, and other teams seamlessly? Tune into the latest episode of the OnBase Podcast with Kyle Lacy, CMO of Jellyfish, as he shares expert strategies for achieving cross-functional harmony and driving measurable growth in B2B. 💬 "If you’re not aligned with the sales leader and not looking at the same numbers, eventually it’s going to break." Catch this episode for more of Kyle’s insights on fostering alignment and boosting impact. Listen now: https://bit.ly/3C3QQhK #OnBasePodcast

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Transitioning from Founder-Led Sales. One of the toughest transitions for early-stage B2B SaaS founders is moving from founder-led sales to a scalable sales model. In my latest conversation with Dan Chapman, we dive deep into the "selling to learn" phase. Dan emphasizes that rushing to create scalable sales processes can backfire. Instead, Dan suggests that early stage founders focus on refining product-market fit, validating your product's value, and deeply understanding your target market before scaling. #StartupSales #B2BSaaS #ProductMarketFit https://lnkd.in/gSzu6QgV

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Experts Greg Costigan , James Hanzimanolis ‎ , and Alon Waks weigh in on the new GTM and ABM... ‎"Sellers need to become subject matter experts in their field. Sharing insights and engaging in thought leadership on platforms like LinkedIn closes the credibility gap with prospects." - Greg Costigan "It's completely unethical to say, 'let's hire 20 SDRs,' only to lay them off because you didn't plan ahead. The ROI isn't there unless they deliver 3x their costs. Focus on creating demand first." - James Hanzimanolis "First-party intent is king. Engage with those who have shown interest in your content multiple times—these warm leads are where your real opportunities lie." - Alon Waks Outbound on its own cannot give you the same ROI that inbound can. Inbound-led-outbound, coined by James, is the only way forward to actually attract qualified opportunities in-market to buy. What do you think?

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🔍 Knowing whom to hire when can significantly impact your company’s trajectory. In our latest GTM Navigator, Robert Dunn - Partner at H.I. Executive Consulting (H.I.E.C) - unpacks the vital differences between a VP of Sales and a CRO. Check out the full conversation here: https://lnkd.in/gJ56f47F ...And subscribe to our newsletter for more conversations like these: https://lnkd.in/g5WcuXPJ #BusinessStrategy #Sales #GTM

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Unproductive meetings and conversations are not fun, but this video is funny. With Salesloft’s latest launch, say goodbye to wasted time and energy, and hello to FOUR new conversation intelligence capabilities to help revenue teams capitalize on every interaction. >> Conversation Key Moments: understand how competitors, objections, and decision-makers are affecting buyer decisions >> Meeting Prep Workflow: prepare for buyer meetings in a fraction of the time with an AI-generated “cheat sheet” >> Auto Buying Group Capture: automatically capture members of complex buying committees and create a contact record >> AI-assisted Conversation Scorecards: get AI-generated assessments of seller performance from their calls with buyers ^^And get all these great insights served to you right within your daily workflow See more on our new features here: https://lnkd.in/eyKxUdW7

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This represents what all businesses should do - including Thryv and small businesses around the globe.....align everything to who buys from you. #welovesmbs #customerjourney #alignment

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GTM efficiency has become a key topic in 2024 and will be front and center for CRO’s and CMO’s as planning begins for 2025. SDR effectiveness and productivity is a significant problem. At The Pipeline Group we built ground up the right talent, data quality, best practices and tech stack to break through the massive digital noise and to not just CREATE pipeline but to help PROGRESS it. Get ahead of the brutal 2025 plan and let us show you how we can take out costs and drive efficiency. I know you have all had a bad experience with outside agencies but we are proven and different! You have nothing to lose, I won’t waste your time and if we can’t help it will be stated in the first 15 mins. DM me or Ken Jisser

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As we close out 2024, I’ve been reflecting on an incredible few months at Amper Technologies and the manufacturing industry at large. Here are some highlights, challenges, and a glimpse into what’s ahead: 🚀 Accelerated Growth This year, Amper hit new milestones, especially in our enterprise segment, with much larger deal sizes and accelerated growth metrics. It’s exciting to see the momentum build as manufacturers turn to us for solutions. ⚙️ Challenges on the Shop Floor Manufacturers faced a tough landscape—labor shortages, supply chain issues, and rising material costs left many stuck in survival mode, with little bandwidth to make improvements. Our team stayed laser-focused on delivering immediate impact by honing in on time to value for our customers. 🤖 AI in Manufacturing While robotics and AI remain hot topics, many manufacturers are still grappling with visibility and cleaning up historically bad data—a critical barrier to implementing AI effectively. The opportunity is massive, but the path forward requires solving foundational challenges first. 💡 A New Chapter at Amper Joining Amper has been a shift for me, coming from later-stage companies to an earlier-stage environment. Tackling problems from first principles and implementing nimble strategies—like our AI approach—has been both challenging and incredibly rewarding. 🌟 Looking Ahead to 2025 Next year is shaping up to be transformational. Amper is on a mission to unlock reality on the shop floor, enabling manufacturers to harness insights on their machines, jobs, people, and issues—and innovate with AI agents on top of that data. #Leadership #Manufacturing #AI #Growth

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