Madhav Bhandari

99% of SaaS companies focus on their ideal customer profile (ICP), but only a few can show this chart 👇 Kyle Poyar - thank you for the clear breakdown. 👏 What it means to focus on your ICP: 1️⃣ Know the number of accounts in your ICP. 2️⃣ Identify exact buyers and market to them (using tools like Clay, Keyplay). 3️⃣ Track how many are aware of you (email opens, ad engagement, website visits). 4️⃣ Know how many are interested (demos, free accounts, webinars, high-intent pages). 5️⃣ Track how many are considering a purchase (SQLs, PQLs, PQAs). 6️⃣ Know how many are selecting and engaged in the buying process. 7️⃣ Track how many become enterprise customers. Focus on reaching the right people and turning them into customers, regardless of your GTM strategy. 🎬 #SaaS #ICP #marketing

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Here’s a unpopular truth about B2B marketing at an early stage vertical SaaS. 👉 Many teams deprioritize ICP (Ideal Customer Profile) build & iteration exercise. Either it's seen as too academic or as too ‘distant from sales reality’. This results in poor account targeting and slow sales pipelines. The workaround is to build Minimum Viable ICP. 👉ICP: An archetype of companies — where we have the best odds of winning & retaining. 👉Minimum Viable ICP: a 'good enough' ICP definition that: - Uses minimum building blocks - Yields relevant accounts with low deviation - Doesn’t need extensive search or over-engineering - Can be easily adopted by sales without overburden What are these minimum building blocks ? These are F-I-T signals: > Firmographic signals: firm level attributes matching our existing customers > Intent signals: Intent data blended with 1st party engagement data. > Trigger signals: industry, regulatory, firm level events that signal change and act as a forcing function for organizations to engage with solution universe. How do you approach ICP building ? Comment below. #ABM #B2BMarketing

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When scaling a SaaS company, there’s three key metrics that you must watch: 1. Traffic to Lead Rate 2. Lead to Opportunity Rate 3. Win Rate or Activation Rate These metrics serve as vital indicators of your Go-To-Market strategy’s health. They help you quickly understand what’s working, what’s not, what’s improving, and what’s declining. Based on these numbers, you can pull together your GTM leadership team or Co-Founder and figure out a plan to fix it. But what should you fix? When you’ve diagnosed your chokepoints, there are three core components of your GTM machine you’ll want to iterate: 1. Your Ideal Customer Profile 2. Your Messaging/Strategic Narrative 3. Your Consistent set of Sales and Marketing Activities If you’re an early stage SaaS Founder and would like to properly scale your GTM machine, grab a complimentary copy of my 5-Point SaaS Growth Strategy Guide. Just follow the link in the comments below. 👇

🗺️ Map & Optimize Your SaaS Buyer’s Journey with Inbound Marketing! Is your SaaS company guiding prospects through the buyer’s journey effectively? Inbound marketing can help you map out and optimize each stage, ensuring your strategy aligns with your customers' needs. Here’s how to do it: 🎯 Awareness: Capture attention with content that addresses pain points and sparks interest. 💡 Consideration: Provide in-depth resources that help prospects evaluate your solution against competitors. 🚀 Decision: Deliver compelling offers and personalized support to convert leads into loyal customers. By tailoring your inbound marketing strategies to each stage of the buyer’s journey, you can enhance engagement, shorten sales cycles, and drive growth. Ready to optimize your journey? Let’s explore how we can fuel your success! https://hubs.ly/Q02QQt4j0 #SaaSMarketing #InboundStrategy #BuyersJourney #ThinkFuel

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🚀 "PLG is not anti-sales." Kyle Poyar, Operating Partner at OpenView, clears up a common misconception about Product-Led Growth (PLG) in this snippet from the Experience-focused Leaders podcast. He dives into how successful PLG companies like Calendly effectively integrate sales teams, showing that PLG and sales work hand-in-hand. Alex Shevelenko 💚✖️🧠 #relayto #podcast #PLG #ProductLedGrowth #Sales #Podcast #Leadership

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3 Massive Blind Spots impacting CRO's today! Knowing the average CRO's tenure is 17 months at their current company, we're focusing our attention on helping teams stop the bleed. Primary reason CRO's don't last is due to the lack of accountable visibility across their GTM motions. And here are the 3 top blind spots that exist across teams today. 1. Opportunity detection at the buyer level. It's easy to get at the account level...but that's relatively worthless if you can't know which specific buyers are in-market. 2. Account Coverage via your network. Warm intro's are critical in today's buyer economy. So it's important CRO's enable their teams to know who can help them break into their key accounts. 3. Performance Attribution is often questioned when it comes to marketing initiatives. Not anymore. Every channel must have a clear path to revenue. And that attribution must be easy to see. Otherwise, you're left questioning if marketing, sales, self-service, or partners are the reason for attribution. And not know....adds to the short tenure of those in this role. We wrote a blog all about these 3 areas - check it out and let us know what you think.

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Pro tip: Strategic #CRO answers business questions. Tactical CRO does not address business questions (e.g. CTA color). Doesn't mean tactical CRO doesn't have a place. And in fact, if you're just getting started, most CRO programs end up being tactical FIRST while the flywheel starts spinning. BUT, strategic #CRO drives impact. It helps get buy in for MORE testing. It answers critical business questions. And most importantly - it DOES take some freaking time to analyze and spin up!!! Want to learn more? Listen to the full episode out NOW: https://lnkd.in/gYbDfCqg #Experimentation #Optimization

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GTM Nuances Finance Needs to Know There’s no time better than now to analyze your pipeline sources. Which channels work best for your GTM (Examples- Outbound/Inbound, Emailing, Social, PPC, Organic Search, etc.). These are just a few of them you may be using more. It would be best to look at each motion as a revenue professional, not a sales leader, so you are objective. Most CEOs and CFOs do not know the nuances of GTM and rely on their sales leaders for advice. When the CEO and CFO see that their CAC is not aligned with their spending, they usually tap a third party for guidance. They need someone objective to bridge the gap between GTM and finance. This is when our clients approach us for help.

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🧪 CRO Case Study Episode 54 One A/B test → 930K plus revenue 🚀 Swipe to learn how one A/B test added over $930K to our client's annual revenue. The Results Breakdown: +$77,558 per month +$930,696 per year (forecasted) +$0.58 revenue per session Bookmark this!

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🚨 Here’s a list of HubSpot updates a CRO needs to know about in 2025. 🚨 And in Q4, we updated or created a Playbook for Every. Single. One. At RevPartners, our Playbooks team takes the time and effort to stay on top of every new HubSpot feature. Why? We want to support CROs in the changing dynamic of their role. List Here: CRM Hub: 💻 CRM UI/UX Design ❌GDPR Enablement 🏡CRM Infrastructure + Asset Mgmt 🔮HubSpot Native AI Features Marketing Hub: 🧘‍♂️Intro to Attribution and GTM 📩GTM Sources (formerly Lead Acquisition Channel) 💯Lead Scoring Beta Sales Hub: 💸CPQ Discovery & Alignment 🖨️Sales Workspace 💝Non-Profit Foundational Playbooks Service Hub: 🤖Hubspot Chatbot 🖥️Help Desk Workspace Setup 🫶Customer Success Workspace Reporting & Analytics: 📉Reporting & Analytics 📈90 Day Trailing Conversion Rate Template 📊Secondary KPI Dashboards Ops Hub: 👨‍👨‍👦‍👦Data De-Duplication ✳️Token Rotation and Private Apps Commerce Hub: 💰Revenue Recognition + NRR (FinOps) 💡Pro-Tip: Clear data visibility is the KEY to knowing which lever to move to generate more revenue and grow your business. We'd love to help you achieve this and more in 2025! 🙌

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 💜🚀Prospecting with Clay + PredictLeads 🚀💜 Imagine having access to real-time business insights like news, hiring trends, partnerships, and tech stacks - right at your fingertips. With the new Clay + PredictLeads integration, this is now a reality! 🎉 What’s in it for you? ✔️ Personalized outreach with relevant, up-to-date company news. ✔️ Insights into hiring trends to spot growth opportunities. ✔️ Data on partnerships, vendors, and investors to strengthen your pitch. ✔️ A peek into a company’s tech stack for competitive intelligence. Ready to see how it works? We’ve put together a step-by-step guide to get you started. 👉 Read the full blog here: https://lnkd.in/dNPqq3xc Whether you're in sales, recruiting, or investing, this integration will change the way you approach leads and prospects. 💬 Have questions or want to share how you’re using it? Drop a comment below! And as always –> stay awesome! 💜 💪 #Clay #PredictLeads #BusinessInsights #DataDriven #SalesTools #Recruitment #Growth

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More leads ≠ more sales in B2B. Too often SaaS marketers are obsessing over quantity instead of quality (we blame the growth at all costs era...) and that's why lead generation has been getting negative press. But lead generation can work if you shake some of your bad habits. Try these quick tips 📹 👇 #saasmarketing #leadgeneration #b2bmarketingstrategy #saasgrowth

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Only 0.4% of SaaS businesses get to $10M ARR. So why do they fail to scale? ❌ poor product-market fit ❌ poor GTM strategy ❌ marketing is under-funded It could be any of these things. But even the companies who have big budgets, great PMF and a strong go-to-market can struggle to scale. Why? → They try to scale before they’ve worked out what delivers predictable revenue. They inject more capital into marketing and hope they can scale ARR. How can marketing drive predictable scale? ✅ When scaling a channel or programme, identify the point of diminishing returns. ✅ When ramping investment, be sure to scale budget incrementally to avoid waste ✅ Segment programmes by efficiency and predictability. Track proven core campaigns separately to experimental campaigns. So you know what is predictable and what is not. #scale #growthmarketing #demandgen #b2bmarketing #paidmedia

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🔒 HIPAA Compliance in HubSpot: How Your Team Can Benefit Navigating regulated industries just got easier with HubSpot's Smart CRM. You can securely store sensitive customer data and let your teams leverage HubSpot to its full potential. ⬇️ Here’s how different teams can benefit ⬇️ Start powering your go-to-market strategy. Stay tuned for more updates as HubSpot continues expanding its capabilities!

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New episode 🎙🔥 Tune in to episode GTM 105 of The GTM Podcast to get insight directly from Sam Blond on: -Why investing early in sales ops and rev ops is critical for scaling revenue. -How to generate demand through creative campaigns and a "concentric circles" approach. -The risks of scaling sales teams too quickly based on flawed hiring models. -What VCs look for in a compelling founder pitch, beyond just business metrics. -Why focusing on generating pipeline is often better than optimizing conversions. -How to leverage customer marketing and "raving fans" as an early acquisition channel. + more Available wherever you get your podcasts, including the links in the comments👇

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