Matthew Merrill

Join #Docusign at #Dreamforce in San Francisco for a CLM Fireside Chat: Unlocking Enterprise Alignment: How to Leverage CLM for Cross-Departmental Success You’ll have the opportunity to network with your peers and hear from a panel of industry experts on how CLM is transforming the way businesses operate. Register here: https://lnkd.in/gaDaS6kX #Dreamforce #ContractManagement #CLM

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Our partnership with Brex now gives us unparalleled insight and breadth in SaaS purchasing reports

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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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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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Want to elevate your sales game and win over C-suite executives? 📈 Learn from the best with ZoomInfo's top sales tips, including insights from our CEO and Founder, Henry Schuck!  Discover the definitive guide to selling to the C-suite in 2024: bit.ly/4aSCL3i

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Needing a break from getting back in the saddle after the holidays? Love talking about SaaS metrics? Come join me with CJ Gustafson and Ray Rike where we'll be talking about benchmarking and metrics--what's changing (has changed), top metrics, best practices, and more. Unlike more lecture-based webinars, this is going to be more of a fireside chat conversation with two Masters of Metrics. So get yourself a warm beverage, get comfortable, and pop in a question or two (or more). ⏭️ Sign up for all OnlyCFO Webinars ->https://lnkd.in/gZ4fE-VN ⏭️ Sign up for just this webinar -> https://lnkd.in/gwmn98Tp

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I am super excited to be joining forces with Mike Groeneveld from Everstage and Joshua Janes from Addi next week to unlock the secrets on how RevOps professionals can evolve from being tactical do-ers to consultative, strategic partners. If you're a Revenue Operations professional looking to elevate your strategy skills then this one's for you! Join us on May 22, 12 Noon PT as we delve into: ✅ The current challenges of RevOps and what limits its potential ✅ Actionable plans for RevOps to move to a strategic role ✅ How to get a seat at the table and influence decision-making Head over to the link in the comments to join us. 🔗 #revenueoperations #revops #strategy

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The Avalara Tax Changes 2024 midyear update reviews some of the most impactful #tax trends under consideration today including: - Broadening or shrinking the #salestax base - Simplifying sales tax for remote sellers - Making over #marketplace facilitator laws - Charging fees for retail delivery - Raising and lowering sales #tax rates Read online, or download the report: https://ow.ly/fQqw50TeYqt

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RevOps professionals are constantly seeking ways to enhance their skills and advance in their careers. In collaboration with MarketingOps.com and RevOps Co-op, we've delved into these trends through our yearly State of RevOps survey. Discover the insights ⬇️ https://gag.gl/zgDVrY #RevOps #data

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In case you missed her at the Denver Sales Enablement Summit, Seismic VP of Enablement Irina Soriano outlines the Enablement Value Chain (EVC) in a new article for Sales Enablement Collective. What is the EVC exactly? According to Irina, it's a "proven framework to align your analytics, partnerships, and enablement team operating model in a unified approach that demonstrably improves seller behavior and business outcomes." Learn more at the link:

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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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Cloudinary CRO Allison Metcalfe joins the GTM Podcast from GTMnow to share a variety of insights on building a great SaaS business: from customer stories as an incredibly powerful growth lever to balancing product led with enterprise sales motions. Give it a listen: https://okt.to/x2YpUj

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What we know about Saas sales: 💡 The traditional BDR model is broken. The volume-based, headcount intensive spray-and-pray model is expensive and doesn't generally generate enough meaningful pipeline to warrant the costs. 💡 In order to close more deals, AEs need to listen more, be thoughtful and actually help buyers buy instead of blindly following their scripts or the steps laid out in their rigid playbook. 💡 Sales leaders and revenue orgs need to shift from a "growth at all costs" mindset to a "profitable, efficient growth" approach. Why are these such novel realizations in 2024? Strong sellers and successful revenue organizations have known this and operated this way for a long time. "Selling" has been buyer-led, especially in B2B, for a long time. Yet, when we look for talent, we often prioritize previous experience selling the same product, in the same industry, at the same company stage, at the same ACV. Shouldn't we instead be prioritizing underlying skill sets like customer centricity, intellectual curiosity, helpfulness and business acumen?

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Your buyers are on a journey that starts long before they reach out to you. Most buyers have already researched potential solutions to their unique problems. They want social proof, and they know where to get it. Sites like G2 exist to strengthen the confidence a buyer can have by seeing actual reviews for software from actual customers. So, by adding interactive demos to your G2 profile, you have an additional leg up on the competition and more evidence for your future champion to take back to their buying team. Take 5 minutes to learn how to let customer see your fantastic product through G2! #buyerenablement #consensus #demoautomation #testimonial #voiceofthecustomer

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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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💜 Gainsight + Champion 💜 We just released a killer new eBook together on how to drive growth through your hidden customer champions. With many of us in the midst of 2025 planning, this book dives into the incredible growth engine right in front of us: our customers. The ebook has practical insights on empowering champions and learnings from top brands using Gainsight and Champion. I just re-read it myself, and it's giving me all sorts of light bulb moments (yes my phone just happened to take a 100% organic photo right when I finished reading it. And yes that is my thinking pose.) Check it out 👇

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Josh & I get to have insightful discussions with RevOps leaders each week. We want to give back by sharing this wisdom more broadly. We are launching our webinar series, Aim for Excellence (see what we did there?). Each episode is an interview with RevOps and GTM leaders we admire about their advice on GTM ops, strategy, and career paths. We had the great pleasure to kick this off with Katherine Zhang recently. Katherine has led RevOps teams at sizable companies like Project44, Relativity, Cognex, and Dell EMC. A few of my favorite highlights from our conversation: - A clarifying definition of RevOps that helps teams ensure they are always working on impactful initiatives - How to turn RevOps from being “order takers” into a strategic function - The importance of trusted (but not perfect!) data - How to get a seat at the table as a RevOps leader Take a listen to our discussion (links in comments) and let us know what you think!

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Recent data from PYMNTS suggests U.S. small businesses are outperforming larger companies, even amid economic uncertainty. As we head into the holiday season, SMBs are staying ahead by creating smarter, faster, and more personalized online experiences for their customers. Tech like Wix and Shopify will give smaller retailers a major advantage during this highly competitive time of year. 

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