Endgame

The best sellers use every data source available to deeply understand their accounts. Check out Aditya's write up on analyzing a company's earnings call with a little help from ChatGPT! 🔍 🤖

Aligning the GTM team on 'enterprise readiness' requires a ton of organizational shifts. Everything from... ❄ Establishing a shared understanding of 'enterprise' 👀 Revisiting your ICP ✍ Attracting early adopters with creative agreements and so much more 👉 https://bit.ly/4a3Ii6m Thanks to Jessica Arnold (VP of Sales Development, Amplitude), Renu Gupta (SVP of Revenue, Pachama), Lauren Schwartz (VP of Enterprise Sales, Fivetran), Kelly Bray (VP of Account Management & Product-led Sales, MongoDB), and our own Sam Taylor (CRO, Endgame), for sharing their advice on how to move up market.

'When you ask people what brands really resonate with them, it tends to be consumer brands...When my mom's dog died, she was devastated. And Chewy sent her flowers. To her home. It was unbelievably meaningful...That's a thing they do that's driven a tremendous amount of loyalty.' —Samsara's President of Worldwide Field Operations, Lara Caimi B2B brands—let's be more like Chewy. Here's the rest of Lara's advice on how to develop a more customer-centric culture 👉 https://bit.ly/3Sm8AL0

🏄♂️ Scott Leese: "The only [sales] roles that will be safe in the future, are the best of the best who run the last mile. Because at it's current rate of growth, 8 years from now AI will be 128x more powerful than it is today." Kevin "KD" Dorsey: "The impact of AI on sales will depend on the leaders. My worry is that the majority of leaders will look at AI to do more of what we're doing now, instead of how can we do things better?" 🏄♂️ Scott Leese "If AI can free up an hour or 2 per day, that's only awesome in so much as how do I spend that time? AI will make lazy people lazier...But the best of the best will figure out how to be productive with time savings and efficiency gains." These experts dropped some serious Friday food for thought... 🔥

When PagerDuty was ready to expand into Europe and Asia, they restructured their hybrid product-led ➕ sales driven sales org to best serve 3 distinct market segments: 1. The enterprise tier for high-value contracts 2. A split mid-market division covering upper and lower ends 3. A digital-focused approach for smaller accounts 👀 Michele Prashaw explains how this move helped their team allocate resources more effectively and play to their strengths in each market: https://bit.ly/3TaHLcZ

Rescale predicted closed won revenue with 98% accuracy 🔥 98%❗ Gabe Rothman, VP of Operations, explains how they built an opportunity probability model that found a strong correlation between the length of time a deal stayed within a particular stage and its success rate. The model was so accurate, they applied these win rates and thresholds to their opportunities in Salesforce. Read more here: https://bit.ly/3UP34Cj

Nothin' like some in-person time! Our PDE team spent a week together in Boulder doubling down on our AI-native design principles to help 10x the number of accounts reps can actively manage. Want to know what they're cookin' up? 👀 Sign up for beta to be first to know 👉 https://bit.ly/42DGMoR Shout out to Brian F., Christian Schlensker, Daniel Reverri, Dirk McNealy, Ellie Sceeles, Farshad Miraftab, Ivan Bogdanov, James Estes, John Hungerford, Kate Schaefer, Kyle Wild, Matthew Goshman, Miles Ceralde, Ryan Tyer, Tara Stockton Brodene, & Alex Bilmes for an incredible week.

James Lee, GTM Operations and Strategy expert shares his proven RevOps do's and don'ts from his experiences at Asana and Writer, including: ✅ DO stay focused on your field team partners ❌ DON’T just be a “fix-it team” ✅ DO embrace AI Check out James's blog post to learn how technology and systems can boost future pipeline and capacity: https://bit.ly/494GWYV

Rescale's VP of Operations, Gabe Rothman explains how to build a compensation plan that balances new logo, renewal, and expansion strategies, while maintaining revenue and operational efficiency. 💰 Check out his blog post (link in comments) to learn Rescale's approach to: 1️⃣ Component segmentation: Split quotas based on new, growth, and renewal to help drive balanced focus from reps on all revenue levers. 2️⃣ Accelerator adjustment: Cut the accelerator multiplier in half to protect margins and avoid out-of-control accelerators. 3️⃣ Target tweaks: Make new business targets achievable to incentivize acquisition, while protecting the bottom line. ➕ For those managing consumption-based businesses, Gabe shares 8 proven tips, from quarterly goal breakdowns to account-by-account tracking, ensuring your comp plan aligns with your growth goals. https://bit.ly/4bfntWV

It's funny because it's true, Alex Bilmes. 🏋♂️ Link in the comments to see the questions we should ask to make sure we're executing leg day!