Graham Locklear’s Post

Yesterday, I spoke with top GEN AI sales leaders at DataBricks, NewRelic, DynaTrace, Mendix, and AWS. Sharing my top 5 learnings: 1. Product Offerings – Every second company in data analytics/cloud infrastructure/software asset management/cyber security is coming up with their own suite of AI-as-a-Service, serving customized solutions. These companies have integrated AI to enhance their existing solutions along with an aligned product offering. 2. Acquisitions – Companies are acquiring or collaborating with AI/ML startups to gain an edge over the competition. Last year, DataBricks acquired Mosaic ML ($1.3 billion), and recently, Snowflake acquired RekaAI ($1 billion). 3. Business – Companies that have been managing cloud/IT infrastructure for decades have been successfully able to generate multimillion-dollar revenues in the observability/Gen AI services domain due to their existing networks and credibility. 4. Marketing – Companies are taking advantage of marketplaces and ecosystems created by larger public cloud providers – AWS, GCP, and Azure. Some cloud providers ask enterprises to commit GPU usage for a fixed duration, and companies are promoting their offerings as a way to utilize the unused GPU credits. This is a win-win for the Gen AI/observability platforms and the enterprises. 5. AWS Gen AI Empire – Two days ago, Amazon Bedrock - a platform offering customers a selection of large language models with fine-tuning capabilities, was launched in India. Amazon has created several prototypes like: • Generative Storyboard: Text to Video Generation • Monitron: IoT-based ML-enabled predictive analytics for manufacturing units • Virtual Developer: Basic coding capabilities • Jobreadiness: Job interview solution These prototypes will be launched soon, and you will be able to build these solutions on Amazon Bedrock. I asked AWS consultants what makes the AWS ecosystem unique and special. They mentioned two things: a. Flexibility – Pay-per-usage, free credits, and reliable infrastructure give enterprises a way to try the platform faster. b. Ecosystem – AWS has 400+ consultants with domain expertise who help you make decisions faster. Today, there are multiple enterprises are offering similar AI solutions to customers. One of the biggest challenge of Gen AI startups is to build trust and gain paid customers. Good thing is that market is open for everyone, you have global market to serve Gen AI. I was amazed to come across a Gen AI Startup from a smaller European country. I realized the importance of network effects and credibility. What challenges are you facing in building your Gen AI dreams?? #DreamOn

AI is transforming B2B sales landscape! 75% of sales leaders are adopting #GenAI for sales ops within a year, per Gartner. From startups to giants like Marketing Cloud Salesforce is now central to GTM tech platforms and roadmaps. While established players are leveraging their reach to rapidly deliver AI-powered value at scale, please don’t miss out the burgeoning Sales AI startups in the market map compiled by Sapphire Ventures. The AI-driven sales transformation is in full swing! 🚀

I'll be leading an executive round table session next week with a group of CMO & CRO on how generative AI could benefits their revenue-focus operations in the enterprise software segment. If you want to learn more about how AWS innovate in the sales and marketing space, feel free to join us next week! Registration below. #AWS #innovation #artificialintelligence #generativeAI Paddy Fitzpatrick Zoe Hominick Tom Sainsbury Jon Hammant Rousseau Dasgupta Jill Bartram Paul Dooley

🌟 Exploring the Power of Einstein in Salesforce Sales Cloud! 🌟 This week, I had the fantastic opportunity to delve into the Sales Cloud Einstein module on Trailhead, where I had the pleasure of exploring Einstein and its myriad features and applications within the Salesforce ecosystem and sales context. Through this module, I was able to deepen and broaden my knowledge significantly. Noteworthy highlights include lead scoring, opportunity scoring, insights into accounts, and the forecasting capabilities of Einstein. One aspect that particularly struck me was the revelation of how much time sales reps actually spend on administrative tasks rather than engaging with customers. Nearly half of their time is consumed by administrative duties and activity logging, rather than fostering customer relationships and driving sales. It's crucial to emphasize that Einstein leverages AI, and it's essential to recognize that the quality of data it operates on directly impacts the accuracy of its predictions. I'm eagerly looking forward to learning more about rollout strategies and how organizations are leveraging Einstein's capabilities to revolutionize their sales processes. #Salesforce #SalesCloud #Einstein #AI #Trailhead #LearningJourney #SalesTransformation 🚀 #trailblazer #trailblazingwomen #awesomeadmin #womenintech

B2C is making a comeback

Stop talking about GenAI, get back to the value proposition! Refreshing day at Salesforce yesterday. Great to see we're back at how we can realise value faster. Back to reimagining what technology can do to drive value, defining the event, the use case, understanding what data is required to deliver the intent and finally determine which '(Gen)AI' technology is best suited to deliver to expectation (be it Salesforce, Anthropic, OpenAI (GPT, Azure), AWS (Bedrock, Sagemaker), Google (PaLM, Vertex) or through Databricks). Very much in-line with my Einstein1 Partner Champion view of the world. GenAI technology will continue to evolve (fast), who's best today is neither here nor there, it's key that the strategic platform you use can enable the AI/GenAI technology most applicable for your use-cases within your environment. It's important to be able to start fast (with no/low code flows, co-pilots, prompt builders etc.), with the knowledge that you can embed multiple 'LLMs', multiple (Gen)AI capabilities as needed. And do so through an open, trusted, enterprise ready platform ready to enable your colleagues, partners and customers to change how we engage, how we work, how we do business and make a positive change. Thanks #Salesforce, I'm on board. Proud to be part of our #Capgemini team to be able to make this real, working with our partners and customers around the globe change something that may feel daunting and scary into something exciting and positive. Now. Gavin Simpson Frank Alexander Scott Camera Cassandra Zuffante David Brown Dan Oldridge Alex Smith-Bingham Piers Dove Scott Turton Matthew Morris Mark Thompson Tom Phethean Jamie Dury Craig Murray Andrew Smith Sabrina Empis

[Summer Announcement] Massive Rocket | Global Braze & Snowflake Agency Transformation Programs for people building high-performing Braze & Snowflake teams 🎉 Our transformation team, led by Filip Nedelkovski and Grigorij Angov, has built a fast and fun approach to accelerating Braze programs by building out the skillet within your team. This team has an insane track record of a 400% Operational Readiness Increase (Braze Platform Adoption) with over +90% CSAT survey scores. We love Braze and we want a lot more people doing cool stuff with the platform! This program has allowed +150 customers who have migrated to Braze to become more confident with Braze and accelerate their Customer Engagement programs: ✅ Develop Braze skills ✅ Accelerate Braze Platform Adoption ✅ Accelerate your Braze AI program ✅ Become more data-driven ✅ Become more autonomous ✅  Perform better as a team ✅ Braze Certification Acceleration How do we do it? 🎯 Step 1: Skills Assessment - Pinpoint your team's strengths and areas for growth. 🎯 Step 2: Customer Program Development - Build a tailored plan to unlock your Braze potential with personalized training and hands-on workshops. This includes over 50% special Massive Rocket sessions for power users - channels, AI, Analytics, etc 🔥 🎯 Step 3: Expert Training & Support - Master Braze with ongoing guidance from seasoned professionals, ready to answer any questions along the way. Ping Filip Nedelkovski today to ask for your skills assessment today 🚀

GTM tech is a very big, very very fragmented SaaS category.   This table is $2B+ players by year founded.   Lots has been written about the 25-year vendor proliferation. It's a dynamic space, with many winners.   ~8K active companies today.* 46% founded after 2014 $50B of VC money raised. 600K+ total employees working in pure play GTM tech. Dozens of distinct sub categories New categories emerging quarterly. Eg Demo Experience, AI SDRs, Most big tech (Oracle, MSFT, Adobe, Google) have 1 or more products in martech.   At PeerSignal.org we’re working on a curated GTMTech 500.   We want to capture the modern cloud leaders, rising stars, and trends.   i.e. Who’s next?   Some were watching: -- Apollo.io already at 1.6B is a good bet. -- Clay’s beloved AI-driven orchestration. -- Koala with fresh take on 1p intent. -- Mutiny and the AI-powered website. -- Common Room's signal-based intelligence. -- Fathom - AI Meeting Assistant's bottom up strategy. -- Inflection.io's next gen MAP. -- Keyplay as the new ICP solution. -- New AI startups and categories.   Who do you think makes the next $2B+ table? #SaaS #martech #salestech   * footnotes: -- We intentionally excluding Adobe, Oracle, Microsoft and big tech players who aren’t pure plays from this table. -- 14,106 is a widely publish Mar-tech count from Scott Brinker's amazing work. We're focused on ~8,000 companies. Main differences: A.) We exclude horizontal products (eg Asana, Tableau, etc). B.) We count companies instead of products. 

Interesting to see which GTM-Tech/MarTech/SalesTech companies have been there longest. Two of my (multiple) favourite CRM+ vendors top the ranking: Zoho for small and medium size organizations that seek an integrated out-of-the-box solution and Salesforce for demanding 'let's integrated it' complex medium size companies and corporations. Need to find your way in the seemingly endless possibilities and functionality of these platforms? Let me know.

💡 Palantir Technologies has a brilliant GTM strategy. They're scaling customer acquisition & expansion with this 1️⃣ approach: Bootcamps. Not the virtual ones... In-person Bootcamps. They are hands-on, provide access to their latest AI products, and use real customer data to prove ROI. They talked about this in their last Q4 earnings call as one of their primary strategies to scale. It's helping them to: 1. Prove ROI faster 2. Acquire customers faster 3. Expand customers faster 4. Differentiate their customers' experience More on this in the post... ➕ I've found that Snowflake is following this approach. Do you know of any other great examples? Drop them in the comments 👇 ✅ Follow me for more posts on GTM strategies & frameworks that help the most innovative companies bring new technologies to market. ✅ Or, subscribe to my newsletter: gtmfoundry.substack.com #gtmstrategy #customerexperiences #palantir #bootcamps