Afleveringen
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GTM Disrupted host Mike Smart and Rod Cherkas, author and CEO of HelloCCO explore how customer success has evolved into a key driver of growth in SaaS businesses.
Rod draws on his extensive experience as a customer success leader at companies like RingCentral, Marketo, and Gainsight to inform the discussion. He shares insights from his new book, REACH, and explains how SaaS companies implement this framework to fuel top-line growth and generate expansion revenue.
Key Takeaways from this Episode Include:
Leveraging Customer Success as a Growth Engine
Adopting the REACH Framework
Utilizing AI as a Transformational Tool for Customer Success
About Rod Cherkas
Rod Cherkas is a highly regarded consultant to CEOs, CCOs, CROs, and their customer-facing leaders. He has held post-sale executive roles at several customer-centric organizations, including Intuit, RingCentral, Marketo, and Gainsight. Currently, he is the Founder and CEO of HelloCCO, a strategy consulting firm that collaborates with innovative companies across various industries to develop, execute, and scale strategies for their customer-facing functions. Rod's work focuses on improving customer retention, increasing profitability, and optimizing productivity. He is the author of the bestselling books, "The Chief Customer Officer Playbook" and "REACH: A Framework for Driving Revenue Growth from Your Existing Customers."
To learn more about Rod to go - https://www.linkedin.com/in/rodcherkas/ or https://rodcherkas.com/ -
GTM Disrupted host Mike Smart connects with Peter Ahn, a Sales Performance Coach, to explore the growth challenges and opportunities facing executives at early-stage and SMB companies.
Together, they discuss strategies for scaling revenue, aligning teams, and driving growth in today’s dynamic markets.
Peter highlights common sales challenges faced by both product-led growth (PLG) and sales-led growth (SLG) companies, regardless of size.
He explains that buyers, no matter how they engage with a company, are primarily interested in understanding the company's vision and perspective on the future. Peter emphasizes the importance of thought leadership and aligning philosophically with buyers, advocating for a focus on solving buyer problems rather than overemphasizing vendor solutions.
Key Takeaways from this episode include:
Building resilience during economic uncertainty
Achieving cross-functional sales alignment
Developing an authentic sales strategy
Adopting buyer-centric approaches
About Peter Ahn
With over 15 years of enterprise sales experience, Peter Ahn has worked at industry-leading companies such as Google, Dropbox, Slack, Front, and Twingate. His expertise extends beyond corporate giants; he has collaborated with over 40
founders to help build sales teams and strategies from the ground up. As a Korean American tech sales coach, Peter is an active voice in promoting full inclusion and representation of Asian Americans in leadership. His unique superpower lies in transforming strategic frameworks into actionable steps that drive results while fostering an inclusive and diverse environment.
To learn more about Peter Ahn - https://www.linkedin.com/in/peter-ahn-47538511/ -
Zijn er afleveringen die ontbreken?
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GTM Disrupted host Mike Smart is joined by Marlon Davis, a Fractional Chief Product Officer with over 25 years of product management and product executive experience in healthcare, Insurtech, edtech and environmental sustainability. Marlon breaks down the unique demands of product leadership in private equity- owned companies.He shares why understanding the type of PE firm is crucial for role alignment. Marlon offers his perspective on how CPOs succeed by balancing customer-centricity with financial outcomes.He also shares his insights on how to support critical business impact metrics, maintain agility and work with an investor minded approach.Key Take Aways from this episode include: Value Creation Time Constraints Strategic Business Planning Focus on Profitable Growth Adapting to PE Firms for a better fitMarlon’s BioMarlon Davis is a product management executive with over 25 years of experience across various industries, including healthcare, insurtech, edtech, and environmental sustainability. In the last 15 years, he has focused on private equity-owned companies and startups, driving transformative product strategies, and introducing cloud-based and mobile-first solutions at Zywave, BenchPrep, MHC, and Brady. Notable launches include MHC NorthStar, BenchPrep Engage, and Brady LINK360, an innovative cloud-based EHS&S platform. His expertise in customer discovery, team leadership, and portfolio optimization has consistently improved product-market fit and operational efficiency.To Learn more about Marlon to go - https://www.linkedin.com/in/marlondavis/
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GTM Disrupted host Mike Smart reconnected with Scott Sehlhorst, a product strategy expert leveraging over 30 years of product management, engineering, and software development experience helping companies improve product
decision-making and producing valuable outcomes for the business.
Scott shares his views on how to use the “product trio” to balance speed with strategic precision in an environment of high uncertainty.
The conversation also tackles the importance of business acumen, where product leaders must balance engineering execution with market strategy to avoid costly mistakes and optimize for long-term success.
Key Take Aways from this episode include:
Embrace the "Product Trio" Model
Adopt Hypothesis-Driven Strategy
Master Risk Management and Uncertainty
Scott’s Bio
Scott is a product management and strategy consultant, leveraging over 30 years of product management, engineering, and software development experience to drive change in organizations. Scott helps companies transform the way they make decisions and deploy strategy to be more competitive and more effective. Scott has been teaching Competitive Product Strategy in Masters programs since 2012.
In addition to improving organizations to better develop and utilize good product management, Scott is passionate about helping product managers develop the skills and practices needed in modern competitive environments. Scott started the Tyner Blain blog in 2005 to help people become effective at agile product management.
To Learn more about Scott to go - https://www.linkedin.com/in/sehlhorst/ -
GTM Disrupted host Mike Smart meets with Barrett King, Sr. Director of Revenue at New Breed, an Elite HubSpot partner. In his role Barrett leverages his previous 9 years of successful partner leadership roles at HubSpot.
Barrett shares his insights on the power of partnerships in driving business growth. He explains how the best partnerships in the SaaS space can go beyond immediate revenue generation delivering the key ingredients for long term growth and hyperscale. King also highlights the impact of investing in partnerships, advising that the level and type of investment is linked to the company’s go-to-market maturity as opposed to a company’s size.
Key learnings from this podcast include:
Leveraging Partner Market Fit
Partners as Customer Experts
Shift Toward Intent-Focused Marketing
Barrett’s Bio:
Barrett King is the Sr. Director of Revenue at New Breed, an Elite HubSpot Solutions partner agency. Passionate about partnerships, innovative Go-To-Market strategies and high-performing teams, Barrett has more than 15 years of first-hand experience driving exceptional results for organizations of all sizes. A HubSpot veteran and six-time HubSpot President’s Club recipient who’s laser-focused on growth for both his team and the business he’s in, Barrett is an accomplished leader, featured speaker, and podcast host for ‘Outcomes,’ where he interviews industry leaders across the Go-To-Market space. With his diverse background, Barrett brings a uniquely fresh perspective to the GTM practice.
To Learn more about Barrett to go https://www.linkedin.com/in/barrettjking -
GTM Disrupted host Mike Smart sits down with Suresh Madhuvarsu , a 4X founder and currently CEO of SalesTable, a revenue enablement and sales readiness platform. Together they explore the critical challenges facing modern sales teams and how to navigate them. Suresh shares his insights from conversations with 100’s of C-Suite executives on the strategic shifts that must be considered to maintain a competitive edge in today’s rapidly evolving market.
Key Take Aways from this episode include:
Enhancing sales performance through real-time feedback
Building a learning organization – the impact of continuous improvement
Harnessing AI tools for Real Sales Impact
Revolutionizing Sales Management through data-driven insights
Suresh’s Bio
Suresh Madhuvarsu is a 4x founder and a product builder with a passion for innovation. He has over 20 years of experience in scaling businesses from startup to successful exits. He currently
is CEO at SalesTable, a revenue enablement platform to stop quota misses. Suresh is also co-founder of Product 10X Accelerator, a mission-driven accelerator that backs founders building startups in HealthTech, EdTech and HRTech.
To Learn more about Suresh to go - https://www.linkedin.com/in/sureshmadhuvarsu/ -
GTM Disrupted host Mike Smart reconnected with Nils Davis, product management expert and author for another exciting interview.Nils put a spotlight on key factors impacting product managers in the B2B space. He also shares what he believes are the essential skills of product management success. It may a surprise to learn that Nils puts a premium on developing soft skills and the ability to communicate through storytelling.Key Take Aways from this episode include: Storytelling in Product Management a superpower How to avoid the feature factory Go-to-Market skills are a key differentiatorNils’s BioNils Davis is a seasoned product management expert and author on the discipline. He has seen product management defined in numerous ways over the years. Is it the CEO of the product? Owner of the backlog? The locus of business, user experience, and technology? Or is there a different, better way to think aboutproduct management?Based on over more than two decades of enterprise product management, including a stint managing a product for product managers, Nils's view is radicallydifferent. The fundamental component of successful products is the problem they solve for customers. In his articles, his podcast The Secrets of Product Management, and his book, The Secret Product Manager Handbook, he shares new, powerful ways for product managers to create more value.To find Nils on LinkedIn go to - https://www.linkedin.com/in/
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GTM Disrupted host Mike Smart was able to get a few minutes to chat with Phil Hornby, a highly experienced product leader, coach, and technologist with over 20 years of experience in a variety of roles and industries. Phil sheds light on the shifting dynamics within the profession and highlights the need for product teams to embrace a boarder and more commercial aspect of the role.
Phil maintains the lack of “zero interest” investment has force the product management function, like a pendulum to shift to commercial and business outcomes.
Key Take Aways from this episode include:
What is shifting in the role of Product Management
The Importance of Outcome-Based Metrics
A Return to Marketing Roots
A Need for Comprehensive Go-to-Market Strategies
Phil’s Bio
Phil Hornby is a seasoned product leader, coach, and technologist with over 20 years of experience. His mission is to help product leaders think clearly, make strong decisions, and take powerful action for high-impact outcomes. Phil has helped thousands of individuals across hundreds of companies, combining technical, business, and human skills to empower teams and leaders. His expertise lies in delivering complex solutions that elegantly solve customer problems at scale. His approach emphasizes collaboration, context-driven leadership, and continuous learning. He is currently writing "It Depends: The Secret Handbook for Making High-Impact Product Decisions in Context." Colleagues praise him for his practical insights and ability to inspire excellence.
To learn more about Phil to go - https://www.linkedin.com/in/philhornby/ -
GTM Disrupted host Mike Smart sat with Victor Brown, Founder & CEO of Xcellent Life, a digital health company transforming healthcare with innovative softwaretechnology.Victor shared his insight on a range of topics reflecting his journey as an early-stage Founder and CEO. Victor discusses the intersection of technology, health, and entrepreneurship.Key Take Aways from this episode include: Purpose-Driven Innovation: Improving quality of life through wellness technology. Navigating B2B2C - delivering value to consumers and corporations Emerging business model - healthcare is an industry ripe for disruption from treating illness to prolonging life.Victor’s BioVictor Brown is a seasoned leader with experience within both large global and start-up companies that deploy enterprise class software and sensor-based applications. Victor has driven business success as a leader and as a hands-on practitioner of best-practice approaches. Victor started his career with Schneider Electric ($35B company operating in 120 different countries) as an engineer and after 5 years transitioned to a marketing role. As a marketing leader, Victor had ownership of a line of software products; solutions where he spent another 6 years driving product growth year-over-year. After Schneider Electric, Victor joined his first start-up BPL Global, where he built an international product marketing team driving triple-revenue growth in a 3-year span. He has also worked as a consultant, where he founded APEX Strategy & Marketing to help small to midsize companies to develop go-to-market strategies and provide them with deep insights into best-practice approaches. More recently, Victor has served in various VP roles where he has driven business growth at both Tendril Networks and GridEdge Networks.To Learn more about Victor to go - https://www.linkedin.com/in/victorlbrown/To Learn more about Xcellent Life to go -- https://xcellentlife.com/
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GTM Disrupted host Mike Smart had an exciting time reconnecting with Kevin Smith, the CPO at Therapy Brands, the leading provider of practice management, solutions for mental and behavioral health providers.
Kevin gives listeners valuable insight as he shares his diverse career journey through roles in finance, strategy, and healthcare tech. His success has come from taking measured risks and pursuing diverse roles.
Kevin emphasizes the fulfillment of his role leading a team with a mission-driven charter where products support caregivers in the mental health field.
Key learnings from this podcast include:
Continuous learning as a career advantage
Ultimate fulfillment -- building Mission-Driven solutions
Payoffs from taking measured career risks
Identifying the Right Use Case for GenAI
Kevin’s Bio:
Kevin is responsible for Therapy Brand’s product strategy, roadmap, and product launches. He has 25 years of healthcare industry experience, primarily in product management. He has spent his career working at both large, Fortune 50 companies to private-equity-backed SaaS companies. His knowledge base spans expertise in RCM, payments, and SaaS software. Prior to joining Therapy Brands, he held roles at Intel, Dell, Fiserv, MedAssets/nThrive, and most recently, Syntellis. Throughout his career, he has spent time giving back to the community by volunteering as a coach, teacher, and advisory board member of the University of South Florida Muma College of Business. Kevin holds both a BS in finance and an MBA from Indiana University, Kelley School of Business.
To Learn more about Kevin to go https://www.linkedin.com/in/kevinmsmith/ -
GTM Disrupted host Mike Smart was able to grab a few minutes to chat with Laura Fay, tech industry veteran, enterprise software executive, author and thought leader to discuss the evolution of product leadership and the next growth driver for B2B tech – Experience-Led Growth (XLG). Laura explains the XLG Manifesto, the core values of XLG and shares her views on what product leaders must do now to help prepare for frictionless customer touch to expansion.
Key Take Aways from this episode include:
Leveraging tools and technologies
Shifting from products to customer experiences
How to prioritize data driven decisions
Evolution of the sales-led culture
Laura’s Bio
Laura Fay is a 30+ year tech industry veteran who partners with product leaders in the tech industry to help them make effective portfolio investment decisions and drive profitable growth. Prior to her consulting career, Laura spent decades as a Product Management, Customer Success and General Business executive directly contributing to the growth and operational velocity of large well-established enterprises and several early-stage businesses.
Laura is an author of multiple widely used industry frameworks on key business, customer, and product management topics. Based on her experience advising dozens of product leaders, she co-authored Digital Hesitation with her TSIA research colleagues where she makes the case for effective value management and its role in launching and growing successful recurring revenue businesses.
To Learn more about Laura to go - https://www.linkedin.com/in/laurafay/ -
GTM Disrupted host Mike Smart sat with Michael Israel, Vice President of Community at Zuper, a leading provider of field service management software. To discuss the impact service excellence has on go-to-market and growth. Michael shares how prioritizing customer-centric approaches drives growth and customer loyalty.
Key Take Aways from this episode include:
Small Actions, Big Impact
Service Excellence as the differentiator
Integration with Marketing
Proactive Engagement
Michael’s Bio
Michael Israel has 50 years of industry expertise, positioning him as a leading authority in technology for field service businesses. As Vice President of
Community at Zuper Michael combines deep domain knowledge and experience to create services that accelerate growth and build customer loyalty. Michael’s passion centers on “completed service work,” emphasizing a customer-centric approach to elevate experiences. As a thought leader, he regularly addresses the evolving role of field service technicians and champions the transformative impact of technology.
To Learn more about Michael to go - https://www.linkedin.com/in/michaelisrael1/
To Learn more about Zuper to go -- https://www.zuper.co -
GTM Disrupted host Mike Smart grabs a few minutes with Ben Foster, Co-Founder and Partner at Prodify a product consultancy and co-author of “Build What Matters” a book that explores the Vision-Led Product Management Framework.
Ben offers his take on succeeding as a CPO or VP of Product. His key message is shift to offense to thrive in the role.
Key Take Aways from this episode include:
Overcoming Product Management Dysfunctions
Balancing Value Delivery and Value Extraction
Shifting the Dialogue to Empower Teams
Using Product Management Art and Science
Ben’s Bio
Ben Foster is a 25-year product veteran who has formally mentored 50+ product leaders. He is co-founder and partner at Prodify, a highly regarded product consultancy, and co-author of Build What Matters. Ben has spoken at top product conferences, is an inventor on over a dozen patents, and co-authored the book Build What Matters, which offers practical guidance for product leaders. Ben has experience leading product and design at B2C companies, like eBay and Whoop, and B2B SaaS companies, such as Opower and GoCanvas, and has found connections between them. Ben lives with his wife and son in Arlington, VA.
To Learn more about Ben to go - https://www.linkedin.com/in/benfoster/
To Learn more about Prodify to go -- https://www.prodify.group/ -
GTM Disrupted host Mike Smart reconnected with Ed Kless, Senior Director of Partner Development and Strategy for Sage Business Solutions to get his insights on how knowledge-based services are driving customer growth.
Ed provides a unique perspective based on more than 20 years in partner strategy and development at one of the leading cloud business management solutions providers. According to Ed, one of the keys to accelerating growth and improving loyalty is creating and measuring customer value. Creating value as Ed describes it is about delivering knowledge-based services.
Key learnings from this podcast include:
Shifting Business Models
Moving Off the Solution
Measuring Customer Perceived Value
Embracing Change
Ed’s Bio:
Ed Kless joined Sage in July of 2003 and is currently the senior director of partner development and strategy for Sage Business Solutions in North America. He develops and delivers a curriculum for Sage business partners on the art and practice of small business consulting.
Ed hosts the Sage Thought Leadership Podcast and is a co-host of the VoiceAmerica TalkShow Network’s The Soul of Enterprise. Before joining Sage, Ed worked with Tipping Point Advisors, an organization dedicated to the growth and development of software implementation partners. He co-founded Third Wave Business Systems, a Microsoft Dynamics GP partner.
Ed is a contributor to industry publications and has spoken at many conferences worldwide on project management, pricing, and knowledge workers. He is also active in the Information Technology Alliance (ITA) and has been named to Accounting Today’s list of the 100 Most Influential People in Accounting numerous times including 2019.
To learn more about Ed to go - https://www.linkedin.com/in/edkless/ -
GTM Disrupted host Mike Smart meets with Laura Marino, CPO, C-suite Advisor, Board Member, and Lecturer to discuss the urgency to adjust product strategies during uncertain business conditions.
Laura provides insights based on a solid foundation in product leadership as well as B2B enterprise software.
She gives us a few invaluable best practices to improve alignment with C-Suite partners on product strategy, especially during a challenging business climate.
Today, product leaders must strike a balance between some of our long-term initiatives and working with sales to make this year’s numbers.
Key learnings from this podcast include:
Impact of Market Dynamics on Prioritization
Sales-Led GTM (Go-to-Market) Strategies
Transparency in Product Roadmaps
Laura’s Bio:
Laura is a Chief Product Officer, Board Member, Advisor to CEOs, and Lecturer. She has over 25 years of experience leading product teams in large and small B2B and B2B2C companies, including Nuance, Microsoft, Intapp, Lever, and more recently TrueML, a fintech company using AI to reinvent debt resolution. She was named a Top 25 Fintech Product Executive by the Financial Technology Report and a Top 25 Product Led Growth Influencer by the Product Led Alliance.
Laura is passionate about teaching and promoting diversity. As a guest lecturer at Stanford University and at Los Andes University in Colombia, she shares her expertise in product management with the next generation of leaders. As a board member of the non-profit Leading Women in Technology, she promotes women's leadership. And as one of the few female Latin American technology executives in Silicon Valley, she strives to serve as a role model for the Latinx community.
To Learn more about Laura to go - https://www.linkedin.com/in/lamarino/ -
GTM Disrupted host Mike Smart managed to grab a few minutes with Mike Lubansky, SVP of Product Management for one of the leading providers of regulatory compliance technology to discuss how product management has evolved, especially for product leaders.
Mike shares his personal evolution from business development to product executive and his transition from a product leader for a small company to a mid-market company.
The key drivers of the changing landscape for product professionals will be significantly impacted by two factors: increasing influence of go-to-market and the leverage of AI on PM work.
Key learnings from this podcast include:
Lead an AI initiative that impacts product management work.
Gather market data from unconventional sources.
Developing a creative vision for UX
Mike’s Bio:
Mike is an accomplished product leader in the B2B SaaS space with over 15 years or experience building innovative B2B SaaS products across various industries. He has led product teams and initiatives within companies of varying scale-- from startups and growth stage companies to leading a global team of product strategists within a Fortune 500 company. He currently leads the team of Product Managers at COMPLY, a market leader in leveraging the power of regulatory technology to empower compliance professionals in the financial space.
To Learn more about Mike to go https://www.linkedin.com/in/michael-lubansky/ -
GTM Disrupted: The new and higher bar for product executives GTM Disrupted host Mike Smart sat with Mo Weitnauer, CPO of a fast-growing clinical data exchange company to discuss the new and rising bar for product organizations and specifically product executives.
Mo shares from her diverse background as a strategy executive, health tech domain expert and former McKinsey consultant how as the function of product management becomes more entrenched in American corporations the expectation for successful business outcomes risen.
Today the function of product management is much more about ensuring the organization is building the right solutions as opposed to building products right.
Key learnings from this podcast include:
The benefits of product management acceptance.
Expanding market-facing responsibilities
Overcoming the inertia of inward focus
Building a habit of continuous discovery
Mo’s Bio:
Mo Weitnauer is a Chief Product Officer, who drives the product strategy and roadmap for MRO. Before coming to MRO, Mo was the SVP of Corporate and Product Strategy at Cotiviti, a healthcare company helping healthcare payers manage medical costs and advance care quality. Prior to Cotiviti, Mo was at nThrive, a provider-focused company, where she led product management for its portfolio of billing technology solutions. Mo spent the earlier part of her career as a management consultant at McKinsey & Company and The Bridgespan Group. She graduated with a bachelor’s degree in Biochemistry and Economics from Smith College and got her master’s degree in health policy and management from Harvard T.H. Chan School of Public Health.
To Learn more about Mo to go - https://www.linkedin.com/in/moliehi-weitnauer-1a9aa6/ -
GTM Disrupted host Mike Smart recently got a chance to spend a few minutes with Rich Mironov, Silicon Valley start-up veteran and software product executive expert, coach, and mentor to discuss what CPOs must do to thrive in a modern software company.
Rich shares from his experience as a “smokejumper” parachuting into over 13 engagements as an interim product executive. According to Rich, the priorities of a CPO have shifted from release velocity to sales velocity. The modern product executive must play a major role in using technology and the product to drive the economics of selling.
Key learnings from this podcast include:
Lead Strategic Alignment
Master Financial Fluency
Initiate Trade-off Discussions
Nurture an Innovative Culture
Rich’s Bio:
Rich Mironov is a 40-year veteran of Silicon Valley product management, including six startups. He coaches product leaders, helps design software product organizations, and sometimes parachutes into software companies as the interim CPO or VP Products. Unofficially he's a sounding board for dozens of senior product folks. He has been blogging about software product management since 2002 and wrote "The Art of Product Management."
To learn more about Rich to go - https://www.mironov.com -
In a recent conversation, GTM Disrupted host Mike Smart sits with Donna Weber customer onboarding expert and author of “Onboarding Matters” to discuss the evolution of customer engagement and the challenges many B2B tech companies must overcome to deliver greater value to their customers.
Donna shares the six-stage approach detailed in the book for more effective onboarding.
Key Takeaways from this episode include:
1. Shift towards a customer-centric engagement
2. Adopting the Orchestrated Onboarding Framework
3. Sales' new role in customer success
4. Shorten the Time to Value
Donna declares B2B tech must prioritize the importance of customer onboarding and customer success by taking a page from the consumer space. Onboarding begins during the selling process, by the time the opportunity has closed customers must have clarity about how the engagement will proceed and most importantly at what stage they will see value from the solution.
The conversation between Mike and Donna underscores the significance of building enduring customer relationships and providing transparency and accountability throughout the customer journey.
Donna’s Bio
Donna Weber is a leading expert in customer onboarding. For more than two decades, she’s helped high-growth startups and established enterprises transform new and existing customers into loyal champions. As a recognized thought leader, influencer, strategist, advisor, author, and speaker, Donna gets to the heart of Customer Success. She is passionate about helping customers reach their goals because when your customers win, you win. It’s that simple. High growth companies hire Donna to increase customer retention and lifetime value, decrease time to customer first value, reduce implementation time and costs, boost product adoption and usage, and scale Customer Success organizations. Prior to finding her boutique consulting firm in 2016, Donna worked at several startups, where she built Customer Success and Customer Education programs and organizations from scratch.
For more about Donna to go https://www.linkedin.com/in/donnaweb/ or www.donnaweber.com/ -
GTM Disrupted host Mike Smart grabs a few minutes with Mark Stiving, Ph.D., and Chief Pricing Educator of Impact Pricing. They do a dive deep into the world of B2B SaaS pricing and sales strategies. Mark shares insights on the evolving dynamics of pricing in the SaaS industry and how market segmentation, product packaging, and pricing metrics play a pivotal role.
Mark sheds light on key concepts of his latest book “Selling Value: How to Win More Deals at Higher Prices.”
This episode gives valuable takeaways including:
1. Segmentation power in pricing strategy
2. How to price with precision
3. SaaS companies that price with success
Mike and Mark discuss how to price strategically to address growth and retention challenges in B2B SaaS companies.
Mark’s Bio
Mark is an educator at heart and a pricing expert by education and experience. He helps companies win more business at higher prices by delivering programs to help executives and employees create, communicate, and capture more value. For 30 years, Mark has led, coached, and taught businesses to extract more of the value they create. He has driven company-wide pricing initiatives worth hundreds of millions of dollars in incremental profit and started and sold three companies. Mark writes about pricing and value. In his most recent book: Selling Value: How to Win More Deals at Higher Prices, Mark takes his years of pricing expertise and applies it to sales with some surprising insights.
To learn more about Mark to go https://www.linkedin.com/in/stiving/
Or email Mark: [email protected]. - Laat meer zien
