George Touryliov ✔’s Post

🚫 This #44Mistakes isn’t just about professional services—it extends to the entire sales process: #NewLogo, #Upsell, #CrossSell, and #Expansion. If your ACV and gross margins are substantial, you MUST spend in-person time with your customers. 💼👥 Take onboarding, for example. It's a critical stage in building a vendor-customer relationship, and some of it should be done in person rather than remotely (yes, you can charge more for it). I’ve seen SaaS vendors win deals just because of the "in-person" element. 🏆 In-person engagement can also be scalable through customer events and meetups, where gathering customers and prospects together reduces logistics efforts and keeps costs manageable. 📊🤝 If you enjoyed this content, consider checking out and subscribing to the full training series, published every Tuesday and Thursday, click here: https://lnkd.in/gqch8XYP If you'd like me to run these lessons at your university, or for your Private Equity or Venture Capital portfolio companies, or associations, remember that this #giveback is completely free. Feel free to DM me! #CustomerSuccess #SalesStrategy #CustomerEngagement #BusinessGrowth

Everstage, a fast-growing sales performance management platform, has raised $30 million in its Series B round. Led by Eight Roads, with continued support from Elevation Capital and 3one4 Capital, this new funding brings Everstage’s total raised to $45 million. Congratulations to co-founders Siva Rajamani, Vivek Suriyamoorthy; along with their exceptional leadership team, including Mike Groeneveld and Kelly McGuire, for continuing to solve a long standing challenge. Founded in 2020, Everstage has quickly established itself as a leader in sales performance management, boasting 300% year-over-year revenue growth and a 4.8/5 customer satisfaction rating on G2 and Gartner. Their customer base spans over 200 companies, including notable names like GrayTV, Wiley, Diligent, Trimble Inc., and Paychex. At the heart of Everstage’s success is their flagship feature, Crystal, which provides real-time commission forecasting, combined with BI-powered reporting and enterprise-grade security. They're also launching an AI Agent Creation Studio designed for RevOps professionals, further pushing innovation in the space. This funding will help Everstage expand its product capabilities, invest in in-house professional services, and continue offering 24x5 multi-channel support with rapid turnaround times. With a client-centric approach and a commitment to simplifying sales compensation, Everstage is well-positioned to continue its rapid growth and reshape the future of sales performance management. #SalesTech #StartupFunding #B2BSaaS #Innovation #SalesPerformance #RevOps #VentureCapital #CustomerSuccess #TechLeadership #Sales #SalesCommission #Technology #SeriesB #VentureCapital #BI #BusinessIntelligence

Here are my last 7 deals, where they came from, and what they bought: 1. Company: SaaS scaleup.    Channel: Outbound.        Product: Assessment & risks. 2. Company: Consultancy scaleup.    Channel: Inbound.        Product: Scale up platform. 3. Company: SaaS startup.    Channel: Inbound.        Product: Scale up platform. 4. Company: SaaS impact scaleup.    Channel: Inbound.        Product: Assessment & risk + Scale up platform.         5. Company: SaaS talent acquisition company.    Channel: Inbound.        Product: 12 months personal advisory.         6. Company SaaS impact scaleup.    Channel: Outbound.        Product: Scale up platform. 7. Company: SaaS startup.    Channel: Inbound.        Product: LinkedIn Bootcamp + 12 month advisory This is a great exercise because it has given me insights: • It's much more inbound than I originally thought. • My journey of selling 25+ things to 5 things. • Nailing my ICP more and more each day.   It's interesting data to know. I recommend doing it if you haven't.

In October, we achieved an incredible +38% growth, fueled by client satisfaction and data quality that’s outpacing our competitors! A few weeks ago, I shared that we hit a major milestone with $15K in daily PLG ARR signed but that was just the beginning. By the end of the month, we’d taken it to a whole new level! More and more sales and growth teams are now leveraging ZELIQ as the foundation of their corporate data strategy. Here’s what we’ve learned, what we’ve done, and what’s next: WHAT WE LEARNED ➡️Our product is fully optimized for our ICP of sales and growth teams. Whether you’re a small, mid-sized, or enterprise team managing a high volume of daily leads, Zeliq’s value shines through with our Enrichment Hub capable of processing up to 50K contacts in just one hour. ➡️Our product highlights clients’ data quality issues. Many users don’t realize how low their conversion rate on cold calling can be due to poor data quality. ZELIQ has exposed these gaps, and clients are now seeing firsthand the importance of accurate data. ➡️We’re fixing a broken enrichment waterfall on the market. We’re undergoing a major database update to address this and are committed to becoming a top-tier provider. We’re collaborating with the best in the industry, and ZELIQ will soon be at the forefront. WHAT WE'VE DONE ➡️Evaluated top data providers to select the highest quality partners. ➡️Optimized reactivity to ensure users get the most up-to-date information as fast as possible. ➡️Implemented email validation (debounce) for the most accurate and reliable email data possible. TAKEAWAY 38% growth is incredible, but we’re just getting started. With every update, we’re pushing ZELIQ closer to becoming the leading corporate all in one platform for Sales and growth teams. The goal? To create a product that sales and growth teams not only use but love! Stay tuned, because this is just the beginning. - "I'm Dorian, an entrepreneur who achieved an 8-figure exit (Hivency) and raised $15 million to drive ZELIQ toward unicorn status. I share my daily journey as I navigate the highs and lows of entrepreneurship. Follow along and watch me become the next centaur!"

It's Not About You, It's About Us!!! We recently had the opportunity to sit on the other side of the table as a partner, experiencing a SaaS startup's sales pitch firsthand. They presented their best PowerPoint, filled with impressive logos of their current customers and hundreds of partners already on board. They wanted us to join a seemingly saturated partner program. One slide highlighted their significant funding and potential for a lucrative exit or IPO. However, there was no mention of how this funding would support joint partner activities. It was all about the vendor, not about what their product could do for customers or how it could benefit us as partners. There was no discussion about profit margins for partners, the positive impact their SaaS product could have on customer businesses, or the potential for customer satisfaction that drives repeat business and cross-selling opportunities. It seemed they missed the crucial point that partners also need to profit and keep customers happy. The focus should be on building a partnership that adds real value to the customer's experience and fosters long-term success for everyone involved. Let's shift the narrative from "look how awesome we are" to "here's how we can make your business thrive." At Cinna Mon Consulting, we dedicate significant time to understanding our SaaS partners' offerings. We ensure their value proposition is communicated in a language that channel partners understand and are excited to join. To paraphrase a great saying, we can be "two organizations separated by a common language." We make sure this doesn't happen. #Partnerships #VendorRelations #CustomerFirst #SaaS #BusinessGrowth #Cinnamonconsulting #ChannelPartners

🚨 CHALLENGING MY PRIORS ALERT 🚨 I always assumed that private equity and venture-backed playbooks were worlds apart but after my recent conversation with JD Miller, I learned just how much they share in common when it comes to driving growth. The timelines and starting points are certain different (JD says that the PE business is like "house flipping" for companies) but the growth strategies are very similar. Given the 2-4 year time horizon, the PE business leads to very focused, fast-paced, and analytical approaches, which we should borrow from for the VC-backed world. In particular, I loved JD's insight around how to build a clear value creation plan. I don't think enough revenue leaders take their planning all the way through to enterprise value creation. Here’s the playbook we broke down: 1️⃣ Annual Planning Built on Facts, Not Hope Every dollar in your target needs a roadmap. JD shared how he uses historical data to build month-by-month plans that include ramp times, churn predictions, and upsell opportunities. 2️⃣ Inspect What You Expect His annual plans feed into weekly and monthly rituals. Weekly flash reports are non-negotiable. These succinct updates track revenue metrics and pipeline health, ensuring you catch underperformance early and adapt fast. 3️⃣ Go-to-Market Segmentation One size doesn’t fit all. JD’s team segmented their salesforce by enterprise, mid-market, and SMB, tailoring strategies and KPIs for each. There were a number of positive downstream impacts as they scaled the team from 30 to 200. This playbook isn’t just for PE. If you’re scaling a company (whether venture-backed, PE-backed, or bootstrapped) these principles will elevate your revenue strategy. And JD literally 'wrote the book' on it. "The CRO’s Guide to Winning in Private Equity", launched yesterday!.

I've always said that you will seldom (if ever) find answers in a book - what you WILL find is perspective. I believe the role that RevOPS plays in growth businesses is similar. It gives guidance, perspective, and insight into where investment should be made in order to drive scale. No silver bullets or crystal balls here, just valuable perspective on where to look and what to do in order to win.

‘When I built my first startup, step one was to invest and design a CRM system to match our sales process. This really helped to drive our success early as we could track our pipeline data and present it back to our investors...A good CRM will fit seamlessly into the respective sales stage and support deal forecasting.’ - Stuart Thornton Don't miss out on more business insights by clicking on the link in the comments section. https://lnkd.in/gDFSeSTC #SuccessfulB2BSalesTeam #SalesGrowth #ConsultingBusiness #BusinessStrategy

How do I know how quickly i should scale up my business team? Here are 2 data points to understand when scaling up your team: Ramp-Up Rate: This is the time it takes for a new hire to reach full productivity. Faster ramp-up times mean quicker contribution to revenue and growth goals. Payback Period: This refers to the time it takes to recoup the cost of hiring a new employee. A shorter payback period improves cash flow and demonstrates the value of hiring. Click on the link in the comments to find out more about scaling a high functioning team. #BusinessStrategy #Scaleup #Co-Pilot

Why RevOps Should Be an Investor’s Best Friend At its core, RevOps is about clarity, connection, and consistency—all critical for scaling businesses. For investors, integrating RevOps into their portfolio companies isn’t just a nice-to-have. It’s a catalyst for outsized growth and resilience in turbulent times. By championing RevOps, you’re not just solving today’s problems; you’re future-proofing your investments. Recommendation for Investors: 1. Embed RevOps leadership into your portfolio companies. 2. Promote adoption of unified tech ecosystems for seamless data flow. 3. Use RevOps benchmarks to identify high-growth opportunities and risks across your portfolio. https://lnkd.in/g6F-q9uJ #RevOps Investors who lean into RevOps today will reap compounding dividends tomorrow. Isn’t that the kind of foresight every investor dreams of?