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Best Practices, Learnings, Wins, & Tips

Come chat about industry, trends, roles, and everything in between.

  • 205 Topics
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205 Topics
Scott K Wilder
Expert Contributor
Scott K WilderExpert Contributor
published in Best Practices, Learnings, Wins, & Tips
New Logo Forecast Template (Revenue Cadence)Revenue Cadence

New Logo Forecast Senior leadership has the scope to look down at individual deals and up at the broader landscape. Depending on the size of your org, there could be multiple layers of management and roll ups. Leadership should meet on Mondays to game-plan out the week and on Fridays to update your forecasts.

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Scott K Wilder
Expert Contributor
Kyle Coleman
Clari
Kyle ColemanClari
published in Best Practices, Learnings, Wins, & Tips
From SDR Commodity to Revenue Necessity: Why We Switched from Outreach to Groove

We switched from Outreach to Groove 18 months ago. Here were the main problems we were having: 👻 The "shadow CRM" Outreach and other sales engagement solutions manage contact data outside of CRM platforms. This effectively creates a secondary CRM, which causes major compliance issues with the GDPR regulations of the world. It also creates major data sync issues between Outreach and CRM. Only about 60 to 70% of our activity data ever made its way back into CRM, so we had an incomplete sense of what people were doing and what was working. Ultimately, we couldn’t easily A/B test our outbound messaging, which was challenging and frustrating for our team. 💔 Incomplete analytics Because of the activity and contact sync errors, I couldn't do any meaningful analysis on the revenue outcomes our team was driving. Yes, there are analytics built into Outreach, but most of the success criteria there have to do with call dispositions or meetings booked. That's useful, but ultimately is not what I

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Kyle Coleman
Clari
Scott K Wilder
Expert Contributor
Scott K WilderExpert Contributor
published in Best Practices, Learnings, Wins, & Tips
Why understanding the buyer's journey is critical with Jake Randall, COO Common RoomVideos and Podcasts

As the revenue and selling landscape is constantly changing and adapting, it has become a critical component to better engage and build trust with potential buyers. And it all begins with meeting them exactly where they are… AKA, fully understanding and being aware of the buyer journey. Jake Randall, COO of Common Room, shares his secrets to tailoring sales approaches based on the buyer, how to nail trust on the head, and how to achieve a 360-degree view of the buyers to effectively engage with them. Throughout the episode, Jake highlights the power of digital channels, such as social media platforms like LinkedIn and Reddit, in influencing buyer behavior and decision-making. He also explains how sales teams can deliver personalized messaging at scale while ensuring a meaningful and impactful customer experience through leveraging data and automation. Here’s what’s inside: Embrace the modern buyer's journey. It's crucial for sales teams to understand and embrace this modern buyer's jou

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Scott K Wilder
Expert Contributor
Ryan Perazzelli
Clari
Ryan PerazzelliClari
posted in Best Practices, Learnings, Wins, & Tips
Getting Started with Accounts

Hi, Everyone! Welcome to the Clari family. I’m Ryan Perazzelli, Solutions Consultant here at Clari. Don’t hesitate to ask questions in this group as you implement the Accounts Module. I will be here to support you. Other customers are also rolling out Accounts. This group is also for you to talk and learn from each other too. Thank you for the partnership. I’m looking forward to working with you! I strongly recommend you get started by attending the Account Module Overview webinar. In this webinar, we will review the Account Module, how it can be leveraged, as well as how to navigate the module. This session is ideal for Revenue Operations Champions to understand how to leverage and navigate the module. Sign up here. You can also watch the recording of this session on-demand below: P.S. We designed a self-paced course to walk you through how to review your accounts on a weekly, monthly/quarterly, and yearly cadence to track seller and buyer engagement across accounts, identify risk and

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Ryan Perazzelli
Clari
Andy Byrne
Clari
Andy ByrneClari
published in Best Practices, Learnings, Wins, & Tips
Building a legendary revenue career

Building a legendary revenue career depends on your ability to bring new ideas that shape how others think about your business. To do this, you have to go from reactive to proactive. For example: Reactive: Waiting to be told to chase down a report that answers a question someone else is asking. Proactive: Guiding the conversation by asking (and answering) the right questions that challenge and guide your company’s strategy. Even more simply: Reactive: Let me get that for you Proactive: Let me tell you what we should be asking When I think about rising stars at Clari, these are people who have the courage to take big swings on new ideas. I’m aware, it’s risky. But playing it safe rarely leads to remarkable results. Instead, bring new ideas that shape your company’s strategy and how executives think. Here’s how to put today’s advice into practice: 1. Where are you currently being reactive?2. Where are there more opportunities to be proactive? Think it through, identify where you can add

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Andy Byrne
Clari
Scott K Wilder
Expert Contributor
Scott K WilderExpert Contributor
published in Best Practices, Learnings, Wins, & Tips
This is the structured process that propels sales success with Armand Farrokh, Founder of 30MPCVideos and Podcasts

Your sales team is a driving force behind your revenue growth, but if every rep’s sales cycle is a reinvention of the wheel, you’re losing both time and revenue to revenue leak. As a revenue leader, it’s your job to make sure that they have the tools and processes to close deals effectively… but sometimes it’s hard to juggle giving every opportunity attention. Armand Farrokh, founder and host of the podcast Thirty Minutes to President’s Club and previous VP of Sales at Pave, is a treasure chest of wisdom when it comes to this. From team training sessions to prospecting and discovery, this episode explores the various techniques used in the sales process of Pave. The importance of meetings and the structure of each day of the week are also discussed, highlighting the efficiency and productivity of the sales team. Additionally, the key arcs at Pave and the challenges faced when scaling up the sales team are explored, providing valuable insights for other companies. Armand Farrokh, shares

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Scott K Wilder
Expert Contributor
Andy Byrne
Clari
Andy ByrneClari
published in Best Practices, Learnings, Wins, & Tips
Evolving Beyond Good to Great

Welcome to RISE UP, where every other Friday I share one tip for reaching your potential and building a legendary revenue career. In case you missed the news this week, I’m thrilled to share that Clari is acquiring Groove. More info here . When talking to fellow executives, there’s something that clearly separates the good companies from the great companies: Having a sound and deliberate Revenue Governance and Collaboration strategy in place. Without it, you risk: A poor allocation of resources (a big no-go in this economy) Missed revenue opportunities (often standing in plain sight) A lack of accountability (what really caused that slipped deal?) All of which can will impact your org’s performance and growth. As a result, limits your ability to build a legendary revenue career. Locking in a clear governance strategy brings your organization closer to revenue precision: the full, predictable, and repeatable capture of revenue. It also helps earn the confidence of investors and elevate

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Andy Byrne
Clari
Astrid Adriaens
Clari
Astrid AdriaensClari
posted in Best Practices, Learnings, Wins, & Tips
Why Customer Success & Account Management Should Have Clari

Customer Success 🤝 Clari Listen to any earnings call and you’ll hear the same message - we’ve increased our churn budget this year and we’re doubling down on efforts to grow our existing customer base. With all eyes on the Customer Success and Account Management teams… I’m hoping that you’re giving them more than a spreadsheet 😬 Do you need convincing? Let’s say you’re a VP of CS and in Q1 you have 1013 customers and 23M ARR up for renewal across 23 reps. Your churn budget is 15% and the NRR pledged to the board is 116%. Where do you focus your time? Since you have the same hours in the day as anyone else… you’ll get the most bang for your buck by focusing on your biggest at risk accounts and growth opportunities. The problem? Your customer data is scattered across Salesforce, your Customer Success Platform (CSP), and Tableau 🤢 Here’s a couple of ways I would use Clari to bring my stress levels down in less than 5 minutes: 1. Group by Q1 Renewals and Filter by Red Account Health in

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Natalie Rotondi
Engaged Member
Scott K Wilder
Expert Contributor
Scott K WilderExpert Contributor
published in Best Practices, Learnings, Wins, & Tips
The Driving Force of Data-Driven Organizations with CRO, Kiva KolsteinVideos and Podcasts

Your revenue team is constantly changing and Expecting your go-to-market motion to stay the same through all that change is a recipe for revenue leak, silently draining away potential growth and leaving your business vulnerable. So what should you do to ensure you’re keeping up? Kiva has all the answers you need. On this episode of Run Revenue Show, we are joined by Kiva Kolstein. Kolstein gives us an inside look at AlphaSense's rigorous revenue operations team and how they help create a predictable business by providing data on pipeline, forecast, and the market they're going after. We learn about the company's specialization strategy and the importance of sales enablement in scaling a global sales organization, their go-to-market strategy for new industries and the importance of balancing live and asynchronous sales training, and all about AlphaSense's successful acquisitions and their team dedicated to incubating and launching new ideas. Kiva Kolstein is the President and Chief Reve

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Scott K Wilder
Expert Contributor
Andy Byrne
Clari
Andy ByrneClari
published in Best Practices, Learnings, Wins, & Tips
The 3 Most Critical Revenue Moments (And How to Win Them)

Welcome to RISE UP, where every other Friday I share one tip for reaching your potential and building a legendary revenue career. “The loss of revenue resulting from breakdowns across the end-to-end revenue process.” That’s how we define revenue leak here at Clari. In our 2022 study, we reported that companies lose 14.9% of revenue each year because of revenue leak. That’s a lot of money left on the table. And if there is one thing my fellow CEOs (and CRO/CFO/sales leaders) can agree on, it’s that every drop of revenue is precious. To retain that cherished revenue, you have to look beyond pipeline for crucial revenue moments — specifically, how you strategize, coordinate, and sell. Let’s look at those three critical revenue moments in a bit more depth: #1 Moments where you strategize Your number one goal when strategizing is figuring out how to drive new deals AND protect your customer base at the same time. Gone are the days when you can run sales, marketing, and customer success silo

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Andy Byrne
Clari
Andy Byrne
Clari
Andy ByrneClari
published in Best Practices, Learnings, Wins, & Tips
Love and Metrics: The Surprising Similarities Between a CEO and Partner

Welcome to RISE UP, where every other Friday Andy shares one tip for reaching your potential and building a legendary revenue career. ___ I love metrics. And data. And numbers. And stats. Tie these metrics to goals and KPIs, and I’m a kid in a candy store. A fish in water. A CEO at Clari. All the above — coupled with strong leadership — are keys to running a successful business. They’ve been proven over and over again to be effective. So why don’t we apply similar metrics to our personal relationships? It may sound a bit nerdy, but that’s exactly what I did a few years ago, and it’s forever changed my relationship with my partner, Julie. The parallels between being a CEO and being a partner are more significant than you might think. Here are the four metrics I implemented. 1. Created a safe space for communication & feedback Successful teams take time to connect outside of the day-to-day deals in the office (or virtual workspace). Creating the same connection and feedback opportunities

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Andy Byrne
Clari
Kyle Coleman
Clari
Kyle ColemanClari
published in Best Practices, Learnings, Wins, & Tips
8 Bulletproof Strategies to Prevent Customer Churn During an Economic Downturn

Subscribe to RunRevenue.Pro and get one tip for protecting your revenue — plus updates on new frameworks, playbooks, and exec conversations for running revenue like a pro — delivered straight to your inbox every Friday. Churn is a company killer. Ignore it–especially during tough economic times–and it’ll drag you down. It’s also as natural as gravity. Leave your customers alone and they will inevitably drift toward churn. But why do customers churn? Recently, Clari’s Kyle Coleman sat down with Gainsight CEO Nick Mehta. Here’s what Nick had to say about the all-too-familiar experience of customer churn: “For customer success, you are never done. Because what’s happening with the customer? New stakeholders. Going public. Going private. Reorganization . . . . it’s kind of like gravity. If you’re not constantly pushing value up the hill, it’s just going to roll back down.” Churn is always there. Because things change in management. Because the market is competitive. Because single thread r

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Kyle Coleman
Clari
Kyle Coleman
Clari
Kyle ColemanClari
published in Best Practices, Learnings, Wins, & Tips
4 Tips to Overcome Customer Indecision and Land Blockbuster Deals

Subscribe to RunRevenue.Pro and get one tip for protecting your revenue — plus updates on new frameworks, playbooks, and exec conversations for running revenue like a pro — delivered straight to your inbox every Friday. The new age of indecision is here. For years, sellers were told the #1 driver of no decision losses was… Status quo objections. To overcome this, many top pros adopted the Challenger sales methodology. But the times they are a-changin’. Status quo objections are being edged out by a new culprit that’s driving 56% of no decision losses in today’s market. It’s FOMU (Fear of Messing Up). And it’s rewriting the rules. Why FOMU torpedoes deals To solve a problem, we first need to understand it. So, what fuels FOMU? It starts with basic human psychology—specifically the inherent biases we all operate with. In this case it’s omission bias. Omission bias is where we prefer inactivity to action, especially if we fear a bad result. In other words, we’d rather sit on a problem tha

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Kyle Coleman
Clari
Kyle Coleman
Clari
Kyle ColemanClari
published in Best Practices, Learnings, Wins, & Tips
Combining the Power of Data and Instinct: How Revenue Leaders Level up Their Organizations

Businesses have quickly gone from “We don’t have enough data” to “We’re drowning in data!” But the fundamental problems with data remain. Data is scattered, siloed, and difficult to make sense of. No wonder revenue leaders throw up their hands and go with their gut when it comes to making decisions. But that’s a terrible way to do business now, when margins are thin and prospects are on edge, says Adam Aarons. Adam is the CEO of Drata, a compliance and automation platform. He’s a huge believer in the power of data to steer decision-making. We had the opportunity to sit with Adam and learn about how he uses data, and how he parses good data versus bad, using good data to drive his decisions. Why data in decision-making is so important now Many modern revenue leaders rely on “gut instincts” and experience to make decisions rather than data. Adam says that even though it’s difficult, it’s crucial for sales leaders to embrace data-driven decision-making as the foundation of their methodolo

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Kyle Coleman
Clari
Kevin Knieriem
Clari
Kevin KnieriemClari
published in Best Practices, Learnings, Wins, & Tips
Revenue Cadence: How to Create Predictable, Repeatable Revenue Processes

Economic uncertainty. Over the past 12 months, “economic uncertainty” has been a phrase we’ve seen and heard countless times. It may even become the 2023 Oxford English Dictionary word of the year. And as we all know, economic uncertainty significantly impacts businesses worldwide. The consequences can be felt far and wide, from investment decisions to consumer spending to human capital decisions. When it comes to revenue, the question is simple — regardless of the state of the economy: Are you going to meet, beat, or miss your revenue projections? The answer to the most critical business question lies in your revenue cadence: the ongoing motion of revenue moments that revenue teams leverage across quarters to deliver predictable, repeatable revenue processes. The top leaders live their lives in three-month increments — that’s one quarter or 13 weeks. Your revenue cadence must align with those 13 weeks, 90 days with so many different revenue moments, including: Sales rep/sales manager

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Kevin Knieriem
Clari
Kenna
Community Manager
KennaCommunity Manager
published in Best Practices, Learnings, Wins, & Tips
3 Ways to Inspire Buyers to Take Action and Break the Status Quo

Sales is all about momentum. Wins beget wins. Rejections (can, unfortunately) lead to more nos. As sales professionals, our job is to ... sell ... to introduce prospects to our product or service and convince them why it’s a must-have. However, the real challenge is often helping that buyer break free from the status quo – the “comfort zone” mentality that’s tethered them to their current technology. Sellers at the top of their game don’t simply present their solution as a mere alternative. Instead, they prove their solution is a substantial improvement that saves time and money, improves efficiency, and increases accuracy. Let’s look at three strategies that transform challenging 'nos' into resounding 'yes-es' and win more deals. #1: Identify and articulate the problem You can’t solve a problem if you don’t know you have one. Step #1 is to convince your buyer they have a problem. Kevin “KD” Dorsey, SVP Sales at Bench Accounting, says to do this, you have to get really strong problem a

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Kenna
Community Manager
Scott K Wilder
Expert Contributor
Scott K WilderExpert Contributor
published in Best Practices, Learnings, Wins, & Tips
Charge Event Video: How to Accelerate Your Path to CloseVideos and Podcasts

In this session, you will get battle-tested tactics for stronger deal inspection, maintaining deal momentum, and de-risking purchasing decisions to keep opportunities charging towards Closed Won. Speakers: Ian Matteson, COO, Global Security and Collaboration, Cisco Nick Cegelski, Managing Director, Blackstone Maya Connet, Head of Inside Sales, Clari Watch the video

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Scott K Wilder
Expert Contributor
Scott K Wilder
Expert Contributor
Scott K WilderExpert Contributor
published in Best Practices, Learnings, Wins, & Tips
Charge Event Video: Fireside Chat: How CROs Use The Revenue Playbook to Survive and ThriveVideos and Podcasts

List the revenue leaders reveal how they’re handling tough decision-making, executing with rigor, and adapting their teams to the current selling environment — plus the tools and tips to help you do the same. CROs speaking are: Alex Latraverse, Chief Revenue Officer, Flock Safety Seth Marrrs, Research Director, Forrester Kevin Knieriem, EVP, CRO, Clari Watch the video

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Scott K Wilder
Expert Contributor
Scott K Wilder
Expert Contributor
Scott K WilderExpert Contributor
published in Best Practices, Learnings, Wins, & Tips
Charge Event Video: Keynote: Win Every Revenue MomentVideos and Podcasts

Clari CEO, Andy Byrne presents “Discover how to win the moments that matter most, stop revenue leak, and avoid burnout culture.” You’ll get a playbook for running revenue with precision, see the newest additions in Clari’s Revenue Platform, and hear from revenue pros operating with new-found speed and precision. Watch the video

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Scott K Wilder
Expert Contributor
Scott K Wilder
Expert Contributor
Scott K WilderExpert Contributor
published in Best Practices, Learnings, Wins, & Tips
Charge Event Video: Protect Your RevenueVideos and Podcasts

In this session, learn about how to guide your strategic decision-making using industry trends, plus get ideas and strategies to protect your customer base and stabilize NDR from revenue executives. The panel consists of Pilar Schenk, COO, Global Security and Collaboration, Cisco Angelique Slagle, Managing Director, Blackstone Nicole Alrubaiy, Former VP of Customer Success, Clari Watch the video

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Scott K Wilder
Expert Contributor
Scott K Wilder
Expert Contributor
Scott K WilderExpert Contributor
published in Best Practices, Learnings, Wins, & Tips
Charge Event Video: Sales Tape Teardown: 3 Ways to Beat the Status QuoVideos and Podcasts

Watch this highly interactive session, you’ll judge real-life sales calls along with the host and learn what best-in-class sellers do differently to win more deals. Speakers: Lynn Powers, Enterprise Sales Director Kevin Dorsey, SVP Sales, Bench Accounting Wyatt Hill, Sr. Sales Manager, The Giving Block Watch the video.

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Scott K Wilder
Expert Contributor
Scott K Wilder
Expert Contributor
Scott K WilderExpert Contributor
published in Best Practices, Learnings, Wins, & Tips
How to make your company more disciplined with the Rule Of 40 with CEO (Discussion with Alex Atzberger, CEO of Optimizely)

We’re in a season of recession. So what should be your priority for your business in terms of revenue? Putting your magnifying lenses on all areas of your company and spot the areas of revenue leak. Where are you inefficient? Where are the handoffs getting missed? Where are there areas of revenue that are leaking out of any stage in the funnel? I n this episode, Kyle is joined by not just one, but two CEOs. Alex Atzberger is the CEO of Optimizely - a company that provides digital experience platform software as a service. Andy Byrne is the CEO of Clari - a company that transforms the way enterprises sell, delivering new insights to drive action. In this episode of The Run Revenue Show, Alex and Andy share why your business needs to be following the rule of 40, proper prep for every step of the revenue cadence and finding your board superpowers. Here’s what’s inside: Build a durable company with the Rule Of 40: Andy mentions the Rule Of 40, a mindset that allows you to look at your comp

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Scott K Wilder
Expert Contributor
Scott K Wilder
Expert Contributor
Scott K WilderExpert Contributor
published in Best Practices, Learnings, Wins, & Tips
This is what you do to develop an efficient team (Discussion with Justin Borgman is the Chairman and CEO at Starburst)

Efficiency is what every business wants… Efficiency with low expenses. But how do we get this? What are the steps we need to take as a business? This is what Justin says: “Efficiency begins with headcount. Making sure that your workers are not ‘employees,’ but ‘owners.’ They need to look at the greater whole of the company and step into different roles.” Justin Borgman is the Chairman and CEO at Starburst - an analytics engine that provides a modern solution that addresses these data silo & speed of access problems. In this episode, Justin shares how he developed a culture centered around grit to endure downturns, experiments that helped him build Starburst, how to run a business with efficiency, the importance of focusing on the strongest elements of your business, revenue models, and more. Here’s what’s inside: Culture will get you through the downturn: Justin says when the macro environment is going through a recession, company culture is what will get you through it. Reinforce your

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Scott K Wilder
Expert Contributor
Scott K Wilder
Expert Contributor
Scott K WilderExpert Contributor
published in Best Practices, Learnings, Wins, & Tips
These 3 fundamentals lead to maximum revenue impact with Infor's Jason Chapman

Fundamentals are fundamentals for a reason. Why do you think Lebron James is so good at basketball? It’s because he puts the hours in and does the fundamentals over, and over, and over again. It’s the same for your team–put the hours in, do the fundamentals, and see revenue success. I n this episode, Jason Chapman talks all about the basics your team might be missing in order to build a resilient, reliant revenue machine. Jason is the SVP of Commercial Strategies and Operations at Infor–a software that builds successful businesses. Listen in as he shares how the best companies leverage their revenue teams to have a broader impact than just the bottom line, how the best sellers are collaborating with their customers, dissecting the key fundamentals of the revenue process, how to ‘earn the right’ to sell to customers, and more. Here’s what’s inside: Understand your trade-offs: Between your market reality, product reality, and your financial reality…Jason says if you’re hyper-focused on t

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Scott K Wilder
Expert Contributor
Scott K Wilder
Expert Contributor
Scott K WilderExpert Contributor
published in Best Practices, Learnings, Wins, & Tips
Use these tips to build a successful product-led sales strategy (Discussion with Todd Olson, CEO and Founder of Pendo)

There is no one-size-fits-all approach to product-led companies. It's all about how the product becomes central to the customer experience. But what are the secrets for making your product central to the customer experience? In this episode, Kyle is joined by Todd Olson, CEO and Founder of Pendo - a platform that focuses on improving product experiences. They dive into what it takes to build a successful company using a PLG motion, Todd’s journey with Pendo, the importance of validating ideas, obsessively monitoring beta users, and finding product-market fit. They also explore the three key areas for implementing product-led growth and the myth of a product selling itself. Join us for an insightful conversation on how to create a product-led organization that puts the customer experience first. Here’s what’s inside: Get rid of the product-led misconceptions: A common misconception for Product-Led Growth is “the product sells itself.” Todd says this isn’t the case. If you’re selling to

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Scott K Wilder
Expert Contributor
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