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We know that all GTM teams contribute to and support sales, but only comprehensive, aligned metrics can tell the whole story.
The Nearbound Daily is now officially the ELG Insider Daily!
Welcome to the ELG Insider Daily — the #1 newsletter in the world keeping thousands of GTM professionals on top of the latest Ecosystem-Led principles, tactics, and trends. Join the movement here.
SHARE YOUR INSIGHTS
The Future of Revenue survey
As a GTM leader, your experience and insights are crucial to understanding the direction of revenue strategies in our industry.
We’ve partnered with Pavilion to survey GTM leaders, and we’d love it if you could take 7 minutes to share your thoughts.
It’s completely anonymous, and you’ll get early access to the report before its official release this fall.
Take the survey here.
PRINCIPLES
Give yourself some credit
We have all experienced impostor syndrome at least once (maybe more). When things get difficult, it's easy to fall into the trap of doubting your abilities.
However, by leveraging data to track your progress, performance, and successes, you can confidently validate your contributions.
Data provides tangible evidence of your impact, helping you overcome self-doubt and ensuring that you give yourself the credit you deserve.
Trust in the numbers — you might not feel confident about bragging about it, but they're proof of your expertise and effectiveness, so don’t be afraid to share far
and wide.
TACTICS
Leverage ELG in your RevOps’ favor
A couple of weeks ago, GTM Partners shared in their newsletter 6 Reasons why RevOps is the MVP of GTM.
“Successful SaaS companies should rely on a mature Revenue Operations team to achieve their targets.”
They couldn’t be more right. To be able to reach your company’s KPIs, you have to measure them, and who better than RevOps to do that?
However, RevOps becomes even more powerful when combined with ELG strategies. By integrating ecosystem intel, partner data, and insights into their processes, RevOps can drive more effective, aligned, and data-driven go-to-market strategies.
Here’s why ELG can ease your RevOps job:
- The strategic evolution of RevOps
When aligned with an ELG strategy, RevOps can leverage ecosystem intelligence and partner data to provide deeper insights into revenue challenges.
By understanding how partners and integrations influence the customer journey, RevOps can pinpoint friction points and recommend strategies that enhance the efficiency of sales motions.
- Multifaceted backgrounds of RevOps leaders
As RevOps leaders increasingly come from diverse backgrounds like marketing, product, and business intelligence, they bring a well-rounded understanding of the business — they understand what GTM teams and customers need.
By integrating account mapping, partner data, and technographic insights, RevOps leaders can set more effective departmental objectives that align with your company’s North Star goals.
Their broad perspective allows them to harness ecosystem relationships and partner influence to create more cohesive and data-driven strategies across the organization.
- Technological advancements and problem-solving
RevOps teams are at the forefront of leveraging new technologies and AI to overcome challenges and build comprehensive deal 360 views.
With an ELG approach, RevOps can go further by integrating ecosystem data — such as partner activities, account mapping, and warm introductions — into these 360-degree views.
This holistic perspective allows them to identify optimal touchpoints, messaging, and value propositions that resonate across the ecosystem and internal teams.
- Proving the value of the tech stack
RevOps plays a crucial role in evaluating and justifying the ROI of the GTM tech stack.
An ELG strategy enhances this by ensuring that each tool in the stack is optimized for ecosystem collaboration. RevOps can assess how well tools integrate with ecosystem partners and whether they facilitate effective data sharing and collaboration.
- Leading the charge for unified dashboards
RevOps teams excel at creating unified dashboards that enhance data integrity and build trust within the C-suite.
With an ELG approach, these dashboards integrate ecosystem data, providing a more comprehensive view of performance. By adding partner insights, account mapping, and warm intros, RevOps shows how external collaborations (and internal alignment) drive revenue.
- Driving better prioritization
RevOps drives intelligent prioritization of strategic initiatives.
With an ELG lens, RevOps can forecast initiative success by factoring in ecosystem dynamics, such as key partners and warm introductions. By leveraging ecosystem intel, RevOps ensures resources are focused on initiatives with the highest impact on revenue growth.
Learn more about RevOps and their essential role in your GTM team.
RESOURCE OF THE DAY
ELG IS KIND OF A BIG DEAL
Dig into GTM Partners and Partnership Leaders recent Go-to-Market Benchmark Report (Winter 2024) to get:
1) forecasts & guidance for 2024
2) revenue benchmark data from over 300 companies
3) layoffs and cutbacks subside
4) efficient growth trends
5) data on partner-led growth
6) new research on customer growth.
Here’s a sneak peek:
Access all the insights here.
Stuff you don't want to miss!
- TODAY, September 10th — RevOps Playbook for High-Growth Companies — Tessa Whittaker, VP of Revenue Operations at ZoomInfo, and Mollie Bodensteiner, VP of Operations at Sound will share how to start and identify your RevOps approach. Organized by RevGenius. Save your spot here.
- September 12th — Building a Value-Based Partnership Strategy — Asher Mathew, CEO and Founder of Partnership Leaders, and Chad Quinn, CEO and Co-Founder of Ecosystems, will share how to strategically align with partners to drive value, optimize resources, and sustain competitive advantage in a cost-conscious market. Register here.
- September 17th - 20th — INBOUND 24 — Join us in Boston this September at INBOUND to meet the newly merged team, get the most up-to-date intel on the new merged Crossbeam x Reveal product, and attend the most fun after INBOUND parties. Meet the team at INBOUND.
- September 24th — GTMnow Live: The Future of Outbound: An Ecosystem-Led Approach — Outbound is changing and ecosystems have never been more important. Join go-to-market leaders from Crossbeam, Pattern, and Atlan as they discuss the shift towards an ecosystem-led approach in outbound sales. Register now.
- October 1st — SalesIntel Annual Summit — SalesIntel is organizing a 100% free and virtual summit where you will find specific tracks curated for sales, marketing, and RevOps and roundtable working sessions focused on sharing actionable ways to build pipelines and achieve growth goals. Save your seat here.
- October 1st - 3rd — RevCon — RevGenius partnered with Common Room, Sigma, Avoma, The Juice, and many more to bring you a 3-day virtual conference to reunite your sales, marketing, revops, and cs leaders behind to learn and discuss about the future of SaaS. Save your spot here.
You're all caught up
See you tomorrow
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