Andrew Ketter

CLAY HUBSPOT = 💣 Learn how the RevOps giant supercharges its potential when integrates with Clay in this quick interactive video. Subscribe to automaterevops.com for more weekly actionable insights.

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Stoked to see this new animated GTM series get picked up! Premiering on HB2BO later this summer. 🔥 For real though, I'm pumped to share that TechnologyAdvice is working with GTM Partners and some of the top Marketing, Sales, and CX solution providers for the new GTM Is Better Together program. 🤔 If it's not a retro animated series, what is it?!? [sorry, it's not really an animated series based on Voltron... yet] 👉Value alignment and creation: Nine of the top GTM tech and service providers are collaborating on integrated use-cases and GTM Plays, enhanced integrations, and helping our joint customers maximize the ROI on their overall GTM tech stacks. 👉Executive Summits: Four in-person summits in Atlanta, Boston, New York City, and San Francisco for GTM execs from Sales, Marketing, Customer Success, RevOps, and Product. 👉Research and benchmarks: The new GTM is Better Together Benchmark Report will launch at INBOUND this September 👉Virtual events: Series of virtual events designed to dig deep on core GTM integration and interoperability issues If you're a GTM exec and are interested in learning more about one of the events listed above or the new research coming out from this, hit me up in the comments or with a DM! Excited to be partnering with Demandbase, Clari, G2, MadKudu, ON24, Totango, Vidyard, and ZoomInfo on this. 🤖 💪 💥

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Join Vivian Chang from The Clorox Company and I in room 313 at 230pm in Vegas as we discuss transitioning to business outcomes and Ai Human operating models. Three insights to remember: 1. The right tech & people can scale any advertiser with fixed headcount. 2. Hidden value is everywhere you just need to know where to look. 3. Evolving KPIs into business outcomes is easier than you think.

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I like the perspective on spammers not advertising. It's a unique take that sheds light on how things work. #interestinginsight In summary, if you have unique data on relevant statistics that could be potentially interesting for your target audience, you could employ the method Gael and Mark are discussing. If you currently do not have this data, you may want to consider using this method at a later time and begin collecting unique data that would be of interest.

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My friend and previous colleague has started a SEO consultancy and accepting new clients!! He is very knowledgeable and experienced, I highly recommend his services. Share with your networks!! #seo #digitalmarketing #freelance

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Don’t Make This Common Mistake When Setting Up Your Upmarket Motion Failed efforts to develop an upmarket GTM motion often have one thing in common: hoping small incremental changes to the existing process will do the job. If you have great traction from your SMB motion but struggle with scaling the upmarket/enterprise motion, you might be facing this issue. The “Revenue Factory,” a concept popularized by Winning by Design, serves as a great metaphor for a GTM motion. The core idea is that you need a specialized production line for the different types of products or services you are offering. In B2B the output is differentiated by your Annual Contract Value (ACV). When it’s higher than $30K, you need an "upmarket/enterprise production line", and if it’s lower than $30K, you need an "SMB production line". Trying to produce upmarket items on an SMB production line will yield poor results. A production line is not something that marketing or sales can set up alone; it requires a redefinition of the entire process, from start to finish. The differences between the SMB and Upmarket factories may not look massive at first, but they are fundamentally different: 1. Audience and Initial Conversion • In the SMB Factory, you start with spray & pray—targeting is broad, and the main goal is to get people to fill in forms. The key concept is finding nuggets of gold from the high input volume. • In the Upmarket Factory, you start with a carefully defined ICP account list and nurture those accounts to generate measurable engagement. 2. Pipeline Conversion • In the SMB Factory, you qualify the random contact by marketing (MQL) and then by sales (SAL > SQL) before creating an opportunity and winning the deal. • In the Upmarket Factory, you focus only on qualified accounts, converting those showing behavioral intent signals (Marketing Qualified Account / MQA) into an SQL and an opportunity. The mistake many companies make is trying to cut corners and retrofit the SMB Factory into an Upmarket one. Here are the most typical attempts: 1. Marketing replaces spray & pray with some kind of ICP, expecting the same form-fill process to produce higher quality results. The result is a low number or zero ICP form fills. 2. Retrofitting the marketing part of the factory into an upmarket one but leaving sales to operate with the SMB process. The result is that the sales team has no idea how to convert qualified accounts into opportunities. Setting up the Upmarket Revenue Factory is not a small and easy project, but this shouldn't hold you up if you are serious about going upmarket. It can be built with an agile, iterative process, in which each iteration produces tangible results. The key foundation of success is to align the CEO, CMO, and CRO around the project from the start.

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Hey all 👋 I could use some help from GTM leaders/saas folks... Who is the best *marketing leader/head of marketing* you've ever worked with? For context, we're looking to bring in a Head of Marketing here at Circle to join our GTM leadership team. We're currently approaching $25M in ARR and growing fast (~100% y-o-y). This marketing leader will help us continue to scale to $100M in ARR. I'm biased, of course — but this can truly be a career-defining opportunity for the right person. —You'll get to shape how we tell the story of *3* brand new products that we're bringing to market this year. —The product is fantastic. Our product/engineering teams are the best I've ever worked with. The customers are the best I've ever worked with. You have all the raw materials necessary to do truly great marketing. We're already growing fast. You'll just help us go faster. —There are lots of new channels and untapped opportunities to go after. So there's plenty of room to come in and make an immediate impact. —This role sits on our leadership team. It's a group of the highest potential GTM leaders I've ever worked with. And we're ready to truly invest in product marketing as a function. — There's LOTS of momentum in the business. Our leading indicators like pipeline, win rates, word-of-mouth, NPS, retention, etc. are all really strong and getting better week-over-week. If you know a truly great marketing leader - I'd love to connect with them. I'd be grateful if you could tag them below or shoot me a DM. And if no one comes to mind, I'd be grateful if you could share this post for a bit of reach. Thanks! 🙏 Here's the JD: https://lnkd.in/e5fzB7T6

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