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Setting HR Policies
Setting HR Policies
Linda Fang is the Principal Attorney at Banyan Legal Counsel, a law firm that supports businesses with employment law and business startup and expansion. In this guide she lays out what policies you should have in place for your employees in general, and how to to think about your processes around hiring, onboarding and offboarding employees, managing remote workers, protecting your company’s intellectual property, and more.
Establishing a Competitive Intelligence Program
Establishing a Competitive Intelligence Program
Andrew McCotter-Bicknell is the Head of Competitive Intelligence at ClickUp and was previously the Head of Competitive Intelligence at ZoomInfo. In this guide, he explains how to research your competitive landscape and arm sales and marketing teams with powerful competitive intelligence.
Designing an Outcome-based Hiring Process
Designing an Outcome-based Hiring Process
Anthony Louis is Recruitment Lead at Beacon, a talent consultancy that helps growing organizations level up their internal hiring programs. In this guide he lays out a roadmap for an outcome-based hiring process, from writing a spec to identifying candidates to running an interview process to making the hire, all with better targeting and less bias.
Navigating Immigration Law
Navigating Immigration Law
Sophie Alcorn is the Founding Partner at Alcorn Immigration Law and is a Certified Specialist Attorney in Immigration and Nationality Law by the State Bar of California, Board of Legal Specialization. In this guide she lays out different employment-based visa and green card options available to companies seeking to hire international talent, and when to use them. Please keep in mind that this article is educational only and does not replace individual legal advice. Sophie recommends that you speak with an expert attorney for any legal advice to assess your options if you think you’re ready to move forward. Immigration is not a one-size-fits-all process, and putting your best foot forward requires individualized attention!
Scaling a Marketplace Product
Scaling a Marketplace Product
Paul Zeckser led product ad HomeAdvisor from 2011-2020 and is now the Founder of Fresh Product Design, a full-service product strategy and development consultancy. In this guide he lays out how product, sales and marketing and operations should coordinate to scale marketplaces. He covers metrics to track, how to think about matching, and guidelines for monetizing marketplace transactions.
Email Marketing Strategy
Email Marketing Strategy
Jeanne Jennings is a recognized industry expert and an email marketing consultant and trainer with 25+ years of experience working with both B2B and B2C clients ranging from early-stage startups to major corporations like Capital One and Verizon. In this guide she outlines relevant email regulations, best practices for segmentation and campaign management, and tips for driving conversion rates.
Optimizing Your Support Function
Optimizing Your Support Function
Maranda Dziekonski is currently the Vice President of Chief Customer Officer at Swiftly, and has previously led customer success and support teams at Lending Club, HelloSign, Castlight Health, and Pared. In this guide, she outlines how to set up and tier a customer support function, including how to divert support queries to self-serve channels, and how to work with product and tech teams on bug management.
Optimizing Cold Email Outreach
Optimizing Cold Email Outreach
Elyse Savaki is a B2B Direct Response and Cold Email Expert whose persona-based outbound campaigns have booked thousands of meetings with decision makers at startups, SMBs, and international organizations. In this guide, she lays out a sample sequence, explains how outbound sellers can leverage tried-and-true direct response formulas, and walks through the tech that makes automated outreach easier.
Mapping Your Customer Journey
Mapping Your Customer Journey
Emilia D’Anzica is the founder of GrowthMolecules, a customer success and customer marketing consultancy. She previously led CS at Copper and WalkMe. In this guide, she explains how customer journey mapping can help companies plan and optimize their customers’ experience from onboarding to expansion.
Building a Design Function
Building a Design Function
Audrey Crane is a Partner at DesignMap, and has worked with companies like Salesforce, Docker, NetApp, and eBay over her 25 years in tech. In this guide, she explains how to build out a design function, including how many designers you need, what skills to look for in a hire, and how to leverage third-party design firms.
Optimizing Email Deliverability
Optimizing Email Deliverability
Ed Forteau is an email marketing expert with more than 10 years of experience in email automation and deliverability. In this guide, he explains how email automation works from a technical perspective, what filtering and security measures are at play, and how to ensure that emails are consistently placed in recipient’s inboxes, including subscription emails, cold outreach emails, and transactional emails.
Outcome-based Product Roadmapping
Outcome-based Product Roadmapping
Rajesh Nerlikar is a Co-Founder and Product Coach at Prodify, and co-author of the best selling product book, Build What Matters. In this guide he explains how to build a roadmap centered on customer outcomes instead of features shipped. He outlines how to balance new functionality with maintenance and tech debt, and how to run a cross-functional roadmapping process.
Setting a Content Strategy Across Website, Blog, and Social Media
Setting a Content Strategy Across Website, Blog, and Social Media
Michelle Hsu is the Founder of KJMH Digital and previously held marketing roles at B2B SaaS companies including Freshbooks and Vision Critical. In this guide, she demonstrates how B2B SaaS websites can be optimized for the right headers, call to actions, social proof, solution showcasing, and thought leadership. She also explains how organic social media and blogs can be factored into a corporate content strategy.
Conducting Product Discovery
Conducting Product Discovery
Jim Morris is the founder of the Product Discovery Group, through which he coaches product teams on idea development, user research, and testing with rapid prototypes. In this guide he explains how to use product discovery to test for value, viability, feasibility, and usability continuously, to minimize waste of precious development resources.
Implementing Salesforce
Implementing Salesforce
Jen Flanagan is the Director of Sales Operations at Ordergroove, and has built or advised on dozens of Salesforce instances. In this guide, she explains what Salesforce can do natively, with integrations, and with customization and outlines, how Salesforce objects work and how to think about the right setup for your business.
Setting up a Demand Generation Function
Setting up a Demand Generation Function
Anna Furmanov is the founder of Fumanov Marketing Consulting, through which brings strategy, content, and demand gen expertise to B2B startups. In this guide, she explains what demand gen means in early-stage startups, and how to set a marketing strategy foundation.
Designing a Product-led Go-to-Market Strategy
Designing a Product-led Go-to-Market Strategy
Myk is the Director of Product Management focused on Growth & Acquisition at Freedom Financial Network. For the past 12 years, he’s been a product-led growth and go-to-market strategy consultant, author, and advisor. In this guide, he explains what a product growth team is, and how to operationalize a product-led go-to-market strategy.
Conducting Technical Discovery
Conducting Technical Discovery
Joe Casson is the Director of Solutions Engineering at Qualified.com and previously managed solutions engineering at Optimizely. In this guide, he explains that good technical discovery prevents customer dissatisfaction and services inefficiency once it comes time to implement customers. He outlines what to ask prospects and how to weave technical discovery into the sales process.
Building a Lead to Revenue Operating Model
Building a Lead to Revenue Operating Model
Michael Madden is the VP of Demand Generation at AlphaSense and was previously Director of Demand Generation at Marketo. In this guide, he lays out how to define lead-to-revenue stages and marketing to sales handoffs, how to think about attribution, and how marketing should own revenue goals (vs. lead-based vanity metrics).
Featured Guide: Planning for Predictable Growth and Accurate Forecasting
Featured Guide: Planning for Predictable Growth and Accurate Forecasting
Anthony is VP of Industries and GTM Solutions at Clari, the revenue operations and forecasting platform. In this guide, he explains how good forecasts are a part of a bigger predictable growth strategy, and lays out how to design and instrument a repeatable revenue process with strong processes and accurate data.
Featured Guide: Increasing Prices (Or Repackaging to Charge More)
Featured Guide: Increasing Prices (Or Repackaging to Charge More)
Mark Stiving is Chief Pricing Educator at Impact Pricing, an advisory firm specializing in value-based pricing for B2B technology companies. In this guide, he describes how to manage a price increase (which probably shouldn’t be an across-the-board increase) including deciding how much more to charge, which customers should see a price increase, and how to manage the roll-out.
Featured Guide: Managing a Customer Success Team
Featured Guide: Managing a Customer Success Team
Boaz currently serves as Chief Customer Officer at Talech and has previously led customer success at OpenGov, Mashery, newScale, and FreeMarkets. In this guide, he discusses the role of Customer Success, how to structure a CS team as a company grows, and what metrics to track to measure success.
Driving Sales Velocity in Complex Enterprise Deals
Driving Sales Velocity in Complex Enterprise Deals
Mark Vashon has led sales at major enterprise software providers including AgilOne, SuccessFactors and ServiceMax. In this guide, he describes how startups should navigate the varied stakeholders, established processes, and long sales cycle that comes with enterprise selling.
Featured Guide: Onboarding Salespeople
Featured Guide: Onboarding Salespeople
Maggie Callahan has led revenue enablement at Convercent and Four Winds Interactive, overseeing training and onboarding for 80+ AEs and SDRs. In this guide, she explains the key components of sales onboarding and how to design a repeatable process.
Designing Trainings for Go-to-Market Team Members
Designing Trainings for Go-to-Market Team Members
Roz Greenfield has led sales enablement at Optimizely and Oracle and is now the Chief Enablement Officer at Level213, a boutique sales enablement consultancy. In this guide, she explains how to design trainings for sales and other go-to-market teams that zero on the content that sellers actually need to do their jobs, without wasting time on non-useful information.
Planning for Predictable Growth and Accurate Forecasting
Planning for Predictable Growth and Accurate Forecasting
Anthony is VP of Industries and GTM Solutions at Clari, the revenue operations and forecasting platform. In this guide, he explains how good forecasts are a part of a bigger predictable growth strategy, and lays out how to design and instrument a repeatable revenue process with strong processes and accurate data.
Managing Customer Engagement Marketing
Managing Customer Engagement Marketing
Lisa Pratt is the Vice President of Customer Engagement Marketing at UKG where she leads a team responsible for customer marketing, customer intelligence, advocacy, and community for more than 20,000 customers. In this guide, she explains how customer marketing can make customer retention and expansion efforts more effective at scale, and describes how to manage the function.
Featured Guide: Scaling Onboarding with Self-guided Pathways
Featured Guide: Scaling Onboarding with Self-guided Pathways
Shareil Nariman leads customer lifecycle management, including onboarding, at Sprout Social and previously led operations teams at Booking.com. In this guide, he explains how companies that offer lower-priced SaaS products can leverage cross-functional collaboration and automation tools to design high quality self-guided customer onboarding experiences.
Featured Guide: Optimizing Signup or Trial Conversion
Featured Guide: Optimizing Signup or Trial Conversion
Marc McDougall is a UI/UX designer specializing in helping SaaS companies book more demos and trials by optimizing their sites for conversions. In this guide, he outlines best practices for high-conversion flows and the steps for iterative A/B testing.
Integrating an Add-on Acquisition
Integrating an Add-on Acquisition
David Demres is Vice President of Marketing and Strategic Development at AutoQuotes, where he’s responsible for M&A. Across similar previous roles, he’s helped integrate 10+ add-on acquisitions. In this guide, he explains how to plan for a successful add-on integration from pre-close planning to full integration 90-180 days later. David covers financial, operational, technical, and communications aspects of the integration process.
Increasing Prices (Or Repackaging to Charge More)
Increasing Prices (Or Repackaging to Charge More)
Mark Stiving is Chief Pricing Educator at Impact Pricing, an advisory firm specializing in value-based pricing for B2B technology companies. In this guide, he describes how to manage a price increase (which probably shouldn’t be an across-the-board increase) including deciding how much more to charge, which customers should see a price increase, and how to manage the roll-out.
Recruiting and Hiring Account Executives
Recruiting and Hiring Account Executives
Lianne is a sales recruiter with experience hiring hundreds of sellers for companies like Gong, Pluralsight, Zscaler, Anaplan, and SuccessFactors. In this guide, she outlines what to look for when hiring SMB, Mid-market, and Enterprise AE’s, how to apply outreach and sequencing best practices to recruiting, and how to close great candidates.
Enabling Service / Consulting Partnerships
Enabling Service / Consulting Partnerships
Zak is VP of Partnerships at Formstack, a workplace productivity platform, where he’s built a team that manages hundreds of consulting and integration partners, responsible for 30% of the company’s new business. In this guide, he lays out the key components of partner enablement, and outlines how to create power-users and advocates at partner agencies and consultancies.
Featured Guide: Building a Sales Ops Function
Featured Guide: Building a Sales Ops Function
Sean Lane has led revenue operations at Drift and Upserve, and hosts Drift's Operations Podcast. In this guide, he explains the different roles sales ops plays, and how to build both the org and processes that make up the function.
Featured Guide: Building a Data Analytics Function
Featured Guide: Building a Data Analytics Function
Tim Jenkins currently leads Strategy and Analytics at Lucid, where he was the first data hire and has grown the function to a team of 16. In this guide, he outlines the key responsibilities of data and analytics teams, the different pieces of technology they need to do their work, and how to structure a growing data function.
Optimizing Paid Search Advertising
Optimizing Paid Search Advertising
Greg is CMO and a Partner at Cypress North, a digital marketing agency, where he specializes in B2B marketing. In this guide, he highlights how to optimize paid search advertising, including picking the right keywords and match types, matching up good landing pages and tracking, and configuring ads that make the most of Google’s settings.
Featured Guide: Setting a Blog Content Strategy
Featured Guide: Setting a Blog Content Strategy
Maria Waida is a SaaS blog expert and the founder of SaaSy Copywriting, where she specializes in content to help companies develop thought leadership positions in their industries and propel inbound sales. In this guide, she describes the types of content that B2B companies should write for their blogs, how to align blogs with overall strategy, and how to tune content for maximum SEO impact.
Featured Guide: Setting SEO Strategy
Featured Guide: Setting SEO Strategy
Tory Gray is the Founder of The Gray Dot Company, a consultancy that helps businesses grow ROI through digital strategy, with a focus on strategic and technical SEO. In this guide, she outlines how to plan SEO, from identifying the right keywords, to building a sound keyword matrix, to creating ideal content and optimizing page structure.
Featured Guide: Building a Sales Enablement Function
Featured Guide: Building a Sales Enablement Function
Christi Wall has led sales enablement at Chainalysis and Ping Identity, and has supported 250+ sellers over the course of her career. In this guide, she describes the responsibilities of sales enablement, how to set up a function, and how to measure its success.
Featured Guide: Hiring a Product Marketer
Featured Guide: Hiring a Product Marketer
Ryan Goldman is the Vice President of Product Marketing at SoundCloud and has led marketing or product marketing at Pendo, Sentry, SignalFx, and Cloudera, and over the course of his career, he's managed or hired 15+ B2B product marketers. In this guide, he explains how to find a product marketer who can serve as a bridge between the product, the sales org, and the market.
Featured Guide: Planning a SaaS Partnership Strategy
Featured Guide: Planning a SaaS Partnership Strategy
Sunir Shah is the founder of AppBind, a tool for resellers to manage SaaS subscriptions. He runs the Cloud Software Association, a SaaS partnership industry network, and previously led partnerships at FreshBooks. In this guide, he lays out how SaaS companies should think about integration, reseller, and marketplace partnership strategy.
Optimizing a Payments Processing Partnership
Optimizing a Payments Processing Partnership
Greg Myers is a payments ecosystem expert and the host host of the Monetize your Payments podcast. In this guide, he outlines the different types of payment processor relationship options available to software companies, along with the risks, benefits, and considerations that come with each.
Building a Data Analytics Function
Building a Data Analytics Function
Tim Jenkins currently leads Strategy and Analytics at Lucid, where he was the first data hire and has grown the function to a team of 16. In this guide, he outlines the key responsibilities of data and analytics teams, the different pieces of technology they need to do their work, and how to structure a growing data function.
Building a Solutions Engineering Function
Building a Solutions Engineering Function
Zach Lawryk is a Senior Director of Solutions Engineering at Slack, and has previously led solutions engineering at Optimizely and Box. In this guide he explains the role of solutions engineering in the presale process, and outlines how to manage key SE responsibilities from demoing to technical discovery to running pilots.
Planning and Managing Outbound Prospecting
Planning and Managing Outbound Prospecting
Jason Bay is the Founder and Chief Prospecting Officer of Blissful Prospecting, a company that provides training and coaching for outbound sales teams. In this guide, he lays out how cold-calling teams can zero in on the right prospects to target, develop repeatable outreach sequences, and consistently generate meetings with a “prospect first, me second” mentality.
Featured Guide: Defining an Ideal Customer Profile
Featured Guide: Defining an Ideal Customer Profile
Kirby Wadsworth is the CMO of Ionir, and has served as CMO at enterprise software and networking companies including Illusive Networks, Bayshore Networks, and Limelight Networks. In this guide, he explains how to identify prospect characteristics that predict strong fit, to help sales and marketing automate prioritization.
Designing a Sales Org for a High-velocity Sale
Designing a Sales Org for a High-velocity Sale
Lori Harmon is currently Vice President of Global Cloud Digital Sales & Customer Success at NetApp. She has built high-velocity sales teams at companies across the growth spectrum, from joining early startups as the first sales hire to helping public companies achieve revenue targets of $1B. In this guide she outlines how high-velocity sales teams should design their sales org, set up their processes and leverage tech tools to drive efficiency and productivity.
Setting a Blog Content Strategy
Setting a Blog Content Strategy
Maria Waida is a SaaS blog expert and the founder of SaaSy Copywriting, where she specializes in content to help companies develop thought leadership positions in their industries and propel inbound sales. In this guide, she describes the types of content that B2B companies should write for their blogs, how to align blogs with overall strategy, and how to tune content for maximum SEO impact.
Developing a Strong Demo Practice
Developing a Strong Demo Practice
Amyra Rand is the Vice President of Sales at Ziflow, and has previously held sales leadership roles at Criteria Corp, Kareo, HireRight, and Sage. In this guide, she discusses how she’s seen close rates improve 30% with a demo certification process, and lays out how teams can build strong demo practices at any deal size.
Setting SEO Strategy
Setting SEO Strategy
Tory Gray is the Founder of The Gray Dot Company, a consultancy that helps businesses grow ROI through digital strategy, with a focus on strategic and technical SEO. In this guide, she outlines how to plan SEO, from identifying the right keywords, to building a sound keyword matrix, to creating ideal content and optimizing page structure.
Featured Guide: Customer Segmentation
Featured Guide: Customer Segmentation
Tamara Grominsky is the Chief Strategy Officer at Unbounce, and has previously led product marketing at other SMB-focused companies including FreshBooks and Yellow Pages. In this guide, she explains why customer segmentation is a powerful tool for improving conversion, acquisition cost, churn, and lifetime value. She outlines how to take on a segmentation project - from analysis to product packaging.
LinkedIn Advertising and Prospecting
LinkedIn Advertising and Prospecting
Anthony Blatner is the founder and Chief Advertising Officer of Speedwork Social, an agency specializing in B2B LinkedIn advertising. In this guide, he advises on when to use LinkedIn advertising, when to use Sales Navigator prospecting, and how to make marketing dollars go the furthest given the expense of LinkedIn as a channel.
Identifying and Multiplying Your Best Customers with Customer Segmentation
Identifying and Multiplying Your Best Customers with Customer Segmentation
Tamara Grominsky is the Chief Strategy Officer at Unbounce, and has previously led product marketing at other SMB-focused companies including FreshBooks and Yellow Pages. In this guide, she explains why customer segmentation is a powerful tool for improving conversion, acquisition cost, churn, and lifetime value. She outlines how to take on a segmentation project - from analysis to product packaging.
Scaling Onboarding with Self-guided Pathways
Scaling Onboarding with Self-guided Pathways
Shareil Nariman is the Head of Customer Experience at Arrows. Previously, he led customer lifecycle management, including onboarding, at Sprout Social and previously led operations teams at Booking.com. In this guide, he explains how companies that offer lower-priced SaaS products can leverage cross-functional collaboration and automation tools to design high quality self-guided customer onboarding experiences.
Sample Guide: Building a Sales Development (SDR) Function
Sample Guide: Building a Sales Development (SDR) Function
Chris Flores leads sales development at Bennie, and was previously head of sales development at Namely as the company grew from 4 to 600 employees and $0 to $65M in ARR. In this playbook, he describes best practices for designing the SDR role, establishing processes, and building the team.
Structuring Your CRM
Structuring Your CRM
Kyle Morris is a CRM expert who’s run sales ops for a team of 130+ sellers at Gigya, and advised dozens of B2B software companies through his sales ops consultancy, Kicksaw. In this guide, he outlines how different customer-facing teams should interact with a company’s CRM, and how to design a CRM instance to maximize insights and minimize headaches.
Codifying Your Company’s Customer Success Playbooks
Codifying Your Company’s Customer Success Playbooks
Kristi is currently the VP of Customer Success at ClientSuccess and has previously led the function at IntelliShift, BetterCloud, and Sisense. Her specialty is scaling customer success at hyper-growth companies on their way to $100M in ARR. In this playbook, she explains how CS teams can craft repeatable playbooks to handle common scenarios. She lays out four families of CS playbooks: risk, expansion, lifecycle, and objectives.
Managing B2B Product Launches and Releases
Managing B2B Product Launches and Releases
Mary Sheehan has help product marketing leadership roles at Adobe and SocialChorus. In this guide, she describes how to prepare for, coordinate, and measure product launches of all types, from routine releases to major new offerings.
Building a Sales Development (SDR) Function
Building a Sales Development (SDR) Function
Chris Flores leads sales development at Bennie, and was previously head of sales development at Namely as the company grew from 4 to 600 employees and $0 to $65M in ARR. In this guide, he describes best practices for designing the SDR role, establishing processes, and building the team.
Positioning and Launching a New Product
Positioning and Launching a New Product
Dan Murphy has led product marketing at Privy and Drift, where he’s overseen over 70 product launches and more than a dozen large, new product launches. In this guide, he walks through how to position and launch major new offerings, including new products, products introduced to new verticals, acquired products, and important partnerships.
Managing Scalable ABM Campaigns
Managing Scalable ABM Campaigns
Heidi Vandermeer has led account-based marketing at Security Compass and Uberflip, and has won an ABMie award for best ABM campaign at scale. In this guide, she shares how to select an ABM account list, and how marketing and sales should work together to execute ABM campaigns.
Planning a SaaS Partnership Strategy
Planning a SaaS Partnership Strategy
Sunir Shah is the founder of AppBind, a tool for resellers to manage SaaS subscriptions. He runs the Cloud Software Association, a SaaS partnership industry network, and previously led partnerships at FreshBooks. In this guide, he lays out how SaaS companies should think about integration, reseller, and marketplace partnership strategy.
Hiring Customer Success Managers
Hiring Customer Success Managers
Maranda Dziekonski is currently Chief Customer Officer at Swiftly, and has previously led customer success and support teams at Lending Club and HelloSign. In this guide, she describes the CSM role, where to look for candidates, and how to screen for judgement, proactive mindset and communication skills in interviews.
Managing a Customer Success Team
Managing a Customer Success Team
Boaz currently serves as Chief Customer Officer at Talech and has previously led customer success at OpenGov, Mashery, newScale, and FreeMarkets. In this guide, he discusses the role of Customer Success, how to structure a CS team as a company grows, and what metrics to track to measure success.
Developing a Customer Onboarding Process
Developing a Customer Onboarding Process
Donna Weber is a recognized Customer Success thought leader and strategist. She’s currently a consultant specializing in customer onboarding, implementation, enablement, and education for high-growth companies. She previously built out customer success and customer enablement organizations at SugarCRM and Jaspersoft. In this guide, she dispels the notion that onboarding is just implementation and shows how education, enablement, and support should be woven into onboarding to help new customers see value and succeed quickly.
Defining an Ideal Customer Profile
Defining an Ideal Customer Profile
Kirby Wadsworth is the CMO of Ionir, and has served as CMO at enterprise software and networking companies including Illusive Networks, Bayshore Networks, and Limelight Networks. In this guide, he explains how to identify prospect characteristics that predict strong fit, to help sales and marketing automate prioritization.
Capacity Planning
Capacity Planning
Rachel Haley has run capacity planning while in sales ops leadership roles at Snowflake, Sumo Logic, and Salesforce. In this guide, she details the steps of a good sales capacity planning process, and the major deliverables that come out of one.
Building a Sales Ops Function
Building a Sales Ops Function
Sean Lane has led revenue operations at Drift and Upserve, and hosts Drift's Operations Podcast. In this guide, he explains the different roles sales ops plays, and how to build both the org and processes that make up the function.
Designing a Category
Designing a Category
John Rougeux is VP of Marketing Strategy at BombBomb and hosts the #CategoryCreation series on the B2B Growth Show podcast. In this guide, he explains how to use category design to capitalize on unclaimed market territory and to help prospects evaluate your product using advantageous criteria.
Designing a Sales Org for a Technical Product
Designing a Sales Org for a Technical Product
Navid Zolflaghari is the VP of Sales at Branch, and has previously been a sales leader for technical products at Boomerang Commerce and Google. In this guide, he lays out how to hire, train, and resource a sales team that needs a deep understanding of a complex product.
Hiring a Product Marketer
Hiring a Product Marketer
Ryan Goldman is the Vice President of Product Marketing at SoundCloud and has led marketing or product marketing at Pendo, Sentry, SignalFx, and Cloudera, and over the course of his career, he's managed or hired 15+ B2B product marketers. In this guide, he explains how to find a product marketer who can serve as a bridge between the product, the sales org, and the market.
Onboarding Salespeople
Onboarding Salespeople
Maggie Callahan has led revenue enablement at Convercent and Four Winds Interactive, overseeing training and onboarding for 80+ AEs and SDRs. In this guide, she explains the key components of sales onboarding and how to design a repeatable process.
Building a Sales Enablement Function
Building a Sales Enablement Function
Christi Wall has led sales enablement at Chainalysis and Ping Identity, and has supported 250+ sellers over the course of her career. In this guide, she describes the responsibilities of sales enablement, how to set up a function, and how to measure its success.
Building a Developer Relations Function
Building a Developer Relations Function
Mary Thengvall leads developer relations at Camunda, and has long been a thought leader in the space, authoring the book, "The Business Value of Developer Relations" and publishing DevRel Weekly. In this guide, she describes what DevRel is, and how to stand up a function to drive developer awareness, enablement, and engagement.
Optimizing Signup or Trial Conversion
Optimizing Signup or Trial Conversion
Marc McDougall is a UI/UX designer specializing in helping SaaS companies book more demos and trials by optimizing their sites for conversions. In this guide, he outlines best practices for high-conversion flows and the steps for iterative A/B testing.
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