GUIDE RECOMMENDATIONS FOR

Whistic
Ramping sales
Recommended because: I saw Whistic’s open AE rec and sizeable sales team - as the function grows, these guides on sales may be valuable to sales leaders looking to keep sales velocity high with a larger team.

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.
Rachel Haley
Rachel Haley

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.
Maggie Callahan
Maggie Callahan

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.
Christi Wall
Christi Wall
Scaling the CS organization
Recommended because: Whistic has an established and growing CS organization with an experienced VP, so I wouldn’t recommend “getting-started” guides, but Kristi’s approach to developing playbooks to scale the CS function is a good one for teams leveling up (her team has codified 50 playbooks around repeatable tasks or triggers).

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.
Kristi Faltorusso
Kristi Faltorusso
Partnership strategy
Recommended because: As Whistic is hiring for a VP of Strategic Partnerships, Sunir could be helpful in identifying the right hire, and/or helping that person build a successful 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.
Sunir Shah
Sunir Shah

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