Andrew Federici, MBA

The GTM Podcast just hit the top 1% of podcasts! I'm honored to be among their top 25 listened to episodes, particularly humbling when listed among names of so many world class GTM minds like Lars Nilsson, Eric Gilpin, Samantha McKenna, Katrina Wong, Ang McManamon, Adam Schoenfeld, and so many more. GTMfund has assembled some of the best minds in GTM, be sure to check out GTMnow to learn from their experiences. If interested, I talk about building teams and cultures and managing through different stages of growth —— you can find a link to the podcast in the comments below.

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Adaptability, strategic focus, owned media and content to drive growth, and collaborative brand building - these have been the primary messages this morning at Goldenhour in NYC. It's been truly incredible so far, with so many influential SaaS leaders under one roof. Here are my key takeaways from some of this morning's sessions so far: - Colin Fleming Salesforce shared that people's attention span is just 6 minutes in most content. He advocated for failing fast and trying new things, suggesting a break from the playbook to drive revenue. - Sarah McConnell, Qualified noted that you have to integrate owned media into your gtm teams and process. The first task has to be to educate your internal team so they can tell the stories. - Katie Berg, Klue covered everything they’ve tried, failed, and learned in building The Compete Network and how you can drive revenue from owned media. She highlighted the need to own and create the best resources to own the category. - Andrew Davies, Paddle highlighted the importance of caring more about growing the company than adhering strictly to budget constraints. - Alex Poulos Crossbeam stressed the need to prioritize and focus on those priorities, examining how this impacts the funnel and key performance indicators (KPIs). - Jack Foster WorkRamp suggested involving the entire leadership team in brand building, emphasizing the importance of ABM and using LinkedIn Reach reports to track targets as they progress through the funnel and ensure timely delivery of initiatives. - Ferdinand Roberts Asset Class stressed marketers need to test and learn quickly, get feedback and scale what’s working. - Godard Abel, G2 drove home to make sure your marketing focus is on metrics. Brand building is needed but you always need to drive revenue. Excited for more enriching sessions this afternoon. Especially Obaid Durrani HockeyStack and Todd Clouser AudiencePlus sharing their content framework and walk us through their process for launching a “show” strategy for your content marketing. #GoldenHour #marketing #learning

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There's a big discrepancy between how content marketers and the rest of the GTM org measure content success: - Content skews toward defining success by leads and conversions - The rest of the org (marketers, sales, and product folks) are split equally between leads, revenue, and brand awareness. This is surprising. Content marketers usually aren't growth marketers; we focus on building brands and educating people over time. Leads and conversions are short-term metrics, while content plays the long game. So, why are we thinking like this? And what can we do to actually prove content's value? Step 1 (Beginner): Be strategically collaborative on important projects Step 2 (Intermediate): Choose your brand awareness metrics Step 3 (Advanced): Add content pipeline metrics to the mix Lauren Lang goes deep on each of these steps in our latest blog in the Darkroom. How do YOU prove the value of your content?

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Your competitor's customers already understand your product value and have the budget, but winning them over requires a coordinated approach from Sales, Marketing, Product and Pricing. Here's a new playbook from Mainsail Partners on when and how to take away customers one strategic conversion at a time.

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If you’re a revenue leader who wants to create, convert, and close more revenue this year, you need to listen to this. After a decade and $4T of revenue under management, here are the 5 biggest learnings to help capture more revenue - by our very own Andy Byrne:

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If you want to drive impact and influence with your buyers, you want to surround them with the voices they already trust. That’s the simple explanation for the power of nearbound marketing. Including your partners in your GTM motion is a huge unlock for all parties involved. The power of ecosystem at work. At Vena Solutions, we’re focused on growth through this model and the future is bright. Orchestration for greater impact and scale through a combination of partner specialization and account based engagement, will leave you better prepared to withstand whatever comes in the future. Companies and GTM leaders leveraging these ecosystems at scale are driving: 1️⃣ More revenue 2️⃣ More customer delight 3️⃣ Happier sellers 4️⃣ More productive partners 5️⃣ Stronger bonds, both internally and in the market If it sounds too good to be true, that’s because it basically is 😉 If you’re interested in getting into the details, the team at Reveal just released an awesome resource. It’s a blueprint that can help you overlay your account-based segmentation and partner marketing strategy across all GTM teams AND the entire customer journey. Talk about a game changer… You can get a copy (for free!) at the link in the comments. #Nearbound #NearboundMarketing #Partnerships Isaac Morehouse Jessica Fewless Shawnie Hamer

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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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Team alignment is critical to driving growth. It's one of the reasons I am so passionate about product and marketing team collaboration. Working toward shared goals is an important part of this, so I'm excited to introduce a revamped version of Amplitude's popular North Star Playbook! This playbook covers why teams should align early on a North Star metric, and how to use your metric to drive product success. Dive in: https://lnkd.in/gHMkrUTw

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As GTM executives, we all know the pressure of driving top-line growth, but the real challenge lies in sustaining that growth by keeping our hard-won customers engaged and loyal over the long term. Balancing acquisition efforts with a laser focus on retention is no easy feat, especially when customer expectations are higher than ever, and the competition is just a click away. How do we ensure that our entire GTM team—marketing, sales, and customer success—is aligned to not just meet but exceed these expectations? These are the questions we tackle in our latest episode of The A2B Series with special guest Emmanuel Morgan of Cube. If you’re looking to turn retention from a challenge into a competitive advantage, this conversation could be the turning point for your strategy. #GTMStrategy #SaaS #CustomerRetention #Leadership #Growth https://lnkd.in/ey47a9wK

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