Building A Successful GTM Strategy For Software Development (with Jan Zborowski, Co-Founder At SoftwareMill) The RevOps & ABM Alignment podcast

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Building a Successful GTM Strategy for Software Development (with Jan Zborowski, Co-Founder at SoftwareMill)

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תוכן מסופק על ידי Romeo Mann. כל תוכן הפודקאסטים כולל פרקים, גרפיקה ותיאורי פודקאסטים מועלים ומסופקים ישירות על ידי Romeo Mann או שותף פלטפורמת הפודקאסט שלהם. אם אתה מאמין שמישהו משתמש ביצירה שלך המוגנת בזכויות יוצרים ללא רשותך, אתה יכול לעקוב אחר התהליך המתואר כאן https://he.player.fm/legal.

In this episode, Romeo chats with Jan Zborowski, CEO of SoftwareMill, about how they shaped their go-to-market strategy with customer insights and market research. They also discuss the role of organic content in business growth, the future of AI, and the importance of building strong partnerships.

HIGHLIGHTS:
00:00 Intro and background
02:00 The evolution of Software Mill
09:40 The influence of business people on technical decisions
15:11: Building a new strategy
19:24 Hiring a Chief Growth Officer
29:17 The challenges of hiring in a specialized field
31:00 The importance of networking
33:26 Understanding the market
36:40 Investing in sales and partnerships
40:38 Specializing in new areas of technology
45:17 The power of content marketing
48:39 The future of the tech market

Connect with Jan Zborowski

LinkedIn | Webpage

Connect with Romeo Mann:

LinkedIn | Webpage

***
This episode is brought to you by MAN Digital - RevOps and ABM & Demand Gen agency helping B2B companies with long sales cycles build revenue engines.

… continue reading

36 פרקים

#Entrepreneur #Business #Marketing #Romeo Mann #RevOps #ABM #GTM #B2B #SaaS #Tech #Sales #Customer Success

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Building a Successful GTM Strategy for Software Development (with Jan Zborowski, Co-Founder at SoftwareMill)

The RevOps & ABM Alignment

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תוכן מסופק על ידי Romeo Mann. כל תוכן הפודקאסטים כולל פרקים, גרפיקה ותיאורי פודקאסטים מועלים ומסופקים ישירות על ידי Romeo Mann או שותף פלטפורמת הפודקאסט שלהם. אם אתה מאמין שמישהו משתמש ביצירה שלך המוגנת בזכויות יוצרים ללא רשותך, אתה יכול לעקוב אחר התהליך המתואר כאן https://he.player.fm/legal.

In this episode, Romeo chats with Jan Zborowski, CEO of SoftwareMill, about how they shaped their go-to-market strategy with customer insights and market research. They also discuss the role of organic content in business growth, the future of AI, and the importance of building strong partnerships.

HIGHLIGHTS:
00:00 Intro and background
02:00 The evolution of Software Mill
09:40 The influence of business people on technical decisions
15:11: Building a new strategy
19:24 Hiring a Chief Growth Officer
29:17 The challenges of hiring in a specialized field
31:00 The importance of networking
33:26 Understanding the market
36:40 Investing in sales and partnerships
40:38 Specializing in new areas of technology
45:17 The power of content marketing
48:39 The future of the tech market

Connect with Jan Zborowski

LinkedIn | Webpage

Connect with Romeo Mann:

LinkedIn | Webpage

***
This episode is brought to you by MAN Digital - RevOps and ABM & Demand Gen agency helping B2B companies with long sales cycles build revenue engines.

… continue reading

36 פרקים

#Entrepreneur #Business #Marketing #Romeo Mann #RevOps #ABM #GTM #B2B #SaaS #Tech #Sales #Customer Success

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The RevOps & ABM Alignment

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How To Build Your Revenue Factory (w/ Roee Hartuv, Head of Revenue Architecture Practice in Winning by Design) 33:16

לפני 30 weeks33:16

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33:16

In this episode, Roee from Winning by Design explains how to build a scalable "revenue factory" for SaaS companies. Learn the essentials of revenue architecture, and driving recurring revenue. We cover: - How to build a revenue factory using six-core models. - Importance of product-market fit, pricing, and data modelling. - Shifting from founder-led sales to structured growth. - Customer retention's role in long-term success. Connect with Roee Hartuv LinkedIn | Webpage Connect with Romeo Mann: LinkedIn | Webpage *** This episode is brought to you by MAN Digital - RevOps and ABM & Demand Gen agency helping B2B companies with long sales cycles build revenue engines.…

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Latent Buyers vs. Active Buyers: Why You Need Different Sales Procesess (with Frank Nardi, CRO at Cin7) 1:00:08

לפני 31 weeks1:00:08

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1:00:08

Not all buyers are created equal. In this episode, Romeo sits down with Frank Nardi, CRO at Cin7, to unpack the key differences between latent and active buyers. You’ll discover how to tweak your sales approach to connect with both types and avoid costly mistakes from treating every lead the same. HIGHLIGHTS: 00:00 Intro 02:34 Inventory management 08:18 The role of a Chief Revenue Officer 14:00 Breaking Silos 23:38 Creating a smooth handoff process 29:05 Latent buyers vs. active buyers 37:07 Personalization in the customer journey 49:44 Moments that matter 55:02 Applying ABM and PLG Connect with Frank Nardi LinkedIn | Webpage Connect with Romeo Mann: LinkedIn | Webpage *** This episode is brought to you by MAN Digital - RevOps and ABM & Demand Gen agency helping B2B companies with long sales cycles build revenue engines.…

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The RevOps & ABM Alignment

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Scaling SaaS: Insights from 188 founders (with Anna Nadeina, Head of Growth at SaaS Group) 1:23:08

לפני 33 weeks1:23:08

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1:23:08

In this episode, Anna Nadeina discusses the challenges SaaS companies face in "the profitable growth" era, sharing insights from interviews with founders. She also explains how SaaS Group supports its companies. HIGHLIGHTS: 00:00 Intro 03:19 What is SaaS Group 15:56 SaaS market trends 21:50 Niching down for SaaS 25:07 Founders' mental health, AI, growth 39:00 Exploring SaaS niches 46:00 Targeting the US market 48:09 Cultural differences in GTM 59:31 Should everyone have a podcast? 01:12:51 Anna's recommendations Connect with Anna Nadeina LinkedIn | Webpage Connect with Romeo Mann: LinkedIn | Webpage *** This episode is brought to you by MAN Digital - RevOps and ABM & Demand Gen agency helping B2B companies with long sales cycles build revenue engines.…

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The RevOps & ABM Alignment

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Building a Successful GTM Strategy for Software Development (with Jan Zborowski, Co-Founder at SoftwareMill) 59:27

לפני 39 weeks59:27

הפעל מאוחר יותר

הפעל מאוחר יותר

59:27

In this episode, Romeo chats with Jan Zborowski, CEO of SoftwareMill, about how they shaped their go-to-market strategy with customer insights and market research. They also discuss the role of organic content in business growth, the future of AI, and the importance of building strong partnerships. HIGHLIGHTS: 00:00 Intro and background 02:00 The evolution of Software Mill 09:40 The influence of business people on technical decisions 15:11: Building a new strategy 19:24 Hiring a Chief Growth Officer 29:17 The challenges of hiring in a specialized field 31:00 The importance of networking 33:26 Understanding the market 36:40 Investing in sales and partnerships 40:38 Specializing in new areas of technology 45:17 The power of content marketing 48:39 The future of the tech market Connect with Jan Zborowski LinkedIn | Webpage Connect with Romeo Mann: LinkedIn | Webpage *** This episode is brought to you by MAN Digital - RevOps and ABM & Demand Gen agency helping B2B companies with long sales cycles build revenue engines.…

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Building High-Performing RevOps Team (with Sam Sutton, RevOps Director at Pearson) 1:00:08

לפני 40 weeks1:00:08

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1:00:08

In this episode, Sam Sutton covers building a successful RevOps team, key skills for this role, and tips on talent development. HIGHLIGHTS: 00:00 Intro & Background 03:16 Sam's Journey into RevOps 07:37 Attracting talents to RevOps 11:05 The Structure and Roles in RevOps Teams 14:22 Balancing Firefighting and Planning in RevOps 20:10 The Evolution of RevOps from SalesOps 24:08 Essentials Skills for RevOps Talent 27:48 Saying NO in RevOps 31:11 Finding Talent in Unexpected Places 35:09 Power of RevOps Communities Connect with Sam Sutton LinkedIn | Webpage Connect with Romeo Mann: LinkedIn | Webpage *** This episode is brought to you by MAN Digital - RevOps and ABM & Demand Gen agency helping B2B companies with long sales cycles build revenue engines. We dive into your strategies and CRM, identify growth levers and launch integrated campaigns to grow a pipeline that converts into revenue.…

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Strategic Role of Positioning: How STX Next Became a Python Powerhouse (w/ Ronald Binkofski, CEO) 48:16

לפני 41 weeks48:16

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48:16

In this episode, we talk about the importance of positioning for software houses and the growth challenges & opportunities tech companies face today. HIGHLIGHTS: 00:00 Intro and background 07:23 Economic Uncertainty 20:06 AI revolution 25:24 Challenges for CTOs 27:48 Processes with Business Impact 29:31 Technology with Industry Expertise 37:35 DeepNext: System for building AI use cases 44:01 Success Competencies in Tech Connect with Ronald Binkofski LinkedIn | Webpage Connect with Romeo Mann: LinkedIn | Webpage *** This episode is brought to you by MAN Digital - RevOps and ABM & Demand Gen agency helping B2B companies with long sales cycles build revenue engines. We dive into your strategies and CRM, identify growth levers and launch integrated campaigns to grow a pipeline that converts into revenue.…

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The RevOps & ABM Alignment

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Intent-Based RevOps Framework (with Darren Fay, Sr. Director of RevOps at Henry Schein One) 32:44

לפני 43 weeks32:44

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32:44

In this episode, Darren Fay introduces the Intent-Based Revenue Ops framework with its four pillars explaining how this approach makes RevOps people a business strategic partners, rather than just a support role. HIGHLIGHTS: 00:00 Intro and Background 02:31 Intent-Based Revenue Ops Framework 06:24 Change Management 13:43 The Power of Well-Defined Mission Statement 16:15 Driving Impact with Intent-Based RevOps 25:28 Skills and Competencies for RevOps Team Learn more about the Intent-Based Revenue Ops Framework here: https://www.peakrevops.com/blog/intent-based-revenue-operations-maximize-your-revenue-operations-teams-impact Connect with Darren Fay LinkedIn | Webpage Connect with Romeo Mann: LinkedIn | Webpage *** This episode is brought to you by MAN Digital - RevOps and ABM & Demand Gen agency helping B2B companies with long sales cycles build revenue engines. We dive into your strategies and CRM, identify growth levers and launch integrated campaigns to grow a pipeline that converts into revenue.…

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Navigating Forecasting in RevOps (with Jeremey Donovan, VP of RevOps at Inishgt Partners) 47:48

לפני 47 weeks47:48

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47:48

Romeo chats with Jeremy Donovan, VP of RevOps at Insight Partners, on ways to improve sales forecasts' accuracy for SMB and Enterprise, fill in forecasting gaps, and manage the sales pipeline. Connect with Jeremey Donovan LinkedIn | Webpage Connect with Romeo Mann: LinkedIn | Webpage *** This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines. How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.…

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Setting up GTM operations (with Roee Hartuv, Head of Revenue Architecture at Winning by Design) 59:48

לפני 47 weeks59:48

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59:48

Launching GTM Ops requires a strategic first step. Confused about where to start? Romeo chats with Roee Hartuv from Winning by Design about how to set up and improve GTM operations by creating a clear data model to track the customer journey. HIGHLIGHTS: 00:00 Intro 03:01 Product Market Fit vs Go-To-Market Fit 08:30 Implementing GTM Ops 26:41 GTM Ops for B2B SaaS Companies 28:24 Revenue architecture 37:13 Growth challenges and strategies 45:13 Business algorithm for growth Connect with Roee Hartuv LinkedIn | Webpage Connect with Romeo Mann: LinkedIn | Webpage *** This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines. How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.…

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Nearbound: New GTM for sustainable growth? (with Jill Rowley, GTM advisor & expert) 50:13

לפני 48 weeks50:13

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50:13

GTM expert Jill Rowley explains the "Nearbound" - a new GTM on the block focused on building partnerships with the companies that your customers already work with to drive joint growth. You'll learn about moving from aggressive growth to more sustainable ways of driving revenue and how GTM strategies have evolved. HIGHLIGHTS: 00:00 Intro and background 06:29 Partnerships in modern GTM 13:22 Nearbound strategy 27:32 Sales and marketing alignment 48:49 Partnerships for sustainable growth Connect with Jill Rowley LinkedIn | Webpage Connect with Romeo Mann: LinkedIn | Webpage *** This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines. How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.…

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Building Successful Product Studio with Railsware (Yaroslaw Lazor and Sergiy Korolov) 59:51

לפני 49 weeks59:51

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59:51

Romeo talks with Yaroslaw Lazor, CEO at Railsware, and Sergiy Korolov, Managing Director, about Railsware's rise as a top product studio. They delve into their lean methods, problem-solving frameworks, and hiring philosophy that underpinned their success. HIGHLIGHTS: 00:00 From IT outsourcing to product studio 35:59 Team management 38:18 Achieving Product-Market Fit 59:36 Balancing product and service offerings Want to get more fresh insights into product management? Discover the top 5 podcasts recommended by Yaroslaw and Sergiy! https://railsware.com/blog/product-podcasts/ Connect with Yaroslaw Lazor: LinkedIn | Webpage Connect with Sergiy Korolov: LinkedIn | Webpage Connect with Romeo Mann: LinkedIn | Webpage *** This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines. How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.…

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The RevOps & ABM Alignment

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Growth strategies that made Netguru Europe's top Software House (with Radek Zaleski) 1:00:14

לפני 50 weeks1:00:14

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1:00:14

Landscape in the Software Development Industry is getting harder. Less demand, more competitors. Romeo talks with Radek Zaleski, Partner at Netguru, about the growth strategies that have made them one of Europe's top software houses. All B2B professional services companies can learn much about growth from this episode. HIGHLIGHTS: 00:00 Intro 03:23 NetGuru's growth journey 10:33 Changes in the market 27:40 The impact of content on Netguru's success 31:03 Building a strong brand 36:21 Gaining industry understanding 46:28 Identifying profitable niches 53:15 Couching young professionals 57:26 Avoid general business advices Connect with Radek Zaleski LinkedIn | Webpage Connect with Romeo Mann: LinkedIn | Webpage *** This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines. How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.…

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Leveraging Person-Based Ads in ABM with CEO and Co-Founder at Influ2, Dmitri Lisitski 45:49

לפני 1 year45:49

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45:49

What are person-based ads and how can companies use them in ABM campaigns? Why is a solid marketing foundation crucial for service-based companies? Why should C-level executives be involved in building ABM strategy early on? Romeo Mann sits down with Dmitri Lisitski, CEO & Co-founder at Influ2 (ABM software), to answer these and more questions. HIGHLIGHTS: 00:00 Intro and Reflections on the Market Condition 08:30 Person-Based Ads in ABM 16:19 Advanced Marketing Tactics 36:21 C-level Executives in ABM Strategy Connect with Dmitri Lisitski LinkedIn | Webpage Connect with Romeo Mann: LinkedIn | Webpage *** This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines. How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.…

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The RevOps & ABM Alignment

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Creating a Go-To-Market Roadmap with Co-Founder & CEO at Ignition, Derek Osgood 53:38

לפני 1 year53:38

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53:38

What are the key steps in creating a go-to-market roadmap? How to enter a new market? Which parts of the GTM strategy can you outsource to agencies? Romeo sits down with Derek Osgood, Founder & CEO at Ignition, to answer these and more questions: HIGHLIGHTS: 00:00 Intro and Background 01:23 GTM Roadmapping 09:27 Customer Feedback and Insights 20:38 Entering a New Market 31:47 Message Customization for Different Regions 34:40 GTM Execution Plan 41:23 Internal Competencies vs Outsourcing 44:45 GTM Maintenance and Optimization 48:23 Post Launch Phase 50:55 Neglected GTM Areas Connect with Derek Osgood LinkedIn | Webpage Connect with Romeo Mann: LinkedIn | Webpage *** This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines. How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.…

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The RevOps & ABM Alignment

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Optimizing Go-To-Market Efficiency with President at Amplitude, Thomas Hansen 47:40

לפני 1 year47:40

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47:40

How should companies prioritize go-to-market investments? What factors influence choosing a go-to-market for different customer profiles? When should benchmarking be used to assess go-to-market performance? Romeo sits down with Thomas Neergaard Hansen, President at Amplitued, to answer these and more questions. HIGHLIGHTS: 00:00 Introduction and Background 03:11 The Uncertainty in the B2B SaaS Market 05:32 Optimizing GTM efficiency 08:31 Consolidating the GTM Tech Stack 12:03 The Benefits of Product-Led Growth 15:03 Surviving as a Smaller B2B Company 23:00 The Art and Science of Sales and Marketing 26:19 Advanced Segmentation and Targeting 29:42 Benchmarking GTM metrics 33:23 Critical Role of GTM Strategy 42:25 Adapting to Technological Changes and AI Connect with Thomas Hansen: LinkedIn | Webpage Connect with Romeo Mann: LinkedIn | Webpage *** This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines. How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.…

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