Identifying and Understanding Your Target Customers

Dave Boyce is a go-to-market-focused advisor and board member with over 20 years of experience leading SaaS companies. Dave is the author of Product That Sells Itself, the forthcoming book from Stanford Business Press. Previously, Dave was the Chief Strategy Officer at InsideSales.com, CEO of ZenPrint, and the GM Consulting and PLG Practice Lead at Winning by Design. In this guide, Dave walks through the different approaches to building product-led growth and outfitting teams and your product to support self-service sales, renewal, and onboarding.

Sean Lane is the former Head of Revenue Operations at Drift and a founder of BeaconGTM, providing scalable revenue strategies for start-up and scale-up companies. In this guide, Sean walks through the steps to build a strategic and tactical plan for the new year including building an operating plan, quota and headcount planning, territory planning, and compensation planning.

With the explosion of excitement around generative AI, many companies are asking how it will affect them. While not every company has a strategy to become an AI company, every company can use AI to be more efficient. In this session, Tony Aug, Co-Founder and CEO of Nimble Gravity, walks through how generative AI models work, use cases for a non-AI company, and how to refine your use of generative AI.

Nimble Gravity is an international data science, engineering, and digital transformation advisory firm. They leverage business acumen, data acquisition and engineering, and AI/ML techniques to generate impactful insights. In this guide, Tony Aug, Co-Founder and CEO, walks through how generative AI models work, use cases for a non-AI company, and how to refine your use of generative AI.

Annie Mosbacher and Kristin Spiotto are the Co-Founders of Decoded Strategies, a marketing and retention strategy firm that supports exceptional companies like McDonald’s, Synack, and Red Hat. In this guide, they walk through building lead-generating content, following up with emails to convert, and building a nurture program for leads that drop out.

Roz is the Co-Founder & Chief Enablement Officer at Level213, a boutique consultancy that specializes in revenue enablement for growing technology companies. She previously led sales & enablement teams at Optimizely and Oracle. In this guide, she walks through how to succeed in sales in difficult economic times. She discusses how sales positioning, sales process, and sales management should change in a downturn to meet buyers where they are at when buyers are more cautious with their spend, and apply greater scrutiny to every purchasing decision.