Andy Mowat

Leading RevOps at scale requires clarity and trust. In our Q&A, Joel Arnold (Arnold GTM Advisors LLC) shares how he’s helped PE-backed SaaS companies cut through complexity: - Begin with a diagnostic - Use structured backlogs to move teams from reactive to strategic - Earn C-suite influence by framing outcomes (use the Rule of 40) If you’re running GTM operations in a mature environment, this conversation is worth reading. Read the Q&A here: https://lnkd.in/gywNcKGr And check out the full conversation with Joel on YouTube or Spotify: - YouTube: https://lnkd.in/gWR7naP5 - Spotify: https://lnkd.in/gFECMGgT

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Just about a month ago, I had the opportunity to share on Salesforce+ how we went from idea → production in 4 weeks—by focusing on two things: 👉 𝗔𝘀𝘀𝗲𝘀𝘀𝗶𝗻𝗴 𝗼𝘂𝗿 𝗱𝗮𝘁𝗮 𝗿𝗲𝗮𝗱𝗶𝗻𝗲𝘀𝘀 👉 𝗥𝗲𝗺𝗲𝗱𝗶𝗮𝘁𝗶𝗻𝗴 𝘁𝗵𝗲 𝗶𝘀𝘀𝘂𝗲𝘀 𝘁𝗵𝗮𝘁 𝗮𝗰𝘁𝘂𝗮𝗹𝗹𝘆 𝗺𝗮𝘁���𝗲𝗿𝗲𝗱 That journey wasn’t accidental. A big part of it was the 𝗱𝗮𝘁𝗮-𝗱𝗿𝗶𝘃𝗲𝗻 𝗮𝗽𝗽𝗿𝗼𝗮𝗰𝗵 we took alongside Coastal —grounding decisions in evidence, not assumptions. And equally important, leveraging #Cuneiform to gain deep insights into our data without it ever leaving our org—which allowed us to move fast without compromising security or trust. What this reinforces for me: We need to have the 𝗿𝗶𝗴𝗵𝘁 𝗽𝗹𝗮𝘁𝗳𝗼𝗿𝗺 capabilities like Agentforce + Data 360, 𝗮𝗻𝗱 𝘁𝗵𝗲 𝗿𝗶𝗴𝗵𝘁 𝗱𝗮𝘁𝗮. • Know your client's data • Make the right architecture decisions • Act with confidence Hoping to see more organization —customers and SIs— lean into this kind of evidence-based, data-first approach to accelerate outcomes. The opportunity is there. Let’s make the most of it. #Salesforce #Agentforce #Data360 #AIReadiness #DataStrategy #DataMatters

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For Dal Sidhu, Head of Global Sales Compensation at Zoom, the difference is simple: Xactly listens. By taking the time to truly understand his team’s challenges, Xactly puts the customer first and delivers innovative technology to solve real problems. And when it comes to what’s next? Dal is especially excited about what Xactly will do with AI. http://spklr.io/6048D4rdq

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Still using boring screen shares to pitch your SaaS product? In 2025, that won’t cut it. 88% of B2B buyers want to try before they talk—and interactive demos can lift conversions by up to 50%. This guide breaks down everything from demo strategy to storytelling, SEO, and AI personalization. 🎯 👀 Real examples. ✅ Step-by-step framework. ⚡ Powered by DemoDazzle. 📖 Read now: https://www.rfr.bz/l737148 🌐 Explore: https://www.rfr.bz/l6c538b #SaaS #ProductDemo #InteractiveDemo #DemoDazzle #SaaSMarketing #ConversionBoost #B2BSales #DemoTips2025

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Churn is a lagging signal. By the time it shows up, you’re already reacting. So we suggest you keep a close eye on retention signals not just revenue.   The SaaS leaders who scale confidently watch leading indicators instead:    • Feature adoption  • Usage depth  • Early customer health    This is because if your value isn’t enough to keep customers, scaling won’t boost your revenue. It will expose your weaknesses.   👉 Read the full breakdown:  https://lnkd.in/eK-cjdG7

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The Real Reason Your GTM Feels Misaligned Conversion data is easy to track. Awareness and trust? Much harder. And that’s where your pipeline is born. If your model only shows you the “how” (last click, form fill, email open), but never explains the “why” (word of mouth, peer trust, long-term brand impact) you’re flying blind. High-performing teams don’t just chase attribution. They build trust engines. And they track the full journey, even if the data isn’t perfect. Growth starts when your insights are as strategic as your spend.

Last week, Propel Software was featured as an ISV partner among a select handful of logos for the launch of Salesforce’s Agentforce for ISVs. This is a new launchpad from Salesforce that enables partners like Propel to package their unique IP into full-stack AI solutions — securely, scalably, and with unmatched speed. Our offering, Propel One, has been in the hands of a number of customers in early adopter mode since the Summer. Companies like Breg, Guardant Health, and Allegro MicroSystems are already seeing the results: – Engineering teams are accelerating ECO processing and reclaiming time for innovation. – Quality and compliance leaders are leveraging AI for faster, more accurate decision-making. – Product teams are experiencing a productivity lift across the entire value chain. Agentforce is about empowering teams to do their best work, with intelligence that’s contextual, compliant, and collaborative. That’s exactly what our customers count on us to deliver with Propel One. Reach out to the team to learn more about Propel One here: https://lnkd.in/ggArK2XN Read more about the launch and what it means for the future of agentic AI: https://lnkd.in/gWv9b7i7

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Enjoyed talking with Matthew Volm on RevOps AF about why most CRMs have an identity crisis. We dug into the “data behind the data” problem, the fact that 87% of CRM records have errors (based on data Kernel has fixed), and how that inaccuracy impacts territory design, account allocation, and rep productivity. I also went through the three-layer data stack: entity, enrichment and orchestration, and why getting the entity layer right is critical for your GTM strategy. If you want to avoid garbage-in, garbage-out and make your CRM ready for automation and AI, this episode is worth listening to. Link in comments.

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I heard Jeff Ignacio use Jevons Paradox to explain AI’s impact on RevOps. The idea is simple: When AI makes a RevOps workflow cheaper, the business expects more of it not less So when AI makes previously impractical RevOps work economically possible, the demand for RevOps expands instead of shrinking. His win-loss example made that idea clear. Before AI, win-loss analysis was limited by human bandwidth, so it usually happened once a quarter or once a year. By the time the team understood why deals were being lost, the insight was already late. with AI every sales call, pricing objection, and competitor mention can now feed into the analysis continuously so win-loss is no longer just a retrospective exercise. It becomes a live feedback loop. Patterns can surface in days, Positioning can change in weeks, and the learning can move faster from the field to enablement, product marketing, and sales. You can already see pieces of this shift across tools like Klue, Crayon, Hyperbound, Gong, Highspot, and Avoma. That is the real RevOps shift. AI is not just making old reports faster. It is making continuous revenue intelligence possible. #RevOps #RevenueOperations #AI #SalesEnablement #CompetitiveIntelligence

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For SaaS teams up to about $50M ARR, HubSpot + Stripe Billing + a clean ERP integration handles multi-currency quote-to-cash cleanly. Fast to deploy. Strong API. Low total cost of ownership. You don't need Salesforce CPQ. You don't need Revenue Cloud. You don't need a six-figure enterprise stack that takes 18 months to implement. The trick isn't the tools. It's the architecture. Specifically, standardizing the currency field in the CRM and letting it flow downstream. We've shipped this pattern dozens of times. It works. 👇 More in the comments #HubSpot #RevOps #SaaSKiefer Hazaz

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Are your GTM motions aligned to meet them there?” 80% of SaaS buyers now start with AI Outbound alone isn’t enough anymore. Today’s buyers are doing deep research via ChatGPT, SGE, and Perplexity—early in their decision journey. That means your GTM strategy must evolve: • Optimize entity visibility (think schema, structured data) • Create on-demand, intent-matched educational content that AI can surface • Track signals—not just clicks Swipe through for a 5-slide breakdown on building an AI-first GTM that converts smarter, faster, and cheaper. Ready to futureproof your motion? contact ushttps://lnkd.in/gdGeM7qg #SaaSMarketing #GTMSstrategy #AIinSaaS #EntitySEO #GoToMarket #SaaSFounders #DemandGeneration #MarketingInnovation

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My biggest takeaway is Salesforce is trying to do for Agentic AI what SQL did for databases. By open-sourcing Agent Script, SF aren’t just giving away a language, they’re bidding to own the framework for Agentic Enterprise. Will the flexibility of LangGraph keep builders in open-source land, or will the ease of a standardised "script" win out for production? OOOORRRR do they all end up being Salesforce App builders…

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Evan Blumenfeld (AE @ Salesforce) discussed how one of the early challenges he faced was getting up to speed with all the software tools. Once he figured them out, it became a real advantage. He was able to move faster, work smarter—and ended up being the person new hires went to when they had questions. #TechSales #SalesEnablement #Workflow #CollegeToCareer #GeniusZone

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Announcing ​the Acquisition of Momentum by Salesforce We are excited to announce that Momentum has entered into a definitive agreement to be acquired by Salesforce.  Momentum is an emerging leader in the rapidly growing  AI-native Customer Intelligence and Observability space.  Over the last 5 years, call and meeting recordings became standard practice in the Enterprise, with the promise of improving sales productivity and much more.  The reality turned out to be much more difficult, as the prospect of reviewing thousands of hours of video became a "needle in the haystack” exercise.  Enter AI. Santiago Ordoñez, Ashley Wilson, and Moiz Virani – the founders of Momentum.io – realized the new hidden gold that was accumulating in the enterprise.  Leveraging their deeply technical backgrounds, they built a purpose built data infrastructure to index all this information for the AI era.  The product offered profound insights from all conversational data, from forecast and pipeline intelligence to competitive and product insights to customer service empathy.  Customers could flexibly define automations and watch Momentum’s AI infrastructure offer insights they could only dream of.  This led to rapid adoption amongst some of the most demanding and fastest growing customers in the world. With such rapid growth and enterprise scale adoption, it is not surprising they caught the attention of Salesforce. FirstMark’s journey with Momentum started a little over 18 months ago when we led their Series A.  We had been looking furiously to find companies that could successfully and deterministically deploy AI against the demanding rigor of larger enterprises.  In Santi and Moiz, we found deeply technical founders who had the foresight that context, data infrastructure, specialization and deep integrations were the winning ingredients to build a category defining platform for go to market teams.  In Ashley, we had the glue who brought the team together.  Our original thesis centered around how the atomic unit of a meeting could serve so many different use cases.  From specific insights on a rep or customer basis to aggregated insights around competitive share shifts, as small examples, the “meeting” – at scale – could become the ultimate source of truth for an organization. An acquisition of a company with the momentum (not the first time!) of Momentum is always bittersweet.  But it is obvious what a powerful combination Salesforce + Momentum will be.  Working with Santi, Ashley and Moiz, along with the new leaders and fantastic employees at Momentum, has been an incredible privilege for David Waltcher and I.  They have built a fantastic organization across the US, Vancouver, India and Argentina.  We are grateful for their partnership and, more importantly, friendship.  ​This ​is a fantastic outcome for FirstMark and we look forward to continuing to back the next generation of leaders driving the next wave of AI adoption.

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I recently sat down with Antonio Grassi, CTO at Fastcall, to talk about their journey going all-in on Salesforce 🚀 From the early “wild west” days of building a dialer for Salesforce Classic, through the introduction of OpenCTI, to today’s Salesforce-native communications platform 📞💬 In our conversation we cover: 🔹 Why “native in Salesforce” is important – communications data stored in Salesforce for reporting, automation and security 🔹 Leveraging Salesforce desktop and mobile experiences to deliver a seamless user workflow 📱💻 🔹 Navigating modern telecom challenges like deliverability and compliance 🔹 What’s next with emerging technologies like RCS and AI/Agentforce 🤖 A fascinating look at the evolution of a Salesforce ISV over more than a decade. ▶️ Watch the full interview: https://dub.sh/qaokLwC Thanks to Fastcall for sponsoring this conversation. Salesforce Architects Salesforce Developers

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Private equity wants alpha. Your board wants results. Your CPQ stack? It needs to deliver both — without dragging down GTM velocity or bloating your tech spend. We just published a mid-year roundup of 5 high-impact insights — covering: 🚀 AI fatigue and vendor ROI 📊 Usage-based monetization leaks 📈 PE-backed value creation ⚙️ Best-of-breed RevOps architecture 🎯 Deterministic AI for quoting velocity This is what high-performing revenue teams are doing differently in 2025. 📩 Read it, bookmark it, share it with your team → https://lnkd.in/eATW2DYx

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Our most watched (and most loved) Salesforce feature is also the most overlooked. 😱 Pipeline Inspection is a built-in Salesforce tool that gives sales leaders instant clarity into what's really happening in their pipeline, providing thoughtful observations and actionable insights. A sample of of what you gain: ✅ Clear week-over-week pipeline movement ✅ Early visibility into at-risk deals with Einstein insights ✅ More confidence in forecasts with far less guesswork What it takes: Already have the platform? All you need is the proper set up and the right partner to unlock the value that's right in front of you...Demand Chain is here to help you - quickly and cost efficiently. If you’re not using Pipeline Inspection yet, you're missing one of the easiest wins on the platform. 🎥 Watch the full video: https://bit.ly/4qQVAez #PipelineInspection #Sales #Forecasting #SalesforcePartner

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❌ Agencies aren’t just expensive. They’re costing you time, talent, and pipeline. The top 5% of GTM talent is off the market in 7–10 days. Agencies take 2–4 weeks to send a shortlist. By then, your competitors already closed the offers. ⚡ In GTM, speed isn’t a luxury. It’s survival. That’s why founders are moving from agency resets → to hiring infrastructure that compounds speed, lowers cost, and fills roles before the market moves. 📖 Read the full breakdown: How Agencies Lose You Top GTM Talent https://lnkd.in/eqHZEDn5

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