About
Articles by Seth
Activity
6K followers
-
Seth Marrs shared this“What’s the cost of being right?” For those that don't know, Dana Therrien built the compensation practice at Forrester, and I took it over when he left. This practice had more client engagement than any other sales priority because of what Dana built. I hope you enjoy my conversation with Dana Therrien, Senior VP at Varicent, as much as I did. Dana shares lessons from leadership, military experience, sales performance management, and personal growth while discussing how modern revenue leaders must balance strategy, communication, and adaptability. In this episode, they explore: 🔹 Leadership Communication: Why self-awareness changes leadership effectiveness 🔹 AI & Revenue Strategy: How AI can improve operational efficiency and planning 🔹 Executive Maturity: The importance of balancing force, nuance, and empathy For leaders navigating growth, organizational complexity, and evolving revenue operations, this conversation offers valuable perspective on leadership and execution. Catch the full episode at The Innovative Revenue Leader #RevenueLeadership #SalesStrategy #RevenueOperations #AI #Leadership #GoToMarket
-
Seth Marrs posted thisIs it time to create compensation plans for your AI sales agents? Having an AI agent or a set of agents working alongside your sellers will become standard in the near future. As this happens, sales compensation teams will need to add them to their compensation planning process. You don't want your agents to be motivated by different things when giving advice to your sellers. For example, it is common for companies to use compensation plans to focus on motivating strategic product growth, and in many cases, that product is not a major driver of overall growth. If a seller's plan is adjusted to motivate the seller to sell the strategic product while the agent is programmed to drive overall growth, the agent will give the seller the wrong advice and support. If you have autonomous agents supporting your sellers, you need to make sure they are accounted for in your compensation planning. #CRO #RevenueOperations The Innovative Revenue Leader
-
Seth Marrs posted thisIf you’re going to Salesforce Connections, make sure our sister agency, Sercante | Trilliad, is on your shortlist. They are the go-to data and tech partner for accelerating GTM activations and building AI-driven lead funnels. From deep-dive sessions to their pre-concert happy hour, their agenda is packed. Interested in a meeting? DM me, and I’ll get you connected with their experts on-site.
-
Seth Marrs shared thisThis week's theme: A light week with more focus on engineering AI into companies work to build efficiency Enterprise AI adoption is rapidly reshaping GTM, RevOps, enterprise software, and workforce design around AI-augmented operational workflows, governed agent orchestration, and human oversight—while exposing a widening divide between augmentation-led transformation models and direct labor replacement strategies. Here are my top 3 insights for this newsletter: Standard Charter to cut over 7,000 jobs as AI to replace 'lower-value human capital' Quick Take: This approach is more practical but also more disturbing as companies start to engineer out roles. The question is whether new jobs emerge similar to what was seen in finance when ATM's were introduced. Relationship Prototypes: An Underrated Force in Business Quick Take: Loved the message that a work relationship can be something people feel genuinely proud to be part of if you build it through what you do, not what you say. 1mind Launches Ride-Along with the Industry's First AI That Joins Live Sales Calls as a Visible, Named Sales Engineer Speaking Directly to Buyers Quick Take: Many other AI vendors are doing this. The question is whether users are willing to trust AI to answer for this. It's fine as a novelty, but it needs to be much more accurate if you're going to put them in front of a customer in a deal cycle #CRO #RevenueOperations The Innovative Revenue Leader
-
Seth Marrs posted thisWhat will you do if your sales managers span of control doubled? Jared Houghton and I asked this question to a group of enterprise GTM leaders this week and the response was not what we expected. The conclusion in the room was they you cannot do it. That their business would not be able to run effectively if this happened. CFO's and CEO's are reading the news and taking in all the efficiencies they can get from AI. It's only a matter of time that they come to the conclusion that managers can handle more. Eg the decision to do it may not be yours. Whether it happens or not, all GTM leaders should be thinking about these scenarios so they have a plan ready if that decision is given to you to execute. #CRO #RevenueOperations The Innovative Revenue Leader
-
Seth Marrs shared this"Don’t confuse confidence with competence." Join me on the latest episode of Innovative Revenue Leader as I sit down with Nicola Miller, an experienced executive and expert at building and leading leadership cadences. Nicola shares how leading revenue organizations are transforming forecasting through operational discipline, signal-based visibility, and proactive management systems. In this episode, we explore: 🔹 Forecasting Evolution: Moving from subjective forecasting toward predictive operational models 🔹 Management Discipline: Why consistency and inspection routines matter more than tooling alone 🔹 AI & Revenue Teams: How automation is reshaping forecasting and seller responsibilities For revenue leaders focused on predictability, pipeline quality, and operational scale, this conversation delivers a highly actionable perspective. Catch the full episode at The Innovative Revenue Leader #CRO #RevenueOperations
-
Seth Marrs shared thisDo you have a best-in-class GTM tech stack? Where does technology overlap? That is the problem I was trying to solve when I reached out to Nicolas de Kouchkovsky Over the last 6 months, we have been going back and forth to develop an approach that enables companies to conduct this assessment. I love what he came up with. It covers core technologies and can be used to see a specific technology's capabilities and identify where you have gaps. I can't wait to use it to help clients maximize the value of their GTM tech stack #CRO #RevenueOperations The Innovative Revenue Leader https://lnkd.in/gFHHhw-Y
-
Seth Marrs shared thisThis week's theme: Layoffs and AI launches were abundant last week Enterprise GTM software is rapidly consolidating into AI-native “systems of action” that replace fragmented sales, marketing, customer success, and revenue operations workflows with unified agentic execution platforms, while driving workforce compression, organizational restructuring, and a shift toward usage-based operating models. Here are my top 3 insights for this newsletter: Large Study Finds That Replacing Workers With AI Is Backfiring Badly Quick Take: The winning formula in AI right now is augmentation, not replacement. Layoffs at Cisco, Zoominfo, Cloudflare and LInkedIn. Quick Take: All for different reasons. If this becomes common, that will be concerning. Gong Growth Accelerates Past 55% YoY as Enterprises Adopt Revenue AI; ARR Tops $500M Quick Take: Gong is showing that having a tool that can use AI to turn conversations into insights is now a must have. #CRO #RevenueOperations The Innovative Revenue Leader
-
Seth Marrs posted thisStart calling everything an agent or risk being perceived as behind by those who don't care whether an agent is a process workflow solution that's been around for 10 years, machine learning, or a truly agentic solution. The reality is that the scoreboard for executives right now is in counting how many agents they have in their business. You can stay committed to your purist definition and be right but perceived as behind by those who write the checks, or change your talk track and be the hero. You choose. #CRO #RevenueOperations The Innovative Revenue Leader
-
Seth Marrs reacted on thisSeth Marrs reacted on thisClaude's newest model just dropped. Here's what you need to know. Opus 4.8 was released today, and it changes how you interact with Claude and manage your token consumption. If you're not familiar with the Claude models, there are 3 main ones: Haiku - the fastest, best for quick and simple tasks Sonnet - still fast, but stronger reasoning than Haiku Opus - the powerhouse for complex work and deeper reasoning I've always stuck with Opus for most things. I pay for the Max subscription, so I don't think much about how many tokens I'm burning. But Opus has a reputation for being a token hog. It can push you into your session or weekly limits a lot faster than Sonnet or Haiku would. Especially if you're on the $20/month plan. With 4.8, Anthropic is making that easier to manage. You can now set the effort level right inside the model selector. The options run Low, Medium, High, Extra, and Max. Higher effort means Claude thinks longer and harder. Lower effort means faster, lighter responses that sip tokens instead of guzzling them. Opus 4.8 defaults to High, and Anthropic says that at that setting, it uses about the same tokens as 4.7's default while performing better. So the token problem gets a little better on its own. You could already do this with a slash command (/effort max), but almost nobody I talk to ever touched it. Putting it in the model selector puts it in front of everyone. It just dropped, so I haven't had real time with 4.8 yet to see how it stacks up against 4.7 or 4.6. Going to put it through its paces this week. I'll report back.
-
Seth Marrs liked thisSeth Marrs liked thisWhat changes when Sales, Finance, and RevOps stop operating as separate functions and build one sales plan together? Paula Lerke, Enterprise Sales Enablement Lead at Bayer, Terry Sember, Sr. Global Incentives Strategy Leader at Ingram Micro, and Varicent's Head of Research and Insight, Curtis Schroeder walked through what it takes to break down silos, align teams under a single operating model, and build a revenue plan that every function can stand behind. The shift isn't just structural. When planning and incentives connect, execution gets faster, friction drops, and teams stop working around each other. #VaricentUnlock #UnlockLive
-
Seth Marrs liked thisSeth Marrs liked thisMost organisations are moving quickly on AI right now. But one of the more interesting findings from our soon-to-launch GTM research is that 76% of leaders say AI is being adopted faster than their operating model can support. That gap is becoming one of the biggest challenges in GTM. The first wave of AI helped individuals work faster. The second helped teams automate specific tasks and workflows. The next wave is different. AI is becoming part of how revenue teams execute: helping prepare for customer conversations, identifying deal risk, coaching against proven behaviours, surfacing next best actions, and supporting execution across increasingly complex GTM motions. And when you look at how revenue teams actually execute, many organisations are still working through the same challenges: • Inconsistent execution across teams • Fragmented workflows and handoffs • Low adoption of new ways of working • Difficulty scaling what top performers do consistently The question isn't whether AI will change GTM. It's whether our operating models can evolve quickly enough to capture the value. On 16 June, I'll be hosting a small workshop in London with Lucas Welch and Toby Baker to explore where execution breaks down, what's slowing deals down, and what it really takes to become AI- and agent-ready. This will be a practical working session for senior leaders across Sales, Marketing, Enablement, and Revenue Operations. If you're in my network and interested in joining, send me a DM and I'll share more details.
-
Seth Marrs liked thisSeth Marrs liked thisSeth Marrs, Chief Strategy Officer at Sandler, opened this morning's Unlock Live Main Stage in Boston with a question, what does excellence in sales look like when AI is rewriting the rules of how teams plan, compensate, and perform? His framework came down to three things: capability, technology, and human judgment. Seth challenged the room to think about how each one needs to evolve, and where leaders should start. AI isn't a shortcut for comp admins and planning teams. It's the unlock that lets them reinvent how they operate. The efficiency AI creates should go toward redesigning how incentives work, not just running the same processes faster. As AI absorbs more of the technical lift, the teams that invest in soft skills will be the ones that stand out. #VaricentUnlock #UnlockLive
-
Seth Marrs liked thisSeth Marrs liked thisWe're excited to announce the appointment of DDS Dobson-Smith, PhD as Trilliad's Chief People Officer! Welcome to the team, DDS! Check out the official announcement in the comments below...
Experience & Education
-
Sandler
View Seth’s full experience
See their title, tenure and more.
or
Licenses & Certifications
-
-
-
-
-
Project Management Professional (PMP)
Project Management Institute
Issued ExpiresCredential ID 2802566
Volunteer Experience
-
Create Pitch Deck
Science from Scientists
- 3 months
Education
Help company come up with a new presentation for schools and sponsors
-
Create Strategic Plan
Slowik Music Institute d/b/a Credo
- 5 months
Arts and Culture
Help Credo develop a strategic plan to help advance the influence and scale of their mission.
Publications
-
Double the speed and impact of your process improvement initiative by making your tools and data as flexible as your process.
PEX Week 2015
See publication- Integrating tools and data into your process improvement philosophy
- Software tools are the new shop floor and must be as simple as possible to change
- Turning data into action. We have more information than at any point in our lives. The key is to ensure we utilize it to drive successful outcomes -
Moving from reactive to proactive service management
Field Service East
This session provides a case study on how a company went from managing their business re-actively using 30+ different spreadsheets to a single tool that pro-actively provided leaders with the information they needed to run their business. Doing this made it easy for service leaders to see what mattered while eliminating the details that are all to common in the spreadsheet world of most businesses. The result was less time reading reports and more time taking action.
-
Tips to help tackle linearity: Eliminating the sales hockey stick
Manufacturing Process Excellence
Are you willing to do what it takes to better manage – or event eliminate - the sales hockey stick? Sales linearity is a problem that most manufacturers would like to solve. However, many don't have the patience or collaboration required to get it done. This session will offer several steps that can be taken to improve linearity in your business, including:
- Create a realistic forecast to trending map:
- Develop standard language between sales and manufacturing
- Eat the…Are you willing to do what it takes to better manage – or event eliminate - the sales hockey stick? Sales linearity is a problem that most manufacturers would like to solve. However, many don't have the patience or collaboration required to get it done. This session will offer several steps that can be taken to improve linearity in your business, including:
- Create a realistic forecast to trending map:
- Develop standard language between sales and manufacturing
- Eat the elephant one bite at a time -
Intro to Work.com: Sales Goal Setting
Salesforce.com Dreamforce 2013
Lots of organizations talk about goal setting. A few do it right. This was a Dreamforce 2013 session focusing how sales organizations increased alignment through goal setting to drive greater productivity.
-
Do you need to improve or reinvent? Interview with GE Healthcare's Seth Marrs
Pex Network
See publicationDisruptive technologies are causing widespread changes to working practices and business models. The internet, for instance, has enabled all sorts of new business models to thrive – think iTunes or eBay. And the pace of this technological disruption is happening more and more frequently these days.
So does this mean that continuous improvement – with its focus on incremental improvements – is becoming irrelevant given that the rules of the game are constantly being completely rewritten? And…Disruptive technologies are causing widespread changes to working practices and business models. The internet, for instance, has enabled all sorts of new business models to thrive – think iTunes or eBay. And the pace of this technological disruption is happening more and more frequently these days.
So does this mean that continuous improvement – with its focus on incremental improvements – is becoming irrelevant given that the rules of the game are constantly being completely rewritten? And what impact does that have on how we do process and continuous improvement?
In this Process Perspectives podcast, Seth Marrs, GM of Sales Enablement at GE Healthcare discusses how process improvement needs to embrace technology for process transformation and how you can decide whether you incrementally improve or whether it's time to go back to the drawing board. -
Seth Marrs view of business and leadership
Blog
See publicationBlog created to share my experiences as a leader.
Recommendations received
4 people have recommended Seth
Join now to viewOther similar profiles
Explore more posts
Explore top content on LinkedIn
Find curated posts and insights for relevant topics all in one place.
View top content