Jason Green

🌟Innovative VC Firm Overcomes Exits Drought with Secondary Sales🌟 ⛵Navigating a challenging landscape where exits are scarce, Santa Barbara Venture Partners (SBVP) has pioneered a novel approach to sustain its growth and attract investors for its second fund: secondary sales. Instead of waiting for traditional exits like IPOs or acquisitions, SBVP opted to sell shares of its portfolio companies, demonstrating its ability to generate returns for investors and stand out in a competitive market. 🎤According to Dan Engel, founder and managing partner of SBVP, these secondary transactions have been a game-changer, sparking investor interest and bolstering the firm's credibility. By leveraging its recent successes, including a lucrative stake in sports-betting company DraftKings Inc.' acquisition of digital lottery app Jackpocket, SBVP seized the opportunity to return profits to its limited partners (LPs) and pave the way for its second fund. 💡Engel highlighted the challenges faced by young VC firms in raising subsequent funds, particularly amid a downturn in exit activity and heightened investor scrutiny. With traditional exit routes becoming increasingly elusive, the pressure is on for firms to demonstrate tangible returns and establish a track record of success. ✨"For us, secondary sales have been a game-changer. They've helped us return profits to our LPs and attract investors for our second fund," said Dan Engel. 💰For SBVP, the decision to pursue secondary sales was driven by the need to provide liquidity to LPs and validate its investment thesis in the eyes of prospective investors. By strategically offloading portions of its holdings in high-performing portfolio companies like Bark Technologies and Rad AI, SBVP not only generated substantial returns but also bolstered investor confidence in its ability to deliver results. ⚠Despite the complexities and potential stigma associated with early share sales, Engel emphasized the importance of prioritizing investor returns and seizing opportunities to unlock value for stakeholders. With a focus on profitability and transparency, SBVP remains committed to its mission of delivering sustainable growth and maximizing returns for its LPs. 🔍 "Returning profits to our investors is our top priority. By strategically selling shares, we're proving our commitment to delivering results and driving value for our stakeholders," added Engel. As SBVP continues to explore secondary transactions and expand its investor base, the firm stands as a testament to innovation and resilience in the face of market challenges. 🚀 ✅ Looking to raise capital for your #fund and increase the international pool of your LP #investors?   🤝 Need warm #LP introductions?   📝 Selling #secondaries to increase liquidity?   🧐 Looking for co-investments?   ▶ G+QUANT's link for inquiries and fund decks: https://lnkd.in/gjC_EuTE #VCInnovation #SecondarySalesSuccess #InvestorReturns #ValueCreation 

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Hot Take��� RIP #PLG, Long Live #SLG But before you throw shade, let me explain… 🔹 There are undoubtedly exceptions, I’m sure many will highlight monday.com, Freshworks, etc. 🔹 PLG works well for low ACV deals with low CAC… think SMB and mid-market customers. Target CAC payback <12 months 🔹 PLG is a fantastic top of funnel marketing channel for enterprise sales ⭐ But for 6-figure enterprise sales, you need enterprise salespeople pressing the flesh with customers

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Check out the latest GTM Secrets podcast by Identity Matrix with Saad Shaikh at CAST AI! He's a RevOps guru for both enterprise and mid-market orgs. Learn what he thinks we should be doing to accelerate the sales cycle, how to structure revops, and what it takes to rock in your gtm operations. Get the full episode on YouTube, Amazon, Apple, Spotify, and more! Link in the first comment. #gtm #revenueoperations #martech

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Become an expert on any account in under 5 minutes! ⏰ ZoomInfo Copilot's AI Account Summaries tell you everything you need to know about a given account — including pain points, upcoming deals, important contacts, and more. Ready to optimize your sales strategy? Request a demo to see ZoomInfo Copilot in action: bit.ly/3VRm9E0 #ZoomInfoCopilot

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Thanks to Dave Rigotti and team for a wonderful #PLGTM conference in SF. I had great discussions with sales and marketing leaders and here are some observations on how PLG has evolved. Part 1: Time to rethink PLG practice ✔ While the core idea of PLG revolves around self-service adoption and user-driven growth, the practice has evolved, and companies are recognizing the need for a hybrid approach. ✔ For a lot of practitioners, PLG means self-service and users adopt the product without sales support. In practice, PLG leads to increases S&M costs increasing CAC. So, it no more just about building a product but putting the marketing $ behind it. ✔ Enterprise buyers are researching on their own and have good information before they come to the call. Huge number of prospects want sales help in navigating the value prop but want to try out themselves. ✔ PLG does lead to execution speed driving the awareness, showing the value, decreasing sales cycles and enabling simple and faster expansion. ✔ There is a myth that only startups or B2C companies use PLG and has to be bottom-up approach. While many of the companies we know and products we use might be B2C, lot of enterprise B2B companies are PLG as well. e.g. users can simply signup and start using Calendly, Canva or Airtable. teams can start using the products like loom, figma and datadog. ✔ Bringing customers need a hybrid approach in 2024. You need to provide user value created by the product and buyer value created by sales teams. Think about product market fit and product customer fit - leading to greater number of happy customers ✔ Every KPI you are measuring should drive an outcome. If you collect data, ask "what is it used for? " and "how does it help customer or adoption?" ✔ As the PLG model continues to evolve, companies must adapt and embrace a balanced approach that leverages the power of self-service adoption while providing sales support to drive customer success and long-term growth. Thanks to David Yockelson and Dave Boyce for providing engaging discussion on the core of PLG. #productledgrowth #productledsales #salesledgrowth #startups #salesleadership #productmanagement

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What an AWESOME episode! Love Bill's orientation on growing your career including the 3 career phases of 1) Learn 2) Earn (not just financially..) and 3) Return. Bill Binch Battery Ventures Thanks Revenue Builders Podcast for continuing to put out such great content.

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What does 'Execution Excellence' actually mean? And why are Marc Benioff + Amit Bendov obsessed with it right now? Killer insights from Charlie Moss on how category leaders like Salesforce & Gong are resetting expectations to win despite headwinds!! 💥 “More rigor, more discipline, focused enablement, and a refined GTM strategy are a major part of their approach.” Specifically, Gong is investing in the following: - Greater accountability for the sales team + sales management - Weekly KPIs, weekly results, + monitoring key activities - Tracking every single deal with MEDDIC Achieving 'execution excellence' when it comes to running revenue teams is the WHY behind founding Accord... Ensure rigorous execution across each deal, and translating the winning strategy to the field in a way that actually works for sellers! Including tracking MEDDIC without feeling like homework, automatically updated in your CRM. Sales + CS Leaders using Accord to drive execution excellence understand what it takes for their sellers to win in 2024. Eg, we pulled data across 500+ Opps for a customers at their QBR, and saw: - 28% Win Rate across opportunities without Accord - 56% Win Rate across opportunities with Accord .... 100% increase in Win Rate when using Accord. This market isn’t about doing more with less. Its about doing the right things – consistently.

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Great dinner and discussion on the cutting edge of outbound automation and signals. Two nuggets from the discussion: 1) Email deliverability is especially critical for GTM motions with large scale outbound automation (usually selling to SMBs and wide TAM). There doesn’t seem to be a silver bullet, and banking on one deliverability vendor / approach is risky. 2) Bulllish on signals and automation for up-market GTM motions, but needs to be done thoughtfully. Likely keeping reps in the driver’s seat and less end-to-end automation.

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What does it take to launch a product and land your first customers? 🤔 Join ZoomInfo CEO and Founder Henry Schuck as he sits down with 30 Minutes to President's Club hosts Nick Cegelski and Armand Farrokh to reflect on ZoomInfo's first 100 customers. He'll share how it all began, how he got started, positioned his pitch, the product — and launched. Learn from his experience: • How to think about your first product launch • How to talk about what you offer • How to get in front of your first 100 customers Register now ➡️ bit.ly/3KYHzJ2

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📊 It’s not just about having data; it’s about having the *right* data. That’s what Hive found by adopting Gong Engage and Gong Conversation Intelligence. This powerful duo surfaced insights and next steps for John Furneaux and Hive’s sales team. They can now breeze through deals, navigate discovery calls with ease, and uncover more opportunities. The result? A 44% increase in meetings booked and 30% rise in sales opportunities. And that’s not even the full extent of Hive’s wins! Read about the rest here: https://lnkd.in/gh-7X7jG 

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More Rigor for Sales Teams per Amit Bendov and Marc Benioff   How do Gong and Salesforce respond to the “headwinds” and “budget scrutiny” mentioned in many B2B SaaS earnings calls earlier this month? More rigor, more discipline, focused enablement, and a refined GTM strategy are a major part of their approach. Gong’s CEO, Amit Bendov, last week on the SaaStr podcast episode 741, and Salesforce’s CEO, Marc Benioff, on the May 29, earnings call, stated similar approaches for how they plan to navigate current “headwinds” and “budget scrutiny” expressed by many B2B SaaS companies recently. Here are the approaches that Gong has put in place:  - Weekly KPIs, weekly results, and monitoring key activities   - Tracking every deal with MEDDIC  - Greater accountability for the sales team and sales management Amit also shared that at first some of his sales teams “didn’t love it” but now that they are hitting their numbers and seeing the results, they are warming to the additional structure and discipline. Salesforce’s CEO, Marc Benioff, interrupted his COO on the earnings call to reinforce the current narrative inside Salesforce to deliver “strong financial metrics” and a “high level of customer success” organized around the following three guiding principles: 1) Start every quarter with much higher pipelines, 3x vs 2x coverage (deeper inspection) 2) Need a much higher level of enablement (for gen AI models, data frameworks, etc.) 3) Level of stability (versus disruption of shifting strategy to meet fiscal demands) Marc sums up the Salesforce approach with this quote, “So, there is a level of balance that has to be achieved in regards to stability and disruption. And those three attributes, having 3x pipelines, having much higher levels of enablement, and having much higher levels of stability, that is the key to managing in this (more challenging) environment and this part of the (B2B SaaS) industry right now. Both CEOs talk about enhanced rigor, discipline, and a more structured approach to the sales process being a more effective path to navigate this current environment. From my perspective, this is a good example of two highly successful companies continuing to examine their internal GTM processes and experiment with adjusted approaches to achieve success. To what degree have you documented and effectively enabled your sales process for this more challenging environment? Will enhanced rigor, discipline, and a more structured sales approach help your sales reps ramp faster and/or close more deals? What are your thoughts?

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Jared Barol, former Head of GTM Strategy at Salesforce and Reputation, joined me on the GTM Secrets podcast by Identity Matrix. This guy knows his stuff. We discussed balancing innovation and focus, competing at the highest level, and market penetration. Jared was awesome to have on. Go check out the full episode on every major podcast platform. Link in the comments! #saasmarketing #marketing #gotomarket

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If you're a RevOps leader charged with moving your GTM execution faster -- this thought-leadership session is for you. Join us on May 30th in San Diego at the RevOps Co-op conference. We are bringing a panel of top-notch speakers to share their insights and success playbooks. Here's the session line-up for "Blood, Sweat & Sales People: Confessions from the RevOps Frontline": Eyal Orgil, DealHub's CRO, dives deep into the heart of the action with RevOps experts Ayelet Germanski (PlexTrac) and Amie Weizer (Zensai), revealing their unfiltered secrets to GTM mastery. Gain 3 crucial insights: Scale with Speed: Master the art of GTM scaling – launching AND maintaining growth momentum. Discover how to thrive in a resource-constrained market through smart process streamlining and efficient workflows. Adapt to Conquer: Learn how to react quickly to market shifts and build resilience for the unexpected. Uncover expert tactics for achieving growth even with limited resources. RevOps Revolution: Optimize your RevOps journey. Identify the signs that you need a reboot, foster seamless collaboration across departments, and ensure your entire RevOps process aligns perfectly with your organization's goals. Let's meet in person - secure a time to chat here >>> https://okt.to/Fb7rxE Use the discount code 'RAFDealHub10' to get 10% off your event ticket! #GTM #revops #thoughtleadership

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What's more fulfilling than... 👉 Learning from GTM Leaders 👉 Getting tried and true playbooks 👉 Connecting with community? Well... snagging some amazing swag and having the chance to win an Away bag doesn't hurt. Tune into the 4-part Game Changers Masterclass May 14th to master the art of building powerful webinar programs that attract large audiences, drive engagement, & convert registrations into revenue. You'll hear from: 💡 Godard Abel, CEO & Founder of G2 about the State of B2B Buying 💡 Lauren Vaccarello, Rowan Tonkin, & Jane Alexander about Uniting your GTM team & getting executive buy-in to fuel-efficient growth 💡 Carly Chan, Sr. Manager, Platform Marketing at Carta on her playbook for driving hundreds of event registrations – consistently 💡 Kyle Coleman, Alex Ortiz, & Palmer Houchins about How to build a brand that engages a global community 💡 Molly Bruckman & Stewart Hillhouse on their playbook for fueling audience engagement 💡 Kyle Lacy, Adam Kaiser, & Alexi Hatch about the ABC of ABM 💡 Nadine Regan on her playbook for turning registrations to revenue 💡 Alayna Thompson, Chris Kiertz, & Iryna Z. about The MarTech puzzle for efficient data-driven marketer So, how do you get the Away bag? Join 2+ sessions live and share your learnings with the community and you'll be entered to win big 💪 Looking forward to seeing you all there! Link to register in the comments below 👇 And shout out to our partners that helped bring this series to life! Sendoso, Champify, Mobly, 6sense, Chili Piper, Navattic, & Mutiny #GameChangersMasterclass #Growth #virtualevents #demandgen #b2bmarketing #revenue

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Should your #RevOps team be on an incentive plan? “I do think RevOps should have their own compensation structures,” said RevOps Leader Sarah Ditmars. “The better the team does, the more revenue made. This revenue directly reflects your team’s performance, which is tied to RevOps’ efforts and responsibilities.” According to Pavilion’s most recent compensation benchmark report, the most common variable pay split for a RevOps role is 85% base and 15% variable. That 15% could be tied to a quarterly accelerator or cash bonus tied to profits. Or, you could adopt a profit-sharing model. Our latest blog features some examples and best practices for RevOps comp plans. Thanks for sharing your expertise with us, Sarah!

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We have a few more episodes published on the Built by People Podcast! Find the link in the comments to learn from Wade Galde, CCP, GRP, former Director of Total Rewards at The Knot Worldwide and Laura Thiele, Chief People Officer at Optimizely. These leaders are awesome!! Let us know what you think..

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After the first deep dive discussion w/ founders I often hear a comment "I wish I had heard about this alternative [to all-in must-become-a-unicorn] way to build a startup earlier as I have wasted years in pursuing the wrong thing". Our mission is that no founder would ever need to say that again as it is such a waste. Us preaching the gospel 1:1 just doesn't scale, hence we use mass media to multiply our efforts - that's how Gorillacast came to be. The 1st episode is out, featuring yours truly. "How can you know what food you like unless you taste everything" said a chef. How can founders make informed choices about the best strategy for them to follow unless they know of all alternatives? This might not be of interest to you but pls spread the word so that the founders who should hear it can find it. I have a dream!

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If you're a RevOps leader charged with moving your GTM execution faster -- this thought-leadership session is for you. Join us on May 30th in San Diego at the RevOps Co-op conference. We are bringing a panel of top-notch speakers to share their insights and success playbooks. Here's the session line-up for "Blood, Sweat & Sales People: Confessions from the RevOps Frontline": Eyal Orgil, DealHub's CRO, dives deep into the heart of the action with RevOps experts Ayelet Germanski (PlexTrac) and Amie Weizer (Zensai), revealing their unfiltered secrets to GTM mastery. Gain 3 crucial insights: Scale with Speed: Master the art of GTM scaling – launching AND maintaining growth momentum. Discover how to thrive in a resource-constrained market through smart process streamlining and efficient workflows. Adapt to Conquer: Learn how to react quickly to market shifts and build resilience for the unexpected. Uncover expert tactics for achieving growth even with limited resources. RevOps Revolution: Optimize your RevOps journey. Identify the signs that you need a reboot, foster seamless collaboration across departments, and ensure your entire RevOps process aligns perfectly with your organization's goals. Let's meet in person - secure a time to chat here >>> https://okt.to/LiA01k Use the discount code 'RAFDealHub10' to get 10% off your event ticket! #GTM #revops #thoughtleadership

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🚀 Why You’ll Set Up Your RevOps Vertical Wrong—and Why You’ll Need to Overhaul It 🚀 As the founder of a Revenue Operations SaaS company, I've interacted with over 100+ RevOps teams, and let me tell you, there's a pattern to why so many get it wrong. Even the most well-intentioned teams fall into the same traps, and I’m here to help you avoid them. 😬 Here’s the reality: Without the right foundation, even the best tech won’t save you. That’s why understanding the 5-step RevOps model is crucial for every high-growth team: Start with Strategy: 🎯 Know your customers, define your sales methodology, and set a clear game plan. Don’t start with systems—start with the blueprint. And here’s the kicker—document it. This isn’t some ever-changing notion; it’s the bible your RevOps team will swear by. Solidify Your Process: 🛠️ Processes are the recipes for success. Without them, your team is just throwing spaghetti at the wall and hoping something sticks. Create playbooks, simplify every step, and map out an ideal process. Know where to standardize and where to leave room for a little creative flair. Enablement is Key: 🔑 Train your team on the ‘how’ and the ‘why.’ Even the best systems will gather dust if your team doesn’t understand their purpose. Every validation rule, every flow, every field—make sure your AEs know how it all ties into the bigger picture. Without this, you’re stuck with either too many rules or incomplete data. Leverage Insights: 🔍 Data is just noise until you turn it into insights. Slice, dice, and make sure you’re extracting real value to adjust your strategy on the fly. And yes, this is where a tool like Clientell (shameless plug) can turn data into actionable insights in real-time, using natural language. Because even the best data is useless if you can’t get insights from it. Relentless Prioritization: 🚦 When resources are limited, you can’t do it all. Focus on what moves the needle and refine as you go. Use Jira, keep stakeholders in the loop, and make it clear what can and can’t be implemented within your timeline. This model isn’t just theory—it’s a proven roadmap to building a RevOps vertical that scales with your business. And the best part? It’s easier than you think once you know where to focus. 💡 👉 Ready to take your RevOps strategy to the next level? Let’s chat. Drop a comment or DM me—I’m always up for a conversation about driving growth! 💬 #RevOps #SaaS #RevenueOperations #GrowthHacking #Enablement #DataDriven #B2B #Strategy

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