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Business executive with deep experience in driving global revenue strategy and…
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Eric Martorano shared thisAccountability isn’t a culture problem. It’s an operating design problem. Many organizations already have smart people, clear strategies, and strong intentions. What they don’t have is clarity around decision rights, ownership, and how work actually moves across the business. So, accountability becomes subjective. Decisions slow down. Ownership blurs. Execution drags. That’s not a people failure. It’s a system failure. I wrote this article to challenge how many leaders think about accountability and to make a simple case: accountability only scales when it’s designed into the operating system of the company. Clear decision rights. Explicit ownership. Operating cadence that forces truth to the surface early. That’s how strategy turns into performance. This is the framework that separates intention from reality and it’s one I’ve seen many successful leaders use to drive clarity, alignment, and momentum at scale. Read the article here: Why Accountability Is an Operating System for Growth.
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Eric Martorano shared thisIn today's market, customer growth is not driven by a single great moment. It comes from consistent value delivered across every interaction. Too often, organizations are structured like a relay race. Sales hands off to implementation, implementation hands off to customer success, and success hands off to support. Customers feel those handoffs, and when they do, momentum slows. The companies that win take a different approach. They align around customer outcomes, not departmental metrics. Insights move freely. Teams operate with shared context. Value delivery feels intentional, repeatable, and connected. I've recently put some thoughts together on what customer-centric, outcome-driven alignment looks like in practice and why it has become one of the most important levers for retention, expansion, and sustainable growth. In this LinkedIn article, I cover why alignment matters more than ever in today’s environment, what true outcome-driven alignment looks like across sales, success, and product, how alignment directly fuels loyalty and expansion, and practical ways leaders can strengthen cohesion across teams. At Calero, this mindset is core to how we operate. When teams move together, customers do not just stay. They grow.
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Eric Martorano shared thisIf you can see your technology spend clearly but still can’t explain the outcomes, you don’t have a visibility problem. You have a governance problem. Enterprises are getting better at tracking technology costs. Yet many still cannot say, with confidence, what that spend is actually delivering for the business. Growth stalls. Risk accumulates. Budgets grow, but accountability does not. The next era is not about managing technology more efficiently. It is about governing outcomes. Clear ownership. Alignment to strategy. Discipline around results, not activity. I wrote a short piece on why enterprises must move from technology management to outcome driven technology governance, and why this shift now matters. At Calero, this perspective shapes how we think about technology and the outcomes it is meant to deliver. If technology spend keeps rising while confidence in outcomes keeps slipping, this read is worth your time.From Technology Management to Outcome Driven GovernanceFrom Technology Management to Outcome Driven Governance
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Eric Martorano shared thisOur record year wasn’t the result of a single moment, a late push, or a lucky break. It was built on high standards, shared belief, relentless execution, and the drive to show up the right way every day. As we prepare to gather in the Bahamas next week for Calero’s Peak Performers Club, I’ve been reflecting on why this year was so special. Not just what we achieved, but how we achieved it and who we became along the way. One leadership lesson this year reinforced for me is this: The people who consistently deliver exceptional performance do not rely on intensity or last‑minute pushes. They build repeatable habits, own their outcomes, and show up with the same discipline whether they are ahead of plan or facing headwinds. That consistency is what earns trust, compounds results, and separates Peak Performers from everyone else. Record outcomes come from consistency, ownership, coachability, and a commitment to doing the right things, especially when no one is watching. Peak Performers Club is a celebration of excellence. But excellence at Calero is never accidental. It’s built through shared accountability, collaboration over ego, and the discipline to show up with intention every single day. In the article, I share a few thoughts on: • How ownership and discipline compound results over time • How great teams make excellence repeatable • How culture and accountability turn strong results into lasting success If you’re leading teams, building culture, or focused on sustainable high performance, I hope this resonates. Read the full article below:The Culture That Turns High Performance Into A HabitThe Culture That Turns High Performance Into A Habit
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Eric Martorano shared thisKicking Off Calero’s 2026 Journey to Greatness in Scottsdale! Next week we unite in Scottsdale, AZ for our 2026 SKO - a focused summit to align strategy, sharpen execution, and accelerate the impact we deliver for our customers and partners. Our theme, “Journey to Greatness,” will guide how we set priorities, make decisions, and win together. Across Sales, Marketing, Product, Customer Success, Operations, Technology, Finance, and HR, we’re coming together as ONE Team, ONE Calero with clarity of purpose and a bias for action. We’re honored to welcome Don Yaeger for a keynote on Greatness, setting the tone for a week anchored in discipline, accountability, and measurable customer outcomes. 2026 is our inflection point. We’re ready to raise the bar, think bigger, move faster, and WIN as ONE. To all Calero customers and partners: If you’re ready to accelerate your 2026 outcomes, DM me. We're hosting SKO‑week Executive touchpoints so be among the first to shape the year with us. Momentum starts now! #JourneyToGreatness #TeamCalero Scott Gilbert Jason Wieser Michael Lucania Todd Smith Ryan Kelly Nicola Whiting Simon Mendoza Stephanie Day Hyoun Park James Villarreal Taylor Codomo Darian S.J. Hong
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Eric Martorano shared thisTechnology business management is being redefined and Calero is setting the new industry standard. That’s why I’m excited to welcome Hyoun Park as our VP of Telecom & Mobility Management. Hyoun brings enterprise insight and industry authority at a pivotal moment. As AI accelerates decisions and complexity surges across mobility, SaaS, cloud, and infrastructure, enterprises need more than visibility ... they need a partner who drives productivity, financial clarity, and real business outcomes. That’s exactly where Calero is pulling away from the field. We’re operating at a scale and level of innovation competitors can’t match with a relentless focus on customer success. Hyoun joining Calero is a clear signal of where the market is going and who’s leading it! Calero is setting the pace, shaping the category, and widening a gap the rest of the industry has no path to close. The future of technology business management belongs to companies that innovate with purpose and deliver outcomes that matter. That’s Calero. And we’re just getting started. Full announcement: https://lnkd.in/gsNrxRyzEric Martorano shared thisTelecom and mobility management have changed—permanently. What was once a back-office function is now a core driver of productivity, financial discipline, and technology decision-making. As AI accelerates how technology is deployed and used, enterprises can no longer manage telecom, mobility, SaaS, and infrastructure in isolation. That’s why we’re excited to welcome Hyoun Park as Calero’s VP of Telecom & Mobility Management. Hyoun brings a rare combination of enterprise operating experience and industry-wide perspective. He understands that the challenge today isn’t visibility alone—it’s connecting technology investments to real employee productivity and measurable outcomes. This hire reflects where the market is going: 💨Faster technology decisions 🧩More complex environments 📈 Higher expectations for business impact At Calero, we’ve always believed Technology Business Management should enable better decisions, not just better reporting. With Hyoun joining the team, we’re doubling down on that belief and continuing to invest ahead of the curve. We’re excited for what’s next for our customers, our partners, and the future of technology management. See the full press release ➡️ https://lnkd.in/gsNrxRyz #productivity #moreROI #makinganimpact #technologymanagement Eric Martorano Scott Gilbert
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Eric Martorano shared thisWe’re kicking off 2026 at Calero with incredible momentum and confidence in what’s ahead! 2025 was a truly exceptional year: ✅ Added top industry talent to an already remarkable team and strengthened our culture of innovation and collaboration. ✅ Continued investment in product innovation, enhancing our platform to deliver even greater insights and cost optimization. ✅ Achieved record customer health, reinforcing trust and value in our solutions. ✅ Accelerated SaaS Management success, giving customers greater visibility and control over their SaaS spend. ✅ Exceeded revenue performance goals, driving growth and validating our strategy. These accomplishments reflect the hard work and dedication of our team and the strong partnerships we’ve built with customers and channel partners globally. As we enter 2026, our top priorities remain clear and action-oriented: ➡ Engage deeply with customers to drive measurable business outcomes and deliver unmatched value. ➡ Empower our people to innovate and lead. ➡ Strengthen partnerships to expand reach and unlock new growth opportunities. ➡ Accelerate innovation across our platform to simplify technology expense management and deliver actionable insights. ➡ Execute with excellence, ensuring operational rigor and scalability as we grow. Thank you to our incredible team, trusted partners, and loyal customers for fueling this journey. Your passion and commitment have set the stage for what’s next. 2026 isn’t just another year — it’s our opportunity to raise the bar, break records and redefine what’s possible. The best is yet to come!
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Eric Martorano shared thisExpanding into a new market or industry is high stakes. The question isn’t if you’ll face challenges—it’s whether you have the precision, adaptability, and vision to turn them into opportunity. In my latest article, I share a few principles that transform market and industry entry from a gamble into a sustainable growth engine: ➡️ Empower your team to create momentum – Expansion is a team sport. When people have clarity, autonomy, and the right tools, they turn strategy into results. ➡️ Look beyond revenue—measure real impact – Growth isn’t just about numbers. True success is measured by customer adoption, trust, and long-term value creation. ➡️ Move fast, but with disciplined execution – Speed matters, but without structure, it leads to chaos. The most successful organizations pair agility with a clear framework for decision-making and risk management. ➡️ Turn insight into action – Market research is only valuable if it drives execution. Align teams around shared goals and adapt quickly based on real-time feedback. ➡️ Build a playbook, not just a plan – A repeatable framework transforms expansion from a gamble into a growth engine. Data-driven decisions reduce risk and accelerate success. Winning in a new market isn’t a sprint—it’s a disciplined marathon. At Calero, we combine speed with structure, insight with execution, and ambition with purpose. That’s how we turn market and industry entry into leadership—and why we’re excited for what’s ahead in 2026.Strategic Market & Industry Expansion: Turning Opportunity into Sustainable GrowthStrategic Market & Industry Expansion: Turning Opportunity into Sustainable Growth
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Eric Martorano shared thisAI in 2026: It’s Not About Tools—It’s About Impact AI adoption is everywhere, but here’s the truth: impact is uneven. The leaders who win in 2026 won’t just deploy AI—they’ll elevate it into a leadership operating system for better decisions, smarter operations, and more human-centered experiences. ▶️ Vision: Anchor AI to measurable business outcomes—not hype. ▶️ Integration: Combine automation with human judgment and relationships. ▶️ Culture: Build transparency and trust so teams lean in. At Calero, we believe AI without clean, governed data is just technology—not transformation. The real differentiator? A trusted foundation. That’s why we empower enterprises with a unified, auditable view of technology spend and usage—so leaders can operationalize AI with confidence, clarity, and measurable impact. Question for you: What’s the biggest challenge your organization faces in turning AI from a tech investment into real business impact? For a deeper dive into AI trends and predictions, check out the full article here:AI in Enterprise Leadership: From Hype to Value CreationAI in Enterprise Leadership: From Hype to Value Creation
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5d
Congratulations Michael Gold, Jonathan McCormick, Irina Shamkova and the entire team at Intermedia Intelligent Communications!
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1mo
Well deserved and earned, Rebekah! Your partnership and results played such a meaningful role in a record year! I am excited to celebrate with you and our other Peak Performers in the Bahamas this week!
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Eric Martorano liked thisEric Martorano liked thisFor Keith Robinson, agency ownership has always been about leadership and legacy. Inspired by a mentor during his college internship, Keith knew he wanted to be an entrepreneur who could support others — and he started his journey with Farmers® right after graduating from Washington State University. Over the years, Keith has built a thriving agency in Bellevue, Washington, defined by positivity, high standards, and teamwork. His proudest achievement? Watching his son Ryan follow in his footsteps — from summer intern to Protégé Agency Producer, and now a Farmers agency owner himself. Along the way, Keith has also earned recognition with 5 Presidents Councils and 11 Topper Clubs. Keith’s agency stands out for its “wow factor” customer experience, built on clear communication and fast follow through. What keeps him motivated every day is leading his staff, watching them thrive, and helping them reach both financial and personal goals. His guiding principle sums it up best: “Don’t wish for it, work for it. Make each other better. Lead with positivity.” Discover how you can build your own legacy with Farmers®: https://lnkd.in/eqWWdwwM #AgentSpotlight #AgencyOwnership #WeAreFarmers #FarmersInsuranceAgencies
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Eric Martorano liked thisEric Martorano liked thisAI didn't kill SaaS. It killed the seat. And ServiceNow just proved it. Their stock is down 32% this year. But buried in this new The Wall Street Journal exclusive is the stat that should have every software CEO losing sleep: 50% of ServiceNow's new business revenue now comes from non-seat pricing. Think about what that means. The entire SaaS industry was built on one simple bet: companies hire more people, they need more seats, software grows with headcount. AI just broke that bet. Bill McDermott sees it clearly. He told the WSJ: "I don't want to have the most beautiful house in a SaaS neighborhood." So ServiceNow isn't defending seats, they're selling tokens. Usage. Outcomes. They've reframed their total addressable market from $90B to $600B and are pushing into CRM and cybersecurity (just acquired Armis for $7.75B). Here's the unpopular take: the companies that are going to win the next decade aren't the ones with the best AI features. They're the ones who figure out how to monetize AI activity instead of human activity. The question every SaaS founder should be asking right now isn't "how do we add AI to our product?" It's "what happens to our revenue model when our customers need half as many seats?" ServiceNow is betting on consumption tokens + platform lock-in. McDermott even put $3M of his own money in the stock in February to back it up. Whether it works is TBD. But the old model? That's already gone. Victoria Oros Devin Miller Rahul Bhavsar David Barbara Yoon Cannon Todd Carter Barb Hansen Lenny Fenster Enno Lueckel Haroon Khan Fadi Semaan Alexis Hadley Adams Christoph Kühne
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Eric Martorano liked thisEric Martorano liked thisFor most of my career, experience was the ‘currency,’ how much you'd done, how long you'd done it, how deep your technical expertise ran. AI is changing that equation. As it takes away tasks and reshapes how we tackle work, who you are and how you show up is becoming just as important as how much experience you have. I had a chance to dig into this and a lot more with Meg Bear and Amy Wilson on The Meg & Amy Show. A few things we got into: The entry-level problem. Routine tasks are being absorbed faster than new talent pathways are being created. That's not just a workforce issue; it's a leadership pipeline issue. The people we'd normally grow into future leaders aren't getting the foundational experience they need. The skills gap is closing, but not in the way you'd expect. Cornerstone's own research shows the balance between technical expertise and human attributes like curiosity, courage, and resilience is nearly 50-50. As AI takes away baseline tasks, that changes what every role requires. Personalized learning upside: our education systems were built around a lowest common denominator model that labels people early and rarely adapts. AI-powered hyper-personalization could finally change that. Learning differently doesn't mean you're behind. It means your strengths are different. And the three things Cornerstone OnDemand prioritizes, and what I believe will separate organizations that thrive from those that don't: context, inference, and trust. The more context you bring to a problem, the better the answer. Inference determines how you act on what you're seeing. Trust with customers, with employees, is the foundation everything else is built on. Grateful to Meg and Amy for the conversation. https://lnkd.in/giNdfcy8 #FutureOfWork #AI #Leadership #WorkforceDevelopmentEpisode 036 | Stop Doing Things Right. Start Doing the Right Things. | Himanshu PalsuleEpisode 036 | Stop Doing Things Right. Start Doing the Right Things. | Himanshu Palsule
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Eric Martorano liked thisEric Martorano liked thisHonored. Humbled. Grateful. Winning the CRN Channel Madness 2026 was never something I expected, especially looking at the caliber of leaders in this year’s field. This community is filled with people I respect, learn from, and consider friends. What makes this recognition meaningful isn’t the title, it’s who it comes from. The votes came from partners, peers, and this incredible channel ecosystem we all get to be a part of. If there’s one thing I’ve believed throughout my career, it’s that this industry runs on relationships. The real work happens in the moments that don’t show up in headlines but showing up when it matters, listening, helping, and doing the right thing even when there’s nothing in it for you. This isn’t an individual win. It’s a reflection of the partners, teams, and community that I’m lucky to be part of every day. Thank you for the trust, the support, and the relationships. That’s what this is really about. https://lnkd.in/eYVAsg6kSophos’ Barlow Claims Channel Madness Crown With Decisive WinSophos’ Barlow Claims Channel Madness Crown With Decisive Win
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Eric Martorano liked thisEric Martorano liked thisTurn on your agents. Turn up your revenue. Your sellers shouldn't be buried in research and data entry - they should be closing deals, building relationships, and crafting the business cases that move the needle. Last week, we launched new capabilities in Agentforce Sales that are changing how high-performing teams build pipeline. A 24/7 digital workforce that handles, prospecting, engagement, and meeting prep - so your AEs can focus on what only humans can do. Here’s what your agents can do for you: ✔️ Prioritize high-value prospects lists - built automatically ✔️ Outbound outreach triggered by real buying signals ✔️ Continuous prospect intelligence, delivered in real time ✔️ Smarter account management and meeting prep - so reps walk in ready ✔️ Agents embedded where your team already works - Slack, Sales Cloud, and beyond If you missed the live event, the replay is waiting for you on Salesforce+. See it in action and learn how to deploy your own sales agents. Watch on-demand: https://lnkd.in/giTe5b7Q
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Eric Martorano liked thisEric Martorano liked thisAt Oak Hill, we believe that our long-standing digital infrastructure expertise and differentiated approach to scaling fiber businesses makes us a partner of choice to these businesses looking for organic growth and value creation. Managing Partner Scott Baker joined TMT Finance’s Deal Talks podcast to discuss our long history investing in digital infrastructure, the evolution of the fiber platform and how we partner with strong, regional businesses. 🎧Listen to the full episode for more on our defensive growth investing strategy and how we strive to position our fiber-to-the-home platforms for the next stage of consolidation and strategic transactions: https://lnkd.in/d-wDGJ_y
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Eric Martorano liked thisEric Martorano liked thisAlmost 20 years ago, I wrote Steve Wozniak’s biography, iWOZ: How I Invented the Personal Computer, Cofounded Apple and Had Fun Doing It (WW Norton, 2007/2021). In it, Woz explains why he considers April 2, 1976 to be the true birthdate of Apple. That was the date the Santa Clara County clerk actually stamped Apple Computer Company's new business filing. Find the most recent edition of iWoz here: https://lnkd.in/gGS9AVgw
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Eric Martorano liked thisEric Martorano liked thisChannel Partners is almost here—and our cabana is nearly full. Tuesday is almost booked. Wednesday is close behind. If you’re planning to connect, now’s the time. ☀️ Palazzo Pool — Cabana 403 Step away from the floor. Let’s talk pipeline that actually converts. Meet the Calero team and dig into: • Where spend is leaking • How partners turn insight into revenue • What it takes to become truly strategic Legacy TEM is broken. We close the gap between insight and action. 👉 Reserve your spot: https://lnkd.in/gZFDV3fv #ChannelPartners #ChannelPartnersExpo #PartnerEcosystem #TechnologyManagement
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Eric Martorano liked thisI’m thrilled to join Sapiens for my next chapter—bringing together data-driven marketing, AI-powered execution, and strong go-to-market alignment across sales, product, and partners. It’s an incredible time in this industry with the impact of #AI on the pace of transformation. Thank you Mike E. James Hannay Paul Wheeler Dr. Ernesto Marinelli Glen Ceniza —as well as our partners at Advent—for the opportunity to join such strong leadership. Can't wait to get started, connect with the team and meet our customers! #CMO #AI #SapiensEric Martorano liked thisEva Skidmore is joining Sapiens as our new Chief Marketing Officer (CMO). She will lead the global Marketing department and play a central role in advancing our go-to-market (GTM) strategy and transformation. She will place AI at the core of Sapiens marketing strategy to transform how the company creates, activates, and scales demand while unifying Marketing, Sales, Product, and Partnerships into a single, intelligence-driven growth engine. “Eva is a visionary and expert marketing leader with a strong track record of driving growth in global B2B SaaS organizations, including complex, private equity-backed environments,” said Sapiens Chief Revenue Officer James Hannay. “She brings deep expertise across brand and product marketing, demand generation, go-to-market strategy, and revenue-aligned marketing operations with a consistent focus on measurable impact, execution, and close partnership with Sales.” Read more: https://lnkd.in/diGH8_w3
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