Rita Patel Jackson

The average organization underestimates its SaaS footprint by 2-3x. That’s a lot of surprise renewals, shadow IT, and wasted spend hiding in plain sight. The solution? Continuous SaaS discovery. Not a one-time audit. Not a spreadsheet exercise. ✅ Real-time visibility into every app ✅ Automated tracking (no more chasing down departments) ✅ Insights to take action before waste piles up Bottom line: You can’t manage what you can’t see. Dive deeper into why SaaS discovery is the foundation of effective SaaS Management: https://lnkd.in/gYyczEHu

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🚨 80% of ABM programs fail. Not because the tech’s wrong. Not because the content’s bad. But because the strategy was flawed from day one. In this episode of Scrappy ABM, Mason Cosby joins the ForgeX Files to break down the five most common reasons ABM programs go sideways, and what to do instead. If you’re about to launch, stuck in the middle, or wondering why sales still isn’t on board, listen now → https://lnkd.in/gDnXRawG

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Bigger vendor isn’t always better for Sales Teams. 📉 The Highspot + Seismic merger is official. While the headlines talk about "Market Leadership," many sales leaders are asking a different question: "How long will it take for my support ticket to get answered during this multi-year integration?" "Where is my roadmap feature that was promised?" History shows that massive tech mergers often lead to: ❌ Slower innovation cycles. ❌ Integration headaches for the customer. ❌ A "feature bloat" that makes simple tasks complex. AND esepcially in 2026, sales teams can't afford that slow response and ambiguity affecting their core function ⇉ revenue generation. In the sales enablement space, we are hitting an inflection point. The market is splitting into two: ↳ The Giants: Massive, end-to-end "Revenue Clouds" that are powerful but complex. ↳ The Specialized: Nimble, AI-native platforms like SalesTable AI that focus on simple and AI first; making your reps Ready to Sell on Day 1. Congrats to the teams at Highspot and Seismic, but for those of you looking for speed and agility in 2026... the game just changed and we are here to collaborate. Gerhard Gschwandtner - this is the exact topic we discussed during our interview :) Now, it's happening. https://lnkd.in/gtF3R-Zc #SalesTech #StartupLife #SalesReadiness #SalesEnablement #Consolidation #SalesTable

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🎙️ New Connex Podcast Episode is Live! 🚀 In this episode, Connex Founder & CEO Joseph Anderson sits down with Jason Masciarelli (VP GTM at Launchpad.io & Pega Ventures at Pegasystems) to explore how SaaS founders and ecommerce operators can scale smarter with AI, agentic workflows, and low-code tools. Here’s what you’ll learn: ✅ Why pre-AI SaaS companies are getting stuck—and how to break through ✅ How adaptive workflows make AI practical for non-technical leaders ✅ The shift from efficiency to outcome-based growth models ✅ Common mistakes founders make with DIY builds (and how to avoid them) ✅ How ecommerce workflows can become growth-driving differentiators ✅ Why AI is an opportunity—not a threat—for SaaS leaders If you’re ready to stop firefighting and start scaling with intention, this conversation is for you. 👉 Watch the full episode here: https://lnkd.in/gQU7rQAV #Connex #Podcast #Ecommerce #SaaS #AI #Leadership #BusinessGrowth

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Most companies treat RevOps like tactical support. That's the problem. RevOps should be your COO for revenue. It's how you execute your entire GTM strategy. Here are good insights from Steve Busby on why most companies get RevOps wrong and what to do about it: https://lnkd.in/gtbxbKV7

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Excited to share the latest episode from my colleague, Meha Varier, and Jeff Epstein from 16 Volts as they continue their Straight Talk on Product Marketing series. In this episode, they dig into the true scope of product marketing with a fantastic lineup of seasoned Marketing leaders. From GTM strategy and competitive intel to customer insight, this one’s packed with real talk and practical wisdom. Check it out below 👇 #ProductMarketing #PMM #B2BMarketing #MarketingLeadership

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Check out this episode of the Transform Sales Podcast featuring Sandeep Shekhar, Co-Founder and CRO at Leadlabs: A series of tools to analyze lead behavior and optimize conversion strategies effectively. In this "Sales Software Review" episode, Sandeep shares valuable insights including: 1. What alternatives did customers commonly use before adopting LeadLabs? 2. What steps are involved in setting up LeadLabs, and how long does it take to become fully productive? 3. What key metrics should sales teams track to measure success with LeadLabs? Explore Leadlabs' full listing on the CloudTask marketplace: https://hubs.ly/Q03lQBly0 #SMBs #CloudTask #SalesSoftware

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Sometimes the best path forward isn't the obvious one. In my latest episode of The Marketing Couch, Rahul Koul, Co-Founder of Zensciences (India's largest independent B2B marketing agency), shares how Salesforce cracked the enterprise market by doing something counterintuitive. They bypassed the CIO entirely. Why this matters for B2B startups: 👉 Traditional gatekeepers aren't always your path to success 👉 Sometimes you need to flip the funnel, go directly to the users who feel the pain 👉 Risk mitigation starts with proving value, not proving longevity Rahul's journey from Wipro's corporate marketing corridors to building a 200-person agency is packed with insights on B2B branding, startup marketing playbooks, and when to hire (or not hire) an agency. Come Saturday, tune into The Marketing Couch, watch the full conversation. PS: If you're looking to hire an agency, you shouldn't miss this episode :) #B2BMarketing #StartupStrategy #TheMarketingCouch #MarketingLeadership #MarketingAgency

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🚀 Modern GTM isn’t a launch plan—it’s a business system. Too often, companies still see “go-to-market” as a set of marketing tactics or a product launch checklist. But as Heidi Hattendorf explains in her blog, modern GTM is the engine that drives growth across your entire organization. From defining your Total Relevant Market to accelerating customer time-to-value, Heidi breaks down the GTM Operating System framework from GTM Partners into clear, actionable insights: ✅ Prioritize the right markets and opportunities ✅ Align brand and demand with a strong POV ✅ Drive pipeline velocity and operational clarity ✅ Treat onboarding, renewals, and expansions as revenue drivers ✅ Build a RevOps foundation that connects every team The takeaway? Companies that win today operate with one GTM playbook, shared metrics, and cross-functional trust. If you’re serious about scaling sustainably, this piece is a must-read. 👉 https://lnkd.in/gUufGsyp 👏 Thank you Heidi for sharing such a practical and forward-looking perspective on what GTM truly means in today’s landscape.

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Most enterprise GTM failures aren’t execution issues. They’re design issues. In this clip, Rik Schrader explains why starting with a clear North Star - and aligning the org and selling motion to it - is what creates early traction and prevents constant GTM rebuilds. Full episode: https://lnkd.in/dYU2WawZ

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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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CRM vs. CMR Bill Price, President of Drive Solutions, raises an important point: it’s not just about customer retention, but also about customer-managed relationships—where customers are in charge and truly listened to. Watch the full conversation here: https://lnkd.in/gSjcVUBn If you’re curious about how AI is redefining customer experience—or want a glimpse into the future of CRM—this is a must-watch. To see how we’re building that future at TNE.ai, visit: https://tne.ai/ #AI #CRM #CustomerExperience #Innovation

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Looking to accelerate your company's growth beyond organic means? Vistage's latest article, "Growth Through Acquisition," explores how strategic acquisitions can serve as a powerful catalyst for business expansion. The piece delves into the advantages of acquiring complementary businesses, including rapid market entry, diversification, and the acquisition of new talent and technologies. It also highlights the importance of thorough due diligence and integration planning to ensure successful outcomes. For business leaders considering acquisitions as a growth strategy, this article offers valuable insights and practical guidance.

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“The Partner Ecosystem Is Broken - And Everyone Knows It.” Every vendor wants partner-sourced pipeline.  Every partner program brags about ecosystem reach.  Every portal is full of content.  Yet… Only a small handful of partners ever generate revenue.  Most never activate.  MDF sits unclaimed.  Programs collapse under their own complexity.  Playbooks are unread.  Partners drown in 20+ competing vendors.  Ecosystems stall.  This isn’t a skills issue.  It isn’t a motivation issue.  It isn’t a “train them more” issue.  It’s a structural issue. Partners don’t need more information.  They need Activation - guided, signal-driven, execution-layer support that removes friction and makes next steps obvious. Today, we’re introducing a new category: Partner Activation.  Not enablement.  Not training.  Not portals.  Activation. The system that turns dormant partners into active revenue engines. 👉 Over the next 4 posts, I’ll walk through the full Activation model AND release our hero asset - “The Activation Advantage” - the definitive white paper on how modern ecosystems actually grow. The era of passive enablement is over.  The era of Activation is here. #PartnerActivation #ChannelSales #EcosystemGrowth #GoToMarket #B2BSaaS #RevOps #SalesActivator #PartnerActivation #EcosystemLedGrowth #PartnerEcosystem #ActivationAdvantage

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We pulled data from 224 B2B SaaS companies to answer one simple question: What actually makes a lead convert? The answer surprised us...and it changes how GTM teams should think about pipeline. We put everything into a new research report: “What Does It Take for a Lead to Convert?” Check it out below or via the link in the comments.

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Your GTM strategy might look great on paper... But what happens when your first real conversation with a partner or seller kicks off? More often than not, that’s where things fall apart. It’s not the strategy, the creative, or the execution. It’s the messy middle. Where messaging gets lost, misinterpreted, or worse, ignored. We dug into this critical moment in our latest piece: Why Most GTM Strategies Fall Apart at the First Conversation If your GTM plans rely on partner execution, this is your wake-up call. https://lnkd.in/eRTu7iwZ #ChannelMarketing #GTMStrategy #PartnerMarketing #SalesEnablement #ChannelSuccess #Purechannels

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Growth-stage companies have traditionally relied on heavy, seller-led motions: reps driving every step, manual process everywhere, and humans carrying the full load. But buyers have changed, costs to serve have risen, and AI has opened an entirely new set of possibilities. The real question leaders face now: how do you lighten the human load in GTM without breaking growth, customer experience, or culture? We dug into what low- and no-touch GTM models actually look like in practice with Davis Giedt (Principal & Research Practice Leader @ Alexander Group), Craig Mestel (CFO @ Webflow), and Ghazi Masood (CRO @ Replit). A few key takeaways: ✅ Start with AI that boosts rep effectiveness before full autonomy ✅ Watch for signals customers want lower-touch buying ✅ Begin with simple motions: renewals, lead triage, research ✅ Invest early in the foundations: product, billing, data ✅ Put RevOps at the center with real ownership AI isn’t about replacing people. It’s about stripping away the grunt work so humans can focus on the moments that matter most. If you’re thinking about redesigning your GTM engine for an AI-native world, start with this practical guide → https://lnkd.in/eNujxbbs

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