Brandon Ward

Over the last several months, one theme keeps coming up in conversations with behavioral health leaders across California: Growth is NOT the problem Operational clarity IS. With SB 43 implementation, CARE Court workflows, county integration of SUD + specialty mental health, and increased scrutiny around documentation quality and outcomes, 2026 feels like the year where policy turns into operational pressure. That's why the following stat stood out to me: 76% of organizations report having NO DEFINED EXIT STRATEGY. That tells me that the industry isn't chasing quick flips as often. Leaders are building for longevity. But in California, that doesn't happen by accident. It means clean documentation that stands up to audits. It means financial visibility across sites and levels of care. It requires intake processes that can handle higher-acuity referrals and data you can confidently use when negotiating with counties or payers. Kipu Health is hosting a conversation with Joan Leroux and Christina Rosenberg on what sustainable growth actually looks like in 2026 and why operational excellence is the foundation that enables it. If you're leading a program in CA and feeling the weight of expansion + compliance + margin pressure all at once, this webinar is for you. Register here: https://lnkd.in/gPKA75Zf #kipu #behavioralhealth #sb43 #CARE

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Missed renewals cost companies $200K+ every year. Why? Because most reminders show up midday—buried under a flood of emails. Next Renewal flips the script. We send automated renewal reminders at 6 AM and 8 AM ET—right when your team's checking email and ready to act. One customer told us they used to miss 2-3 renewals annually, costing them $200K in auto-renewals. Since switching to Next Renewal's early morning alerts, they haven't missed a single one. What does this mean for you? Less firefighting. More control. Renewals handled before the day even starts. If your approval reminders come after 9 AM, you're already late. Shift to early morning reminders. Stop missing renewals. Start saving money.

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Is your CPQ capable of supporting separate sales motions? Mary Wike, VP of Sales Ops at Quilt Software, scaled quoting operations while preserving the unique GTM motion of two parallel brands. With DealHub.io CPQ, Quilt were able to create a shared, scalable quoting foundation that adapts to each brand's needs. Read the full story here 👉 https://lnkd.in/d-zjUbMJ #SalesOps #GTMmotions #CPQflexibility

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Compensation structure may be the most powerful tool for motivating, retaining and growing your sales team. How can you be sure you’re getting it right? Jose Fernandez, co-founder of Easy Comp, joins John Kaplan and John McMahon to unpack how comp plans can shape seller behavior, drive productivity, and align with company goals. From MongoDB to Google, he shares real-world examples of what works, what breaks, and how to build comp plans that actually motivate. Great conversation for both leaders and sellers. Dig in! 🎧https://hubs.li/Q03NYCsw0

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🚀 Gong Agents are live — and this is a big one. More than a product launch, this moment marks a major shift for Gong. Gong isn't just a sales tool or call intelligence platform. With AI Agents, Gong becomes a foundational part of how entire revenue teams operate — from Marketing and RevOps to Enablement and CXOs. That shift? It’s one of the main reasons I joined Gong. I was excited not just about the tech (which is 🔥), but about the vision: To go beyond insights, and actually doing the work — automating what slows teams down, and unlocking time for what matters most. Gong’s AI Agents are purpose-built for revenue. They’re context-aware, embedded across workflows, and designed to drive real outcomes. And they’re just the beginning. If you’re thinking about the future of GTM execution — this is worth a look. #Gong #AI #GTM #RevOps #Marketing #SalesEnablement #RevenueLeadership #Sales

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Is your CPQ capable of supporting separate sales motions? Mary Wike, VP of Sales Ops at Quilt Software, scaled quoting operations while preserving the unique GTM motion of two parallel brands. With DealHub.io CPQ, Quilt were able to create a shared, scalable quoting foundation that adapts to each brand's needs. Read the full story here 👉 https://lnkd.in/dUY7xGE2 #SalesOps #GTMmotions #CPQflexibility

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Employee benefits are evolving faster than ever, and brokers are at the center of helping clients navigate that complexity.   When benefits administration platforms and carriers align, the results are powerful: simpler implementations, smarter employee decisions, and stronger client retention.   In a recent collaboration with Securian Financial we explore how strategic partnerships create real, measurable value for brokers and their clients — today and in the future.   🔗 Read more: https://lnkd.in/g8u67up9   #Benefits #Partnerships #BrokerInsights #FutureOfWork Adam Taylor

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Stop doing your comp planning in spreadsheets... This topic has been coming up more frequently in the conversations I'm having. The majority of the time, I ask someone how they manage their compensation planning, and the answer is typically "manually through spreadsheets." This is an excellent opportunity to learn how companies like Bluevine have transitioned away from spreadsheets and streamlined their compensation cycle processes. See you there!

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Most teams think expansion starts after renewals. But by the time renewal shows up… your expansion window may already be closed. Every time I talk to CS teams, I hear the same story: “We planned the expansion convo for Q4… …but the customer went quiet.” It sounds like a renewal problem. But actually, it’s an expansion timing problem. Here’s the truth: → Expansion starts right after adoption, not months later. → Usage patterns reveal upsell signals long before renewal dates do. → If you wait, you’ll only see the symptoms, not the opportunity. And this is exactly why the LAER Model works so well. 1️⃣ Land 2️⃣ Adopt 3️⃣ Expand 4️⃣ Renew Created by TSIA, it helps CS teams treat expansion as a natural step in the customer journey, not a last-minute hope. As Katherine Tattum puts it, you can turn LAER into “an organizational success” by “converting a single user and encouraging them to show their colleagues.” When teams do this, everything shifts. ⭐ Higher satisfaction ⭐ Stronger retention ⭐ Bigger customer value ⭐ More predictable growth Because once users find value, they’re already primed for more: new seats, new features, new markets. The teams that win? They don’t “push upsell.” They notice it early. More here → https://lnkd.in/d3UFiunU #CustomerSuccess #LAER #Expansion #Retention #SaaS

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If your first thought during a downturn is to cut headcount, you're missing the real problem. Lisa Honaker, VP of Account Management at Actabl, has a different take after 20 years leading sales teams. The issue isn't that you have too many people. It's that you have people in the wrong roles. Her insight is simple but powerful: when people do what they love, they perform better. When they perform better, you don't need to cut them. Yet most sales orgs slot reps into positions based on availability or tenure—not natural strengths. Some hunters are dying to deepen relationships. Some farmers miss the thrill of closing new business. Lisa's approach: - Assess each team member's natural strengths and what energizes them - Have honest conversations about what they actually want to do - Match daily responsibilities to their talents - Create career paths for both acquisition and retention roles Before you reach for the layoff list, ask yourself: have you put your people in roles where they can actually thrive? Want Lisa's complete 4-pillar framework for selling through downturns without cutting your team? Read the full article 👉 https://lnkd.in/eQkpchws

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What's a superpower most great sales leaders and RevOps teams have? -> Nailing their Forecast Personio shared how they are doing this using Gong to rely on real deal insights and complete data.

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If you run a business with employees in California, you’ve probably heard of PAGA, the Private Attorneys General Act. It allows employees to file claims for labor code violations not just for themselves, but for all employees at your company. Because of this even small payroll and HR mistakes can quickly become costly, which is why prevention is so important. This is our newest blog post, its incredibly important for companies in CA with employees. I just recently received a check from a previous employer because of this act. Hope this helps you understand why it is so important to have a proactive HR plan in place for your business. Premier HCM can help either way! https://lnkd.in/gJBJq2UN

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Culture starts with leaders, but if you really want it to succeed, you need to get your team on board. Every single one of them. Paycor's upcoming webinar focuses on a central piece of that puzzle: feedback. 🗣️ Join us this Thursday and learn how to create a positive feedback loop that drives real change - and real results. https://bit.ly/3IghZkO

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Most people won't thank you for getting their comp right. Wayne Chiang, Director of Sales Compensation at Cribl, has spent over 20 years in a role where "people will not be running to thank you." Yet he finds deep satisfaction in the impact: "If something was calculated incorrectly, I make the adjustments." His journey from microbiology to manufacturing operations to sales comp spans industries from insurance to SaaS. What he's learned? Comp plan design is fundamentally about translating business strategy into sales behavior. "Sales compensation is really the vehicle in which a company tries to develop their go-to-market strategy to actual sales-driven behaviors." Wayne's seen the evolution firsthand: from simple flat-rate insurance plans to complex consumption models. "As a company matures, we have to always adapt," he explains. Early-stage startups chase gross ARR and new logos. Mature companies optimize for quality, retention, and sticky consumption patterns. On the practical side, his advice is clear: "Once you get to the point where you recognize you need a sales comp department, you really should already be thinking about a SPM solution." Manual spreadsheets don't scale, lack confidentiality, and create human error, especially when you're managing 300+ individual comp statements. He also talks to Anirhudh Sridharan about: 🎯 Why comp plan rollouts realistically take six months, not the three weeks sales leadership expects 🎯 How AI will transform ad hoc reporting and enable true self-service for executives 🎯 The importance of transparency and communication when designing consumption-based models Links in comments! #gotomastersshow #salescompensation #revenueoperations #SPM #consumptionmodels #revops

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One of the things I love most about my job at Paycor? We treat brokers like true partners. 🤝 You’re in control of the relationship, the engagement, and the strategy. 🔑 We’re here to help you grow revenue, deepen client trust, and deliver value on your terms. It’s not just flexibility—it’s empowerment. If you’re a broker looking for a better way to partner, let’s talk. 📲 #StrategicConsulting #BrokerPartnership #ClientFocus #Paycor ➡️ https://bit.ly/4ma3ltA

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🚀 Part 3/5: Automated Renewals Missed the series? 👉 Part 1: https://lnkd.in/gDbAJj-P 👉 Part 2: https://lnkd.in/gMZ5ANUi Renewal season = chaos season? Not anymore. 😅 While you're buried in spreadsheets tracking expiration dates, sending manual reminders, and chasing clients... AI handles it automatically: → Tracks every renewal date → Sends timely reminders → Prepares comparison reports → You just close the deal Work smarter, not harder. 📺 Series: Scaling Your Agency With AI ✅ Part 1: The Modern Challenge ✅ Part 2: AI-Powered Recommendations ✅ Part 3: Automated Renewals (You're here!) 🔜 Part 4: White-Label Portal 🔜 Part 5: The Broker's New Role 🔗 Compare plans: navitize.com 📚 Learn more: learn.navitize.com #HealthInsurance #InsuranceBrokers #AIinInsurance #InsurTech #BrokerLife #ScaleYourAgency #Navitize #DigitalTransformation #InsuranceIndustry #FutureOfInsurance #EmployeeBenefits #OpenEnrollment #AutomatedRenewals #MinnesotaBusiness #HRTech #InsuranceAgent

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