Learn how revenue platforms like Clari, Gong, and Outreach have evolved over the years and how Clari’s President, Kevin Knieriem, is expanding their SAM into verticals like medical devices, manufacturing, and financial services. The group also discusses Clari’s approach to becoming a unified revenue platform.
In this episode, our hosts and Kevin cover:
- 2:22 - How revenue platforms (like Clari) are evolving from specific solutions to comprehensive end-to-end platforms to provide more value to a wider market and minimize churn
- 11:11 - Advice for early-stage founders on building a comprehensive product or service
- 20:15 - The importance of a system of record and verticalized sales functions, as well as the power of Product Marketing in expanding TAM
- 32:26 - Changes in go-to-market teams in 2023 and the challenges of selling to different verticals, including adapting to solution selling and platform sales
- 44:02 - The value of a unified platform and transitioning to a unified solution
- 53:35 - Enabling sales reps to sell robust solutions into new verticals and introducing system-integrated partnerships
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