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[Topline #65] Bob Moore on Crossbeam’s merger with Reveal & Peter Walker on the M&A landscape
[Topline #65] Bob Moore on Crossbeam’s merger with Reveal & Peter Walker on the M&A landscape In this episode of Topline, AJ Bruno, Asad Zaman, and Carta’s Head of Insights Peter Walker are joined by Bob Moore, CEO of Crossbeam, to discuss his company’s recent...
[Topline #64] Lessons from Q2, Crossbeam/Reveal merger, & the importance of adaptability
[Topline #64] Lessons from Q2, Crossbeam/Reveal merger, & the importance of adaptability This week on Topline, Sam, AJ, and Asad discuss their lessons from Q2, the Crossbeam and Reveal merger and the why behind QuotaPath’s recent product update.
[Topline #63] Insights on Brand-Led Growth with Kathleen Booth of Pavilion
[Topline #63] Insights on Brand-Led Growth with Kathleen Booth of Pavilion Kathleen Booth, SVP of Marketing and Growth at Pavilion, joins Topline to discuss the evolving landscape of brand and demand generation. The conversation starts off by...
Fixing the Leaky Sales Funnel: Improving Conversion Rates in B2B Sales
Ebook Fixing the Leaky Sales Funnel: Improving Conversion Rates in B2B Sales Many revenue teams are struggling to hit their targets. Is a leaky sales funnel to blame for this state of affairs?
[Topline #62] From Operator to Investor: Insights from Liz Christo of Stage 2 Capital
[Topline #62] From Operator to Investor: Insights from Liz Christo of Stage 2 Capital Liz Christo (Partner, Stage 2 Capital) joins the show to share her unique perspectives on diagnosing retention issues, experimenting with pricing models, and improving...
[Topline #61] What does Salesforce's revenue miss mean for SaaS?
[Topline #61] What does Salesforce's revenue miss mean for SaaS? In this week’s episode, our hosts discuss the recent turbulence in the public markets, focusing on Salesforce's first revenue miss since 2006 and its implications for...
Nominations are now open for the GTM Awards 2024
Nominations are now open for the GTM Awards 2024 In partnership with TrustRadius, we are thrilled to bring back The GTM Awards, an industry-wide recognition program designed to celebrate and honor outstanding...
[Topline #60] The impact of loneliness in the workplace
[Topline #60] The impact of loneliness in the workplace In this episode of Topline, Sam, AJ, and Asad explore the impact of cloud technology on business viability, David Kellogg’s Playing to Win vs. Playing to Make Plan, and...
2024 B2B Buying Disconnect Report
Report 2024 B2B Buying Disconnect Report In 2024, buyers are leaning more heavily on trust, transparency and brand when making decisions - but there's a disconnect. Read the full report and learn why now is the...
2024 B2B SaaS Performance Benchmarks
Report 2024 B2B SaaS Performance Benchmarks Benchmark your SaaS performance metrics, including CAC payback, GRR, NRR, and more in this exclusive report from Benchmarkit and Pavilion.
[Topline #59] NRR vs GRR, usage vs seat-based pricing, and how to announce a product release
[Topline #59] NRR vs GRR, usage vs seat-based pricing, and how to announce a product release This week, our hosts discuss the impact of net revenue retention (NRR) and churn on SaaS companies, the challenges/opportunities of transitioning from seat-based to...
Behind the Logo: Linking Personal Branding to Business Success
Ebook Behind the Logo: Linking Personal Branding to Business Success Amid today’s crowded, digital-first landscape, authenticity isn’t just a buzzword – it’s a business strategy. "Behind the Logo: Linking Personal Branding to Business...
[Topline #58] Q1 2024 Market Update
[Topline #58] Q1 2024 Market Update In this episode of Topline, Sam, AJ, and Asad discuss the current state of the market, employment trends, and the challenges tech companies face. The trio provides...
The State of B2B CMO Compensation in 2024
The State of B2B CMO Compensation in 2024 I had a moment at Pavilion's CMO Summit in NYC.
[Topline #57] Finding and maintaining product-market fit
[Topline #57] Finding and maintaining product-market fit In this week’s episode, Sam, AJ, and Asad explore the concept of product-market fit and its importance in building a successful business. They also touch on the...
[Topline #56] Exploring Sales Team Dynamics with Ryan Walsh of RepVue
[Topline #56] Exploring Sales Team Dynamics with Ryan Walsh of RepVue Ryan Walsh, Founder and CEO of RepVue, joins hosts Sam Jacobs, AJ Bruno, and Asad Zaman to discuss the intricacies of sales organizations and the impact of efficiency...
[Topline #55] The State of AI in GTM with Mark Roberge of Stage 2 Capital
[Topline #55] The State of AI in GTM with Mark Roberge of Stage 2 Capital Mark Roberge is the Co-Founder of Stage 2 Capital and author of The Sales Acceleration Formula. Mark joins the show to discuss the challenges and opportunities for...
[Topline #54] Why are more CMOs becoming CROs? Featuring Kathleen Booth
[Topline #54] Why are more CMOs becoming CROs? Featuring Kathleen Booth Kathleen Booth, SVP of Marketing and Growth at Pavilion, joins the podcast to discuss the increasingly popular transition from CMO to CRO. They discuss the importance of...
Pavilion Pulse Report: April 2024
Report Pavilion Pulse Report: April 2024 A promising 56% of executives met or surpassed their revenue targets in Q1-2024, marking a significant improvement from 39% during CY-2023. Continue reading to get the...
Revenue Management Strategies for Efficient Growth
Ebook Revenue Management Strategies for Efficient Growth Amid an uncertain economic climate in 2024, forward-thinking leadership teams are pivoting from a "growth at any cost" mindset to strategies that emphasize resilience,...
[Topline #53] Understanding software engineering as a non-technical founder
[Topline #53] Understanding software engineering as a non-technical founder In this week's episode, join Sam, AJ, and Asad as they delve into Gong's State of Revenue Leadership Report, explore the challenges startups encounter in a market that...
[Topline #52] David Obrand of Salesloft on Successfully Navigating the Everchanging GTM Landscape
[Topline #52] David Obrand of Salesloft on Successfully Navigating the Everchanging GTM Landscape This episode officially marks one year of Topline! We are excited to kick off Season 2 with a very special guest: David Obrand, renowned SaaS leader and the current CEO...
[Topline #51] How Adam Robinson Bootstrapped Retention.com to $22M ARR
[Topline #51] How Adam Robinson Bootstrapped Retention.com to $22M ARR Adam Robinson is among the most renowned founders in SaaS today. He has amassed nearly 75,000 followers on LinkedIn through building Retention.com "in public" to $22M...
Ask Amanda #6: My new company is not what I thought it was
Ask Amanda #6: My new company is not what I thought it was Ask Amanda is an advice column for you to anonymously submit questions about the soft skills and hard topics you need to master as a go-to-market leader.
2024 B2B Compensation Benchmarks
Report 2024 B2B Compensation Benchmarks Benchmark your compensation against your peers in this exclusive interactive report from Pavilion.
[Topline #50] Improving Your CAC-to-LTV Ratio with Help Scout CRO Andrea Kayal
[Topline #50] Improving Your CAC-to-LTV Ratio with Help Scout CRO Andrea Kayal Andrea Kaya from Help Scout joins Topline to discuss the shift from growth at any cost to profitable efficient growth (PEG) and shares tips on how to tackle churn and...
From Full-Time to Fractional: What CXOs Need to Know Before Making the Jump
From Full-Time to Fractional: What CXOs Need to Know Before Making the Jump Over the past two years, the rise of fractional CXO leadership represents a paradigm shift for seasoned go-to-market (GTM) executives seeking new avenues of growth and...
[Topline #49] A sneak peek into Pavilion’s 2024 B2B Compensation Benchmarks
[Topline #49] A sneak peek into Pavilion’s 2024 B2B Compensation Benchmarks Be the first to hear insights from Pavilion’s 2024 B2B Compensation Benchmark before its April 1 release to the general public. Pavilion members already have access in...
Success Comes From a Sound Trajectory
Ebook Success Comes From a Sound Trajectory The ultimate litmus test for revenue leaders is their ability to hit revenue targets. And while your “number” reflects how well you are executing, the real driver behind...
Pavilion Pulse Report: March 2024
Report Pavilion Pulse Report: March 2024 February revenue attainment dropped to 49%, down 17% from January. This was mainly due to tough market conditions, longer sales cycles, and increased churn. Discover...
[Topline #48] How Clari is expanding their serviceable addressable market and building a unified platform
[Topline #48] How Clari is expanding their serviceable addressable market and building a unified platform 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...
[Topline #47] Does the practice of co-CEOs actually work?
[Topline #47] Does the practice of co-CEOs actually work? In last week’s episode featuring Edward Chiu, it was revealed that he will serve as co-CEO alongside the CEO of Totango as the two companies merge. But how does this...
Ask Amanda #5: My Coworker has Zero Accountability
Ask Amanda #5: My Coworker has Zero Accountability Ask Amanda is an advice column for you to anonymously submit questions about the soft skills and hard topics you need to master as a go-to-market leader.
[Topline #46] A New Era in CS: Catalyst CEO Edward Chiu on their Merger with Totango
[Topline #46] A New Era in CS: Catalyst CEO Edward Chiu on their Merger with Totango Edward Chiu, CEO of Catalyst, breaks the news of their merger with Totango, another leading Customer Success platform. Edward sheds light on what led to this decision...
Women of Pavilion: Must-Follow Authors and Podcast Hosts
Women of Pavilion: Must-Follow Authors and Podcast Hosts As we celebrate International Women's Day, it is with great pride that we spotlight the remarkable contributions of the women of Pavilion. We're taking this special day...
2024 B2B Sales Benchmarks
Report 2024 B2B Sales Benchmarks Together with Ebsta, we reveal the attributes of top performers based on an analysis of $54B in revenue.
[Topline #45] Crossbeam CEO Bob Moore on Leveraging Partnerships to Grow Your Business
[Topline #45] Crossbeam CEO Bob Moore on Leveraging Partnerships to Grow Your Business In this of Topline, our hosts explore the world of partnerships and ecosystem-led growth with Bob Moore, CEO/Co-Founder of Crossbeam and Author of Ecosytem-Led Growth....
Pavilion Pulse Report: February 2024
Report Pavilion Pulse Report: February 2024 Nearly 66% of executives surveyed hit or exceeded their revenue targets in January, compared to just 39% in 2023. Discover more up-to-date insights in February's Pulse...
[Topline #44] The 2024 M&A Landscape and How to Attract Acquisition Interest
[Topline #44] The 2024 M&A Landscape and How to Attract Acquisition Interest Our hosts delve into the M&A landscape of 2024, dissecting how economic trends such as stagnant interest rates are hindering IPOs and how the ripple effects of the US...
Ask Amanda #4: Feedback Doesn't Always Feel Like A Gift
Ask Amanda #4: Feedback Doesn't Always Feel Like A Gift Ask Amanda is an advice column for you to anonymously submit questions about the soft skills and hard topics you need to master as a go-to-market leader.
[Topline #43] Recap of Pavilion’s CEO Summit
[Topline #43] Recap of Pavilion’s CEO Summit Carta’s Head of Insights, Peter Walker, joins the Topline hosts to discuss the implications of economic rate cuts, company shutdowns, and the challenges founders face...
[Topline #42] Carta’s Peter Walker on Fundraising, Valuations, and Shutdowns
[Topline #42] Carta’s Peter Walker on Fundraising, Valuations, and Shutdowns Carta’s Head of Insights, Peter Walker, joins the Topline hosts to discuss the implications of economic rate cuts, company shutdowns, and the challenges founders face...
How to Implement RevOps in HubSpot (Quick Start Guide)
How to Implement RevOps in HubSpot (Quick Start Guide) So, you've spent some time learning how RevOps can blast revenue bottlenecks in your business (if not, we'll briefly touch on it below). You've already got HubSpot — or...
Associate AMA Recap with Udi Ledergor of Gong
Associate AMA Recap with Udi Ledergor of Gong Udi Ledergor, Chief Evangelist of Gong, joined Tom Alaimo, GM of Pavilion’s Associate community, for an AMA covering doing more with less, measuring team efficiency, and...
[Topline #41] Unicorn Companies, Venture Capital Landscape, and Executive Hiring Insights
[Topline #41] Unicorn Companies, Venture Capital Landscape, and Executive Hiring Insights Hosts Sam Jacobs, Asad Zaman, and AJ Bruno delve into the dynamics of the late-stage tech market, discussing trends in unicorn companies, the venture capital landscape,...
Associate AMA Recap with John Barrows
Associate AMA Recap with John Barrows John Barrows joined Tom Alaimo, GM of Pavilion’s Associate community, for an AMA covering a variety of topics from taking a career break in this economy to thoughts on...
[Topline #40] The Carta Controversy, Cloudflare’s Viral Moment, and The Death of Growth at Any Cost
[Topline #40] The Carta Controversy, Cloudflare’s Viral Moment, and The Death of Growth at Any Cost Our hosts discuss viral moments from the past two weeks, including Carta’s exit of their secondary market business and Cloudflare’s AE layoff that went viral. The...
Make Go-to-Market a Team Sport with the Data Model
Ebook Make Go-to-Market a Team Sport with the Data Model The Data Model was originally conceived by Jacco van der Kooij of Winning by Design and is taught in Pavilion’s Revenue Architecture course. Customer-centric at its...
[Topline #39] Tomasz Tunguz of Theory Ventures on AI, 2024 Predictions, and Metrics That Matter
[Topline #39] Tomasz Tunguz of Theory Ventures on AI, 2024 Predictions, and Metrics That Matter Founder and General Partner of Theory Ventures, Tomasz Tunguz, shares his founder story, his predictions for 2024, and his point of view on artificial intelligence from...
[Topline #38] Decision Making: Speed vs Consideration
[Topline #38] Decision Making: Speed vs Consideration Our hosts cover a gamut of topics in our first episode of the new year, starting off by discussing the future, or lack thereof, of job opportunities in diversity,...
Ask Amanda #3: I'm Still Hand-Holding My Replacement
Ask Amanda #3: I'm Still Hand-Holding My Replacement Ask Amanda is a new advice column for you to anonymously submit questions about the soft skills and hard topics you need to master as a go-to-market leader.
Sales Technology Thought Map Series: Part 5
Sales Technology Thought Map Series: Part 5 “The advance of technology is based on making it fit in so that you don’t really even notice it, so it’s part of everyday life.” - Bill Gates
Pavilion Pulse Report: December 2023
Report Pavilion Pulse Report: December 2023 Executives share their biggest surprises in 2023, ranging from unexpected growth, economic headwinds, and the explosion of AI.
2023 Year in Review
2023 Year in Review Dear Friends and Members of Pavilion,
Ask Amanda #2: My Boss Doesn't Know What He's Doing
Ask Amanda #2: My Boss Doesn't Know What He's Doing Ask Amanda is a new advice column for you to anonymously submit questions about the soft skills and hard topics you need to master as a go-to-market leader.
[Topline #34] The Flaws of a Four-Day Work Week
[Topline #34] The Flaws of a Four-Day Work Week Sam, AJ, and Asad discuss changes in work culture, productivity, and how to screen for work ethic during the hiring process. They explore the flaws of four-day work...
Product-Led Growth isn’t going to save you in 2024, so what will?
Product-Led Growth isn’t going to save you in 2024, so what will? It’s no secret that most B2B tech companies have had a less-than-ideal 2023. It has been full of layoffs, diminished growth, and missed revenue goals. Everyone is...
[Topline #33] Valuations, Investing, and Market Dynamics with SaaStr's Jason Lemkin
[Topline #33] Valuations, Investing, and Market Dynamics with SaaStr's Jason Lemkin Jason Lemkin, Investor & Founder Chairman at SaaStr, joins the show to discuss investing, valuations, interest rates, and the challenges the SaaS industry faces heading...
Pavilion Pulse Report: November 2023
Report Pavilion Pulse Report: November 2023 The biggest concern for executives heading into 2024 is increasing profitability despite slower growth. Discover more up-to-date insights in November's Pulse Report.
[Topline #32] 2024 Market Predictions
[Topline #32] 2024 Market Predictions On this week’s episode of Topline, we cover a range of subjects. We give 2024 market predictions as core CPI is the lowest it has been since March 2021, discuss the...
Ask Amanda #1: My VP minimizes me in public
Ask Amanda #1: My VP minimizes me in public Ask Amanda is a new advice column for you to anonymously submit questions about the soft skills and hard topics you need to master as a go-to-market leader.
The Future of Revenue
Report The Future of Revenue Pavilion and Crossbeam surveyed 426 GTM leaders to surface the up-and-coming strategies teams are focusing on as we accommodate to new market conditions.
[Topline #31] The State of the Job Market
[Topline #31] The State of the Job Market Despite the numerous layoffs witnessed in 2023, the current job market surpasses the number of cuts. In this week’s episode, we cover various topics surrounding the...
[Topline #30] The Truth about End User Spending
[Topline #30] The Truth about End User Spending After examining G2's State of Software report in last week’s podcast, which delves into the supply side, we now shift our focus to the demand side as we explore the data...
Associate AMA Recap with Sam Jacobs
Associate AMA Recap with Sam Jacobs Sam Jacobs, Pavilion CEO, held an AMA for Pavilion’s Associate Members, who represent directors and managers at B2B tech companies. During the session, he provided...
[Topline #29] Navigating the Software Industry's Evolution
[Topline #29] Navigating the Software Industry's Evolution In this episode, we dissect the explosive growth in the software industry as revealed by the G2 Quarterly State of Software report. With over 75,000 more software...
Content to Conversion: Decoding the B2B Buyer Journey
Report Content to Conversion: Decoding the B2B Buyer Journey We conducted joint research with Kickstand, where we dig into content’s role in the B2B buying journey. Download now to get the most up-to-date insights on how you can...
Pavilion Pulse Report: October 2023
Report Pavilion Pulse Report: October 2023 More than half of executives failed to meet revenue targets in September, showing a consistent trend throughout the year. Discover more up-to-date insights in October's...
Pavilion Pulse Report: September 2023
Report Pavilion Pulse Report: September 2023 GTM leaders are looking to grow in 2024, despite missing quotas and lowered targets throughout 2023, with 36% of respondents reporting their primary focus as...
The ABCs of ABM: How CMOs Approach Account-Based Marketing
Ebook The ABCs of ABM: How CMOs Approach Account-Based Marketing ABM goes by many names, but the goal is the same: generate more pipeline and close more business using a highly targeted marketing approach. When done right, ABM leads...
Sales Technology Thought Map Series: Part 4
Sales Technology Thought Map Series: Part 4 Working uniquely with businesses at what we define as the emerging growth phase of company development at PeakSpan means that every company we partner with has answered...
Pavilion Pulse Report: August 2023
Report Pavilion Pulse Report: August 2023 The summer slowdown continues to live up to its name with the largest percentage of respondents reporting revenue for July 2023 as slightly below target, and naming July...
Pavilion Pulse Report: July 2023
Report Pavilion Pulse Report: July 2023 Uncertainty continues to cloud GTM leaders’ view of 2023. While things have improved since 2022, there is still no clear path ahead for many, and hyper-growth is less of...
Sales Technology Thought Map Series: Part 3
Sales Technology Thought Map Series: Part 3 “Tell me and I forget, teach me and I may remember, involve me and I learn.”
Announcing The GTM Awards
Announcing The GTM Awards We are thrilled to announce the launch of The GTM Awards, an industry-wide recognition program designed to celebrate and honor outstanding go-to-market leaders across...
The Struggle of Setting Clear Priorities: Why It's So Hard for Companies to Stick with Them
The Struggle of Setting Clear Priorities: Why It's So Hard for Companies to Stick with Them In today's rapidly evolving B2B technology landscape, setting clear priorities and consistently adhering to them is more critical than ever before. As C-Suite...
73% of Marketers Aren’t Measuring the KPI That Matters Most
73% of Marketers Aren’t Measuring the KPI That Matters Most Why more marketers need to advocate for revenue per employee (RPE) As marketing executives, we often talk about key performance indicators (KPIs). Leads, MQLs, CAC, LTV,...
How to get your GTM methodology to stick
How to get your GTM methodology to stick Have you ever rolled out a sales methodology?
Pavilion Pulse Report: June 2023
Report Pavilion Pulse Report: June 2023 There was little change in revenue performance and quota attainment month-over-month, yet a spike in reported layoffs for May 2023. Download the report for more.
It Pays to Get Personal: How to scale sales outreach personalization using AI
Ebook It Pays to Get Personal: How to scale sales outreach personalization using AI We interviewed revenue leaders on their personalization philosophy, training their sales org, and ways that AI can help scale personalized sales outreach.
Tactical RevOps: Bringing Revenue Operations to Life in Your Organization
Ebook Tactical RevOps: Bringing Revenue Operations to Life in Your Organization Though Revenue Operations (RevOps) is relatively new, it is the fastest-growing business function, with RevOps leaders in high demand across the U.S. Broadly, RevOps...
Vendor Scorecard: Account-Based Marketing & Conversational Marketing Platforms
Scorecard Vendor Scorecard: Account-Based Marketing & Conversational Marketing Platforms We teamed up with CB Insights to speak with software buyers who recently purchased account-based marketing (ABM) and conversational marketing solutions to understand...
Pavilion Pulse Report: May 2023
Report Pavilion Pulse Report: May 2023 The ups and downs of of 2022 and Q1 2023 seem to have leveled off in April with go-to-market (GTM) leaders reporting average performance and revenue attainment. But...
Hitting the Bullseye: Designing Demand Generation Programs to Meet Business Targets
Ebook Hitting the Bullseye: Designing Demand Generation Programs to Meet Business Targets Between the market downturn, the proliferation of AI content, and consumers’ desire to conduct their own research for solutions, the competitive landscape is more...
Vendor Scorecard: Sales Engagement & Revenue Intelligence
Scorecard Vendor Scorecard: Sales Engagement & Revenue Intelligence We teamed up with CB Insights to interview software buyers within Pavilion on sales engagement & revenue intelligence solutions to understand product quality,...
Pavilion Pulse – Q1 2023
Report Pavilion Pulse – Q1 2023 The underlying theme for Q1 2023 was uncertainty. This feeling of unease has made go-to-market leaders wary and looking to reduce costs, diversify funding, and rethink...
Sales Technology Thought Map Series: Part 2
Sales Technology Thought Map Series: Part 2 “I keep saying that the sexy job in the next 10 years will be statisticians, and I’m not kidding.”
Vendor Scorecard: Data Enrichment
Scorecard Vendor Scorecard: Data Enrichment We teamed up with CB Insights to interview software buyers within Pavilion on sales intelligence & data enrichment solutions to understand product quality, competition,...
What is the Best B2B SaaS Professional Development Community?
What is the Best B2B SaaS Professional Development Community? As an executive leader, you will have fewer peers within your company as you are promoted. Yet, the responsibilities and expectations only grow. As such, you'll...
How to GTM
How to GTM The Marchitect, powered by Pavilion, is a podcast series where leadership and (product) marketing intersect. The Marchitect is for and about the world's best product...
How to drive revenue growth through external education
Ebook How to drive revenue growth through external education Being able to grow your business is critical—especially during times of economic downturn (like now). As L&D professionals, the pressure’s on to find ways to contribute...
6 Ways To Build A Strong Learning Community Within Your Customer Success Team
6 Ways To Build A Strong Learning Community Within Your Customer Success Team To provide exceptional service to their clients, customer success teams encounter various challenges, including retaining customers, managing customer churn, and staying...
Mastering Positioning and Messaging: The Most Powerful Tools for Product Marketing
Mastering Positioning and Messaging: The Most Powerful Tools for Product Marketing The Marchitect, powered by Pavilion, is a podcast series where leadership and (product) marketing intersect. The Marchitect is for and about the world's best product...
Captivate Talent's Guide to Finding Your First Sales Hire
Captivate Talent's Guide to Finding Your First Sales Hire If you’re a SaaS founder asking “Who should my first sales hire be?” or “When should I make my first sales hire?” you might not get the answers you are looking for....
5 Steps to Build a Personal Brand on LinkedIn (from a non-LinkedIn guru)
5 Steps to Build a Personal Brand on LinkedIn (from a non-LinkedIn guru) LinkedIn has almost 900 million users, many of which joined in the last few years.
2023 Pavilion Executive Compensation Report
2023 Pavilion Executive Compensation Report Despite a booming VC market in 2021 and early 2022, executives are now operating in a challenging climate marked by record inflation, a war in Europe, a bear market, and...
2023 Pavilion Executive Compensation Report
Report 2023 Pavilion Executive Compensation Report Executives who conduct their due diligence and focus on delivering sustainable, profitable growth will find themselves better prepared to navigate uncertainty in 2023.
The Roundup: Black History Month 2023
The Roundup: Black History Month 2023 This February, we are reminded of the importance of Black History Month – a time to reflect on the struggles, triumphs, and contributions of Black Americans throughout...
Become Your Company’s Information Hero with 8 Certified Industry Research Hacks and Tips
Become Your Company’s Information Hero with 8 Certified Industry Research Hacks and Tips Keeping up with an entire industry is a daunting task; the constant onslaught of social media posts, news updates, & industry peer topics-of-the-day is like an unending...
2023 Planning Tips from Pavilion Members
2023 Planning Tips from Pavilion Members We all weathered challenges in 2022 — supply chain issues, inflation, lingering pandemic concerns — and the headwinds are still strong. Lately, news of tech layoffs and...
Sales Technology Thought Map Series
Sales Technology Thought Map Series Categories and market dynamics in the world of software are always developing and evolving with continuous fluidity. As an investor in the space, adhering to Warren...
Top 9 Pavilion Sales School Grads 
Top 9 Pavilion Sales School Grads  The difference between a great sales leader and an excellent one is training—and lots of it. In today’s evolving climate, sales is not merely about closing deals. It’s...
Creating Your Personal Go-to-Market Plan in a Tight CMO Market 
Creating Your Personal Go-to-Market Plan in a Tight CMO Market  Over the last decade, I’ve sat across the desk from hundreds of marketing leaders, making tough decisions about whom to recruit. As a broker between CEOs and CMOs, I’ve...
How To Buy Cross Functional Smarter
Ebook How To Buy Cross Functional Smarter With revenue attainment down and employee lay-offs skyrocketing, 2022 has been one of toughest years on record for many businesses.
Pavilion Pulse Benchmarking Survey - December 2022
Report Pavilion Pulse Benchmarking Survey - December 2022 2H 2022 hit our members hard with below average performance, layoffs, and adjusted goals. The past six months of Pulse data show these trends and point to potential...
Navigating Privacy in High Growth B2B Cross Functional
Ebook Navigating Privacy in High Growth B2B Cross Functional How can you protect your business from risk while also generating revenue and hitting your marketing goals? We teamed up with Osano to interview key marketing leaders on...
How to Build a Community 
How to Build a Community  As changes in our modern workplace continue to rapidly shift, business leaders and executives are increasingly turning to their community to grow revenue. In a recent...
Pavilion + Ecologi Holiday Referral Drive: Tackling Climate Change Head-On & Building Our Community
Pavilion + Ecologi Holiday Referral Drive: Tackling Climate Change Head-On & Building Our Community This year, consider giving the gift of personal and professional development through community — and plant some trees along the way.
Mapping the Market: How to Build and Optimize Your Territory Plan
Ebook Mapping the Market: How to Build and Optimize Your Territory Plan How can you assess the quality of your territory plan? What are some roadblocks to creating a winning strategy? What metrics do you use to balance and align your...
The State of Personalization: A New World of Scalability
Ebook The State of Personalization: A New World of Scalability Personalized messaging is the most effective way to engage and close deals with your most coveted target accounts. But marketing and sales teams are running into a key...
CEO Pavilion Travels to Dublin and Beyond 
CEO Pavilion Travels to Dublin and Beyond  Pavilion brought powerful conversations, innovative strategies, and fresh perspectives to Pavilion members across the pond this fall.
From Verbal Agreement to Signature: Getting Your Contract Over the Finish Line
Ebook From Verbal Agreement to Signature: Getting Your Contract Over the Finish Line One of the most important aspects of closing a deal is often outside the control of the sales team — the contract. So how can you ensure that once you have the verbal...
How to Sell Through Community
How to Sell Through Community As we head into tough economic times in 2023, it’s never been more important for business leaders to leverage their community to grow revenue. Over the last three years,...
Driving Pipeline Growth During “The Great Reset”
Driving Pipeline Growth During “The Great Reset” “Growth by any means” and fast-paced disruption has been the standard playbook in the SaaS industry for years. But as sales organizations tighten their belts, lead...
Pavilion State of Sales Development Series: Survey shows sales teams struggling to hit quotas
Pavilion State of Sales Development Series: Survey shows sales teams struggling to hit quotas In a recent report commissioned by Pavilion and conducted by Benchmark Research Partners with the support of Operatix, new insights reveal the structure, strategy,...
The Sales Playbook to the RFP Process
Ebook The Sales Playbook to the RFP Process We teamed up with Loopio to ask ten sales and proposal leaders for their secret plays on how to win more RFPs in a competitive bidding environment.
Revenue Leaders at the Pavilion CRO Summit: “You Have the Opportunity to Come Out Ahead”
Revenue Leaders at the Pavilion CRO Summit: “You Have the Opportunity to Come Out Ahead” As sales leaders face uncertainty with a looming recession, steep inflation and interest rates, and geopolitical concerns, the Pavilion CRO Summit, an intensive,...
Pavilion State of Sales Development Series: Survey Says Sales development Has Become More Effective
Pavilion State of Sales Development Series: Survey Says Sales development Has Become More Effective In a recent report commissioned by Pavilion and conducted by Benchmark Research Partners with the support of Operatix, new insights reveal the structure, strategy,...
State of Sales Development 2022
Report State of Sales Development 2022 We teamed up with Operatix and Benchmark Research Partners to survey 230 sales leaders across North America, Europe, and Asia to understand the structure, strategy,...
Why Pavilion Founder Sam Jacobs Believes “Kind Folks Finish First”
Why Pavilion Founder Sam Jacobs Believes “Kind Folks Finish First” Sam Jacobs’ early vision of Pavilion was about more than creating a community to help sales people excel at work. He wanted to turn centuries of so-called business...
How to Deliver an Unforgettable Customer Experience
Ebook How to Deliver an Unforgettable Customer Experience We teamed up with Sendoso to interview top sales and marketing leaders on their strategies for alignment, shortening the deal cycle, and creating a memorable customer...
Introducing Pavilion’s 2022 Rising Stars
Introducing Pavilion’s 2022 Rising Stars Pavilion is proud to introduce our new class of Rising Stars, each nominated by their colleagues to attend the 2022 CRO Summit. These four up-and-coming leaders now have...
How to Develop a Compensation Plan Sales Reps Can Trust
How to Develop a Compensation Plan Sales Reps Can Trust Sales is an inherently uncertain space. Companies have good and bad years; sales reps meet and miss quotas, and the broader economy goes through booms and busts. As a...
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Don't Fumble the Handoff: 3 Tips for Successful Sales to CS Transitions 
Don't Fumble the Handoff: 3 Tips for Successful Sales to CS Transitions  Making a sale feels great, but when it comes to building a long-term relationship with a customer, it’s not the end of the journey. The period right after the sale, when...
Bi-Weekly Recap: Event Highlights from March 13-31, 2021
Bi-Weekly Recap: Event Highlights from March 13-31, 2021 Expanding our community means expanding our offering. With an average of about 30 events a week upcoming in April alone, Pavilion (formerly Revenue Collective and...
Monthly Podcast Recap: Top 5 Episodes from March 2021
Monthly Podcast Recap: Top 5 Episodes from March 2021 We created the Pavilion podcast (formerly Revenue Collective) for one reason — give top revenue leaders a chance to share inspiration, know-how, and insights with the...
Women in the COVID Workplace 
Women in the COVID Workplace  Women fight for work-life balance during a pandemic that has exacerbated gender imbalances in the workplace.
One Year In: Virtual Event Best Practices
One Year In: Virtual Event Best Practices We’ve all been there: the spotty connections, the unavoidable, always-awkward, and constant interruptions, the unreliable weblinks. Living life virtually can be...
Benchmarking Report Recap: The State of Remote Readiness
Benchmarking Report Recap: The State of Remote Readiness The past few weeks have been full of reflection. Just over a year ago, the world — and office life — ground to a halt. Overnight, work shifted fully remote. Some of us...
Bi-Weekly Recap: Event Highlights from March 1-12, 2021
Bi-Weekly Recap: Event Highlights from March 1-12, 2021 As our communities continue to grow, so does our events calendar. In March alone, we’ve got 105 informative events planned across the Revenue Collective and Operations...
From the Arts to the Art of Making a Deal
From the Arts to the Art of Making a Deal Jen Spencer doesn’t talk about dollar signs when she talks about business. Yes, she’s the new Chief Revenue Officer at SmartBug Media, but the Pavilion Member has lots...
5 Ways A Mentor Can Supercharge Your Career
5 Ways A Mentor Can Supercharge Your Career When it comes to building your career, there are often moments where you’re just not sure what move to make or what success looks like. If you’ve ever tried to get a...
The Roundup: Women's History Month 2021
The Roundup: Women's History Month 2021 Women’s History Month is about celebrating women all over the world. Here at Pavilion, we’re inspired every day by the incredible women and revenue leaders in our...
Blending Marketing and Technology: The New Approach to Revenue Operations
Blending Marketing and Technology: The New Approach to Revenue Operations Revenue operations (RevOps) is quickly becoming a driving force for companies that want to catapult revenue. However, if you think RevOps is just about aligning your...
Challenging Assumptions of the Consumer Internet: How to Scale with Humanity
Challenging Assumptions of the Consumer Internet: How to Scale with Humanity In February, I wrote on LinkedIn that Pavilion challenge two central assumptions at the heart of the consumer internet.
The State of Remote Readiness Report
Report The State of Remote Readiness Report What are leaders doing to execute their 2021 sales game plan?
How to build compensation plans for your sales team
Ebook How to build compensation plans for your sales team We analyzed the impact of accelerators, decelerators, commission rates, products and company revenue in relation to compensation plans.
Driving Improvements to Your Sales Process
Ebook Driving Improvements to Your Sales Process How better culture, consolidation, and connection leads to better revenue
BDRs are a B.F.D.
Ebook BDRs are a B.F.D. How a modern BDR strategy unlocks growth
Time to Get Serious About Video?
Ebook Time to Get Serious About Video? How to do video right in B2B sales and marketing
Guide to Sales Compensation Planning
Ebook Guide to Sales Compensation Planning Learn the various approaches to sales compensation to effectively roll out a new solution for your organization
The State of Sales Development
Report The State of Sales Development How over 200 sales and marketing leaders are approached sales development in 2020
The State of Sales Methodologies in B2B Cross Functional
Report The State of Sales Methodologies in B2B Cross Functional How 400 sales leaders use and scale various sales methodologies to drive revenue
Practice = Revenue
Ebook Practice = Revenue How do revenue leaders practice essential skills with their teams to create more revenue?

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