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Leading Through Policy Volatility: How GTM Executives Can Navigate the New Tariff Landscape
Economic volatility is nothing new to go-to-market (GTM) leaders. But the recent escalation in tariff policy—and the speed at which trade regulations are changing—has...
The US Military’s Secret to Hiring in an Age of Permanent Turbulence
Thousands of small decisions shape our journeys, but a few overarching themes dictate the playing field. Understanding these themes helps us deploy our most precious...
Case Study
How Mperativ leverages Pavilion to grow brand presence
Discover how Mperativ used Pavilion’s GTM community and sponsorships to boost brand visibility, build relationships, and drive smarter marketing.
The $11 Trillion Week: The Era of Extreme Volatility Is Here
This editorial appeared in the April 11th, 2025, issue of the Topline newsletter.
Leadership is About Empowering Others: Keshia Tutag’s Advice for Success
This letter from Keshia Tutag is part of Pavilion’s International Women’s Day 2025 collection, where the women of Pavilion share heartfelt letters to their younger...
Why Customer Success Is the New Growth Engine: Karen Budell’s Top Takeaways from Forrester’s B2B Summit
At Pavilion, we believe the future of go-to-market belongs to the cross-functional teams who look beyond the funnel—and into the full customer lifecycle. That’s why I...
Smoke Signals from the Future: The Death of Coding and What Comes Next
This editorial appeared in the April 3rd, 2025, issue of the Topline newsletter.
Webinar or Virtual Event
Why Conversational Data & AI Are Now Essential For GTM Teams
Top GTM teams are using AI to analyze every customer conversation, refine messaging, improve forecasting accuracy, and drive revenue growth at scale. Tune in to learn...
Case Study
How Pavilion helps Tracy Turner lead with confidence as a GTM and RevOps leader
Tracy Turner, SVP of Revenue Operations at BigCommerce, has spent over two decades optimizing go-to-market strategy across high-growth SaaS companies like RealPage,...
Why Investing in Brand is Essential for Long-Term B2B Success
As the head of marketing at Pavilion, I’ve watched the brand vs. demand generation debate play out in boardrooms, marketing forums and our own community of go-to-market...
Why Saying No is the Key to Success: Ashley Stamps-Lafont’s Journey to Workplace Balance
This letter from Ashley Stamps-Lafont is part of Pavilion’s International Women’s Day 2025 collection, where the women of Pavilion share heartfelt letters to their...
The 11X Fraud vs. The AI SDR Future
This editorial appeared in the March 27th, 2025, issue of the Topline newsletter.
Case Study
How CRO School Helped Tim Savage Transform Revenue Strategy for His Clients
Pavilion’s CRO School helped Tim Savage, a seasoned fractional CRO, transform how he supports clients by providing actionable frameworks, peer insights, and real-world...
Case Study
How Pavilion helped Mark Rosenthal elevate his GTM strategy
Pavilion helped Mark Rosenthal, CRO at Kastle, elevate his GTM strategy through peer insights, proven frameworks, and a trusted community. From negotiating smarter...
Ebook
The Power of Authenticity: Career Advice from the Women of Pavilion
This International Women’s Day, the Women of Pavilion reflected on the lessons, challenges, and defining moments that have shaped their careers. Through letters written...
Why Rippling and Deel Are a Warning to Every Tech Company
When does healthy competition cross the line into corporate espionage? In this episode, we dive into the explosive saga unfolding between HR tech giants Rippling and...
Report
2025 GTM Benchmarks
Unlock AI-driven GTM insights from Ebsta x Pavilion’s 2025 Benchmarks Report—$48B analyzed, 2,000+ leaders surveyed, and strategies for profitable growth.
Webinar or Virtual Event
AI-Led Growth: Transforming Go-To-Market Efficiency with AI
While AI has the potential to unlock unprecedented efficiency, many organizations struggle to apply it effectively. So how can AI truly accelerate growth while...
What PE-Backed CROs Do Differently with Vanessa Brangwyn, CRO of Motus
In the ever-evolving landscape of revenue leadership, few journeys offer as much perspective as the path from customer success to chief revenue officer. Even rarer is...
Why 79% of Exit Dollars Go to Just 24% of Companies
This editorial appeared in the March 13th, 2025, issue of the Topline newsletter.
Driving Business Growth When Uncertainty is the Only Constant
In this milestone episode, Sam, Asad, and AJ reflect on how they’ve grown as leaders, how their perspectives have evolved, and what lessons they’ve learned along the...
Why Action Builds Confidence: Natalie Nicole on Growth and Bold Decisions
This letter from Natalie Nicole is part of Pavilion’s International Women’s Day 2025 collection, where the women of Pavilion share heartfelt letters to their younger...
Why Companies Stall and How to Get Unstuck
This editorial appeared in the March 6th, 2025, issue of the Topline newsletter.
How GTM Revenue Leaders Are Operationalizing AI for Growth
AI is revolutionizing the way revenue teams operate, but how much of the hype is real? In this episode of Topline, Sam, AJ, and Asad are joined by Kyle Norton to dive...
A Guide to High Stakes Decisions with Ashley Grech, CRO of Xero
In my conversations with revenue leaders and founders, one question trumps them all: How do I make better decisions for my organization? If you can make better...
OpenAI's $1M Test: AI Models Failed 67% of Real Coding Tasks
This editorial appeared in the February 20th, 2025, issue of the Topline newsletter.
Ryan Burke on Zilla Security’s $175M Aquisition and the Realities of M&A
In this episode of Topline, we sit down with Ryan Burke, VP of Sales at CyberArk, to dive deep into the $175 million acquisition of Zilla Security. Ryan shares what it’s...
Ebook
The Practical AI Guide for Revenue Leaders
Discover how AI is transforming revenue leadership in "The Practical AI Guide for Revenue Leaders" by Glyphic x Pavilion. Learn how top GTM teams use AI to boost...
Webinar or Virtual Event
Winning Complex Deals: How AI Empowers Sales Teams to Handle Enterprise Sales
In the ever-shifting world of enterprise sales, complexity isn’t just the norm—it’s the challenge that separates the good from the great. As deal cycles grow more...
MIT, Klarna, and Cursor: Three Stories That Reveal AI's True Impact
This editorial appeared in the February 20th, 2025, issue of the Topline newsletter.
Designing a GTM Strategy for Multi-Product Companies with Jeff Perry, CRO of Carta
When scaling a multi-product revenue organization, conventional wisdom suggests standardizing everything under a single operating model to drive efficiency and speed....
Webinar or Virtual Event
Growth Through Togetherness: Unlocking GTM Growth with Agentic AI
Join four GTM leaders for an open conversation about how Agentic AI is reshaping growth strategies. Learn how to balance human authenticity with AI autonomy, align your...
Dead or Alive? The Great Outbound Sales Debate
Is outbound sales really dead, or are we just doing it wrong? In this episode of Topline, AJ and Asad dive into one of the most debated topics in B2B sales—whether...
From Building Startups to Betting on Them with Jason Gelman of Primary Ventures
This week on The Revenue Leadership Podcast, I spoke with Jason Gelman, Operating Partner at Primary Ventures and co-founder of Jump. Our conversation explored the...
Webinar or Virtual Event
The Ultimate Guide to Losing B2B Buyers—Fast
In B2B, there is no shortage of well-intentioned but misguided strategies that frustrate buyers: From relentless feature dumping to spray-and-pray tactics, these common...
The B2B Marketing Identity Crisis
In this episode, Sam Jacobs, Asad Zaman, and AJ Bruno break down a viral LinkedIn post that sparked a heated debate about the role of B2B marketing in go-to-market...
Webinar or Virtual Event
Scoring Big: The Playbook for Effective CRO and CMO Alignment
It’s impossible to win in today’s market if your star players have a disjointed GTM strategy. And just like in football, success comes when these players are aligned and...
Deep Research: OpenAI Just Fixed Sales' Biggest Problem
This editorial appeared in the February 6th, 2025, issue of the Topline newsletter.
Jordan Crawford on The AI Revolution in Revenue
There's a growing anxiety among revenue leaders about AI adoption. The relentless pressure to "not get left behind" combined with an overwhelming array of tools and...
The Future of Revenue Systems: Lessons from the World's Best Run Private Company
Legendary investor Keith Rabois called Ramp "the best run private company on the planet," on an episode of 20VC. I had to know more. Specifically, I wanted to know how...
Growth vs. Efficiency in 2025
In this episode, hosts Sam, AJ, and Asad dive into the strategic choices behind building teams in Latin America, focusing on compensation arbitrage and offshoring. They...
Breaking: Tech Writer Finds Sales Lesson in Sonic Boom
This editorial appeared in the January 30th, 2025, issue of the Topline newsletter.
Your Usage-Based Pricing Has a Sales Compensation Problem
This editorial appeared in the January 23rd, 2025, issue of the Topline newsletter.
The 1:1 Isn’t Dead & 4 Other CEO Lessons From 2024
This editorial appeared in the January 2th, 2025, issue of the Topline newsletter.
Webinar or Virtual Event
Balancing Brand with Demand
In today’s omnichannel world, every customer touchpoint matters—including your email signatures. While often overlooked, email signatures are a powerful tool to...
Navigating AI Challenges in Established Tech Companies
In this episode of Topline, Sam Jacobs, AJ Bruno, and Asad Zaman explore AI’s growing influence on go-to-market strategy, growth, and operations. They break down the...
Confessions of a First-Time CRO with Catie Ivey of Walnut
Building foundations in a startup is challenging enough. Doing it as a first-time Chief Revenue Officer adds another layer of complexity. In my recent conversation with...
Webinar or Virtual Event
Building Peer Communities and Ambassador Programs
Thinking about launching or growing a peer community? Join us as Pavilion members share strategies, playbooks, and real-world examples for creating highly engaged member...
Dissecting Carta’s 2024 State of Startups Report
In this episode of Topline, hosts Sam Jacobs, AJ Bruno, and Asad Zaman review insights from Carta’s State of Startups 2024 report. They explore the rise of down rounds...
Report
Pulse Report: Benchmark your 2024 GTM performance
We surveyed over 100 go-to-market leaders from the Pavilion Executive community to help you benchmark last year's performance and shape your 2025 strategy.
The Great Customer Success Identity Crisis
This editorial appeared in the January 16th, 2025, issue of the Topline newsletter.
From $1M to $1B ARR: Ron Gabrisko's Databricks Story
In an era where AI is reshaping go-to-market motions and remote work is redefining team dynamics, scaling revenue organizations has never been more complex. The...
Kyle Norton of Owner.com on How Great CROs Drive Enterprise Value
In this episode of Topline, Asad and AJ are joined by Kyle Norton, CRO of Owner.com and Host of The Revenue Leadership Podcast. They explore the evolving role of the...
JD Miller’s CRO Playbook for PE-Backed Companies
This week, my guest is JD Miller, an author and SaaS sales vet with over two decades of experience in revenue leadership across private equity (PE) backed companies....
Report
The Future of Revenue 2025
Discover the strategies driving revenue growth in 2025 with Pavilion + Crossbeam’s report. Learn how aligned GTM teams, Ecosystem-Led Growth, and modern tactics are...
Investor Tomasz Tunguz on AI’s Breakout Year and What Comes Next
Investor and AI power user Tomasz Tunguz joins the show to break down his bold predictions for 2025. From startups with 30 employees hitting $100M ARR to the explosive...
The Blueprint for Sales and Marketing Alignment with Kyle Lacy, CMO of Jellyfish
In the latest episode of the Revenue Leadership Podcast, I sat down with Kyle Lacy, CMO at Jellyfish and former CMO at Lessonly, to explore how revenue leaders can...
Ebook
The RevOps Blueprint for Efficient Business Growth
Scaling from zero to $10M to $100M in revenue isn’t easy. Many companies stall before reaching their full potential because of misaligned teams, inefficient processes,...
Quality vs. Quantity: The AI Dilemma in Product Development
In our first episode of 2025, Sam, AJ, and Asad continue the conversation on how AI is reshaping innovation and product development. They explore how the real...
Looking back on 2024: A Letter from Pavilion CEO Sam Jacobs
Dear Friends & Members of Pavilion,
Why 2025 Could Be Tech’s Next Big Year
This editorial appeared in the December 5th, 2024, issue of the Topline newsletter.
Bravado's CEO Sahil Mansuri on the Future of Sales Reps and Sales Leadership
When it comes to understanding the modern sales rep, few people are as plugged in as Sahil Mansuri. As the Founder and CEO of Bravado, the world’s largest sales...
$700M Saved: The Biggest AI Impact Story of 2024
This editorial appeared in the December 12th, 2024, issue of the Topline newsletter.
Mark Bergen on Aligning Sales Product Partners and Mission
Eric Gilpin’s career spans some of the most transformative phases in tech. From scaling Upwork’s enterprise business from zero to $650M to driving G2’s global revenue...
Strategic Planning and Executive Alignment with Eric Gilpin, CRO at G2
Eric Gilpin’s career spans some of the most transformative phases in tech. From scaling Upwork’s enterprise business from zero to $650M to driving G2’s global revenue...
Carta’s Peter Walker on the Role of AI in Early-Stage Funding
In Episode 85 of Topline, Sam Jacobs and Asad Zaman welcome Peter Walker, Head of Insights at Carta, for a deep dive into the shifting landscape of venture capital and...
Building a Learning and Revenue Machine with Stevie Case, CRO of Vanta
In the world of B2B SaaS, few leaders have a background as unique as Stevie Case, Chief Revenue Officer at Vanta. Stevie's career journey started in a surprising...
"I’m Often Late to Meetings, But It’s Not What You Think"
Amanda, I work in an office and am often in back-to-back meetings. Sometimes, one ends late, or I am hustling to get from one end of the floor to the other, or I need a...
Exploring the Effects of Q4 Economic Shifts
In this Sunday’s episode, Sam, AJ, and Asad explore today’s market dynamics looking at recent economic shifts, from Federal Reserve rate cuts to the crypto surge, and...
Sam Blond's Blueprint for Building Exceptional Leaders and Teams
Few leaders have a leadership tree like Sam Blond so I wanted to get to the bottom of what he’s done to create this incredible group of leaders. Matt Plank, CRO at...
Webinar or Virtual Event
Maximizing Impact: How to Measure the ROI of Sales Coaching
In today’s competitive sales environment, investing in sales coaching is mission-critical for improving performance, driving revenue, and fostering long-term growth. But...
Understanding How the 2024 Election Impacts Business
Hosts Sam, AJ, and Asad dissect the election results and what it means for business leaders and workplaces. They tackle the tricky balance of handling political...
"Am I really a VP or just an imposter?"
Amanda, After eight years of being in VP roles, I realized that I have been fulfilling Director duties, which is now holding me back from getting hired. Should I reframe...
Salesloft's Path to Profitability with David Obrand
In Episode 82 of Topline, hosts Sam Jacobs, AJ Bruno, and Asad Zaman welcome back David Obrand, CEO of SalesLoft, for a lively discussion on navigating the shifting...
Report
Q3 Pulse Report - Benchmark your Your Q3 Performance
Benchmarks and insights on revenue attainment, fundraising, the job market, and much more.
Untold Strategies of High-Impact Sales Recruitment with Asad Zaman
When it comes to hiring top sales talent, especially in the tech sector, Asad Zaman has seen it all. Now the CEO of Sales Talent Agency (STA), Asad has climbed from a...
![[Topline #81] Bizzabo’s Alon Alroy on Reinventing Event Experiences](https://www.joinpavilion.com/hubfs/E81.jpg)
[Topline #81] Bizzabo’s Alon Alroy on Reinventing Event Experiences
In this episode of the Topline podcast, hosts Sam, AJ, and Asad sit down with Alon Alroy, Co-Founder and CMO of Bizzabo, to explore the ever-changing world of event...
[Ask Amanda #8] What Really Drives Sales Teams: Intrinsic or Extrinsic Motivation?
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.
Mark Niemiec on Steering Business Transformation
In this episode of the Revenue Leaders Podcast, we dive into the world of business transformation with Mark Niemiec, Chief Revenue Officer at Salesloft. Mark brings of...
Report
Engage, Motivate, Succeed: Tailored Coaching to Bridge the Sales Performance Gap
This comprehensive guide dives into proven strategies to bridge the performance gap, helping you engage and motivate your reps to achieve their full potential.
![[Topline #80] David Spitz on the Evolution of SaaS Metrics and GTM Efficiency](https://www.joinpavilion.com/hubfs/E80.jpg)
[Topline #80] David Spitz on the Evolution of SaaS Metrics and GTM Efficiency
In episode 80 of Topline, host Sam, AJ, and Asad sit down with David Spitz, a former investment banker turned entrepreneur, to tackle the topic of GTM efficiency....
Mark Roberge on Redefining Sales Leadership in the AI Era
In this episode, I sit down with Mark Roberge, a legend and true polymath in the world of revenue leadership and entrepreneurship. Mark was the first salesperson at...
Meet the 2024 GTM Award Winners
The GTM Awards is an esteemed industry-wide recognition program sponsored by Pavilion and TrustRadius. The program celebrates top go-to-market leaders, teams and...
Ask Amanda #7: I Have Two Job Offers—How Do I Choose?
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.
Dini Mehta on multi-product strategy and building high-engagement teams
In this episode of the Revenue Leadership Podcast, I’m joined by Dini Mehta, a seasoned executive with a knack for scaling high-growth companies. Currently serving as an...
![[Topline #78] CRO Kyle Norton on Executive Fear, Boards, and the CRO Journey](https://www.joinpavilion.com/hubfs/E78.jpg)
[Topline #78] CRO Kyle Norton on Executive Fear, Boards, and the CRO Journey
In this episode of Topline, Sam and Asad welcome Kyle Norton, CRO of Owner.com and new host of the Revenue Leadership Podcast. The discussion kicks off with insights...
CRO Kevin Dorsey on creating, developing, and deploying playbooks
In this episode of The Revenue Leadership Podcast, I had the pleasure of sitting down with Kevin “KD” Dorsey, a true veteran in the world of sales leadership and startup...
![[Topline #77] Is Go-To-Market Broken?](https://www.joinpavilion.com/hubfs/E77.jpg)
[Topline #77] Is Go-To-Market Broken?
In episode 77, our hosts dive deep into the biggest go-to-market trends emerging from two major tech conferences, INBOUND and Dreamforce. They explore how Salesforce and...
SaaStr Founder Jason Lemkin on Why Revenue Leaders Must Run Towards Bad News
In the inaugural episode of the Revenue Leadership Podcast by Topline, I sit down with SaaS legend, venture capitalist, and author Jason Lemkin to discuss the...
![[Topline #76] GTM Efficiency and the need for a “Chief Go-To-Market Officer”](https://www.joinpavilion.com/hubfs/E75-1.jpg)
[Topline #76] GTM Efficiency and the need for a “Chief Go-To-Market Officer”
In this episode of Topline, Sam, AJ, and Asad delve into the concept of GTM Efficiency, a metric introduced by David Spitz that measures the cost of generating NRR. They...
![[Topline #75] Two ways to win… Product Velocity OR GTM Excellence](https://www.joinpavilion.com/hubfs/E75.jpg)
[Topline #75] Two ways to win… Product Velocity OR GTM Excellence
In episode 75, our hosts discuss the two ways to win in a competitive market: product velocity and go-to-market excellence. They break down the challenges and trade-offs...
![[Topline #74] Mark Koswglow Introduces Operator.ai and The Founder Mode Debate](https://www.joinpavilion.com/hubfs/E74.jpg)
[Topline #74] Mark Koswglow Introduces Operator.ai and The Founder Mode Debate
Mark Kosoglow joins Topline this week to introduce us to Operator AI ahead of it’s official announcement. Operator AI is a solution to improve sales efficiency by...
50 CROs to Watch in 2024
Being a CRO today is no easy task. That’s why Pavilion is recognizing some of the most dynamic and visionary Chief Revenue Officers in our industry. The leaders on this...
![[Topline #73] Balancing Growth and Free Cash Flow in Today's Market](https://www.joinpavilion.com/hubfs/E73.jpg)
[Topline #73] Balancing Growth and Free Cash Flow in Today's Market
In this episode of Topline, hosts Sam, AJ, and Asad dive into the intricacies of growth versus free cash flow margin, especially the evolving premium on growth, the...
![[Topline #72] Growth vs Profitability, CAC Tolerability & Choosing The Right Business Model](https://www.joinpavilion.com/hubfs/E72.jpg)
[Topline #72] Growth vs Profitability, CAC Tolerability & Choosing The Right Business Model
In episode 72 of Topline, hosts Sam, AJ, and Asad dive into the tricky balance between growing a business and staying profitable, with Uber and DoorDash as prime...
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
![[Topline #71] Mastering Customer Acquisition Channels, Product-Market Fit, and Diversifying Markets](https://www.joinpavilion.com/hubfs/E71.jpg)
[Topline #71] Mastering Customer Acquisition Channels, Product-Market Fit, and Diversifying Markets
In episode 70 of Topline, hosts Sam, Asad, and AJ navigate a range of topics, from the recent tumultuous economic events to personal reflections on leadership and...
![[Topline #70] Navigating Market Volatility: Recession Fear, Jobs Report, & Resiliency](https://www.joinpavilion.com/hubfs/E70.jpg)
[Topline #70] Navigating Market Volatility: Recession Fear, Jobs Report, & Resiliency
In episode 70 of Topline, hosts Sam, Asad, and AJ navigate a range of topics, from the recent tumultuous economic events to personal reflections on leadership and...
![[Topline #69] Cold Calling Sucks, and That’s Why it Works with Armand Farrokh](https://www.joinpavilion.com/hubfs/E69.png)
[Topline #69] Cold Calling Sucks, and That’s Why it Works with Armand Farrokh
Armand Farrokh is the founder of revenue media platform 30 Minutes to President's Club and author of "Cold Calling Sucks, and That's Why It Works”. He joins the show to...
Report
Q2 Pulse Report - Benchmark your Your Q2 Performance
Get insights on revenue attainment, fundraising, the job market, and much more.
![[Topline #68] How to Build the Right Executive Team to Reach $100M](https://www.joinpavilion.com/hubfs/E68.jpg)
[Topline #68] How to Build the Right Executive Team to Reach $100M
In this week’s episode, our Topline hosts discuss the recent Crowdstrike update that caused massive disruptions, the complexities of building and maintaining effective...
![[Topline #67] How Clay's Co-Founders Built a $500M Series B Company](https://www.joinpavilion.com/hubfs/E67.png)
[Topline #67] How Clay's Co-Founders Built a $500M Series B Company
This week, our hosts are joined by Kareem Amin and Varun Anand, co-founders of Clay. They discuss their recent $46 million Series B funding round. Kareem and Varun also...
![[Topline #66] Sales Tech Mayhem: Gartner Analyst Dan Gottlieb’s Insights on B2B Market Shifts](https://www.joinpavilion.com/hubfs/E66.jpg)
[Topline #66] Sales Tech Mayhem: Gartner Analyst Dan Gottlieb’s Insights on B2B Market Shifts
In this episode of Topline, the hosts welcome Dan Gottlieb, Vice President at Gartner, to discuss the evolving landscape of sales technology. The conversation delves...
![[Topline #65] Bob Moore on Crossbeam’s merger with Reveal & Peter Walker on the M&A landscape](https://www.joinpavilion.com/hubfs/E65.jpg)
[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](https://www.joinpavilion.com/hubfs/E64.png)
[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](https://www.joinpavilion.com/hubfs/E63.png)
[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...
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](https://www.joinpavilion.com/hubfs/E62.png)
[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?](https://www.joinpavilion.com/hubfs/E60-1.png)
[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
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](https://www.joinpavilion.com/hubfs/E60.png)
[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...
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...
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](https://www.joinpavilion.com/hubfs/E59.png)
[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...
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](https://www.joinpavilion.com/hubfs/E58.png)
[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
I had a moment at Pavilion's CMO Summit in NYC.
![[Topline #57] Finding and maintaining product-market fit](https://www.joinpavilion.com/hubfs/E57-1.png)
[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](https://www.joinpavilion.com/hubfs/E56.png)
[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](https://www.joinpavilion.com/hubfs/E55.png)
[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](https://www.joinpavilion.com/hubfs/E54%20%281%29.png)
[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...
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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...
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](https://www.joinpavilion.com/hubfs/E53.png)
[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](https://www.joinpavilion.com/hubfs/Topline%20YouTube%20Thumbnail.png)
[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](https://www.joinpavilion.com/hubfs/YouTube%20Template-Apr-19-2024-06-10-54-6166-PM.png)
[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 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.
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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](https://www.joinpavilion.com/hubfs/YouTube%20Template%20%2818%29.png)
[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
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](https://www.joinpavilion.com/hubfs/YouTube%20Template-Mar-27-2024-02-57-07-4806-PM.png)
[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...
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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...
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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](https://www.joinpavilion.com/hubfs/YouTube%20Template-Mar-18-2024-09-12-42-9144-PM.png)
[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?](https://www.joinpavilion.com/hubfs/YouTube%20Template%20%282%29-1.png)
[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 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](https://www.joinpavilion.com/hubfs/YouTube%20Template-Mar-12-2024-09-59-56-4808-PM.png)
[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
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...
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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](https://www.joinpavilion.com/hubfs/YouTube%20Template%2010.58.45%20PM.png)
[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....
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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](https://www.joinpavilion.com/hubfs/YouTube%20Template-Feb-22-2024-10-27-27-6084-PM.png)
[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 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](https://www.joinpavilion.com/hubfs/YouTube%20Template-Feb-12-2024-09-58-00-2159-PM.png)
[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](https://www.joinpavilion.com/hubfs/YouTube%20Template%20%2813%29.png)
[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)
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
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](https://www.joinpavilion.com/hubfs/YouTube%20Template-4.png)
[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
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](https://www.joinpavilion.com/hubfs/YouTube%20Template-2.png)
[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...
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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](https://www.joinpavilion.com/hubfs/YouTube%20Template-3.png)
[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](https://www.joinpavilion.com/hubfs/YouTube%20Template%2010.06.19%20AM.png)
[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 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.
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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
Dear Friends and Members of Pavilion,
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](https://www.joinpavilion.com/hubfs/YouTube%20Template.png)
[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?
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](https://www.joinpavilion.com/hubfs/YouTube%20Template%20%281%29-3.png)
[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...
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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](https://www.joinpavilion.com/hubfs/YouTube%20Template%20%281%29-2.png)
[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 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.
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](https://www.joinpavilion.com/hubfs/YouTube%20Template%20%281%29-1.png)
[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](https://www.joinpavilion.com/hubfs/YouTube%20Template%20%282%29.png)
[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
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](https://www.joinpavilion.com/hubfs/YouTube%20Template%20%281%29.png)
[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...
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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...
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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...
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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...
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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
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...
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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...
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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
“Tell me and I forget, teach me and I may remember, involve me and I learn.”
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
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
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
Have you ever rolled out a sales methodology?
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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.
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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.
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...
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...
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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...
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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...
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,...
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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
“I keep saying that the sexy job in the next 10 years will be statisticians, and I’m not kidding.”
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?
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
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...
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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
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
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
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)
LinkedIn has almost 900 million users, many of which joined in the last few years.
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...
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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
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
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
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
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
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
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...
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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 2022 Year in Review — And A Glimpse At What’s to Come in 2023
Dear Friends and Members of Pavilion,
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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...
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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
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
This year, consider giving the gift of personal and professional development through community — and plant some trees along the way.
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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...
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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
Pavilion brought powerful conversations, innovative strategies, and fresh perspectives to Pavilion members across the pond this fall.
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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
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”
“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
In a recent report commissioned by Pavilion and conducted by Benchmark Research Partners with the support of Operatix, new insights reveal the structure, strategy,...
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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”
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
In a recent report commissioned by Pavilion and conducted by Benchmark Research Partners with the support of Operatix, new insights reveal the structure, strategy,...
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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”
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...
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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
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
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...
Ebook
Driving Pipeline Growth During “The Great Reset”
Today's economic climate — dubbed, “The Great Reset” — has spurned an evolution in business mindset and operations from the top down. The old tactics for finding and...
Latest Pavilion Pulse Benchmarking Survey shows more revenue, less certainty heading into Q4
September was a paradox for Pavilion executives: Revenues rebounded, which should be good news, but our data shows there are still areas of key concern as we inch closer...
How to Improve Revenue Operations with Human-Centered App Experiences
Data is essential to the success of any RevOps team. Many teams collect the data, but lack the know-how to gather valuable insights and decision-making strategy from the...
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Pavilion Pulse Benchmarking Survey — October 2022
September revenue was up, but respondents are still uncertain about the future. With layoffs, inflation, and a possible recession on the minds of revenue leaders, the...
How to Negotiate an Executive Compensation Package in a Recession
Landing an executive job is no easy feat. After years of hard work, your effort has finally been recognized—and it should be rewarded with the proper compensation....
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RevOps Revolution: How Revenue Operations Can Transform Your Business
As a startup, you might not have the budget to hire a full-time Head of RevOps, but you know it’s important to start early. So how can you start building out the...
Pavilion Podcast Recap: Emotional Impact in Sales With John Grispon
As sales reps juggling remote work, changing economic times, and the pressure to close deals, it can be tough for them to differentiate themselves from the crowd.
Ebook
Empowering Customer Success As An Engine for Growth
Customer success is not just about meeting your clients’ needs—it’s about identifying all the ways of potentially adding value for the customer and using that as an...
Pavilion September 2022 Pulse Benchmarking Survey Highlights
Executives show both reasons for optimism and pessimism amid an uncertain economy
Pavilion Podcast Recap: Lessons From a First-Time CRO
If you’re looking to land a Chief Revenue Officer (CRO) position at some point, the transition from other sales or revenue roles to the C-Suite might feel like a big...
How to Build a Data Practice
Revenue Operations (RevOps) teams are tasked with owning the entire go-to-market tech stack, unifying marketing, sales, and customer success processes into a set of...
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Pavilion Pulse Benchmarking Survey — September 2022
Respondents shared some positive signs of revenue growth in August, but signals of a shaky market persist with increased layoffs.
Looking to the future of Pavilion in 2022 and beyond
This year, we’ve been on a journey to more deeply understand the value of a Pavilion membership – across all the numerous offerings we’ve included in Membership – in a...
Ebook
How to improve revenue operations with human-centered app experiences
We teamed up with Skuid to learn how top RevOps leaders build apps and processes that align with the way their teams actually work.
Marketing Through an Economic Downturn + New Pavilion Course
The marketing world has seen some serious ups and downs in the last couple of years. After the initial wave of the pandemic lifted, ad and marketing dollars flowed, as a...
Pavilion August 2022 Benchmarking Survey Highlights
Sales are slowing down. Here’s how companies are still winning.
Selling Through an Economic Downturn + New Pavilion course
With interest rates on the rise, supply chain disruptions around the world, and the highest inflation rates seen in decades, the SaaS world needs to prepare for the...
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Pavilion Pulse Benchmarking Report – August 2022
We surveyed 200 Pavilion Executive members on their company performance, outlook, and sentiment based on July 2022 results.
Ebook
The Cure for pipeline anxiety
In a world of slashed budgets, stalled deals, and increasing churn, you can still generate qualified pipeline on autopilot. We teamed up with UserGems to show you how.
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Perfecting the employee experience
Guider and Pavilion surveyed Pavilion members about why they join, stay, and leave a company — and what investments they hope their companies will make in the second...
The Current Macroeconomic Conditions & Effect on the Startup World
We can all see the writing on the wall. Staring down what appears to be a two- to three-year recession is uncomfortable, but it’s not the first time we’ve been here.
Ebook
Navigating Commissions and Compensation Planning in a Volatile Job Market
This year has been a year of extremes in the tech world. From talent shortages to recent lay-offs, it has been a precarious time for many in the labor market. Despite...
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Pavilion Pulse Benchmarking Report – June 2022
We surveyed our Executive members on their May 2022 performance, hiring, and recession planning.
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Pavilion Pulse Benchmarking Report – July 2022
Positive performance and sentiment increased from our last Executive member survey, however current market conditions have led our members to make tough decisions.
How to Fundraise During a Recession
Uber. AirBnB. Venmo. There are many companies with household names that started during the Great Recession. They attracted landmark sums of venture capital by innovating...
BenchSights Benchmarks the Metrics that Drive Software Sales
There’s no shortage of data in business. As an investment banker with 30 years covering the SaaS industry, CEO Pavilion member David Spitz knows that as well as anybody.
PSA: Stop Calling Enablement Training
It’s 2022 and we’re still confusing training with enablement. This must end — and here’s why… Let’s be clear: while training is an essential component to any enablement...
How to Talk about Mental Health at Work
Work has always been stressful — but since the pandemic, mental health challenges have been on the rise in the workplace, and the need to support employees emotionally...
An Inside Look at Pavilion’s New Executive Compensation Report
We’ve just released our annual Executive Compensation Report. While the median on-target earnings (OTE) for executives in 2021 increased from $300,000 to more than...
Ebook
The Single Source of Truth Is Dead
We teamed up with Syncari to interview five revenue leaders about their current data collection and analysis process, the challenges they face in aligning and sharing...
How to Hire International Employees and Manage Global Compensation
As companies compete globally in both the marketplace and talent pool, the hiring process is increasingly a global fight. Companies might seek to lower their labor costs...
How to Build Your First Sales Compensation Plan
A good compensation plan is like anything in business: If you set it up in the right way, you’ll get results. This might sound counterintuitive, but salary isn’t...
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2022 Pavilion Executive Compensation Report
We explore the trends of 2021 and what that means for executive compensation and negotiation as we move into an increasingly uncertain market in 2022.
9 X-Factors of High-Performing Salespeople
What sets top performing salespeople apart from the crowd? Even in dynamic, ever-changing sales environments, how are the same elite reps able to consistently crush...
Ebook
9 X-Factors of High-Performing Salespeople
The most effective sales reps are a different breed. They consistently crush their quota, fill their own pipeline, and share best practices with their fellow sellers....
The Real Cost of Burnout — On Your People and Your Bottom Line
Burnout is real—and it costs your company money.
Pavilion Podcast Recap: The Right Way To Sell Today with Becca Holland
Awareness of your buyer’s persona can be much more valuable and effective than even the most extensive product knowledge.
Earth Day 2022: Retail's impact on climate change is real. Here's how Neutrl is combating it.
As we continue to emerge from and adapt to the impact of a global pandemic, retail is growing at levels not seen in over 20 years. Retail sales increased by 7% in 2020...
How the Pandemic Changed the Definition of the Future of Work
Even before the pandemic, executives across industries debated the future of work—from the growth of digitization and teleworking to the impact of AI technologies in and...
How to Retain Top Talent During the Great Resignation
Americans are quitting their jobs by the millions in a cultural moment many are calling the Great Resignation, creating a highly competitive hiring environment that has...
Ebook
Gifting — The Missing Piece of ABM
Picture this: Your team spends hours researching and crafting the perfect cold email—only for it to be ignored. Let’s introduce gifting. It’s the missing piece to any...
Pavilion Member Q&A: Career Growth through Community
Here at Pavilion, we love to see connections through our community turn into new opportunities.
Legal Tips to Launch Your Consulting Business
Setting up a consulting business can feel daunting — and that’s before you tackle all the legal questions surrounding it. But attorneys Michele Leonelli and Mick McGirr...
How to Create a Memorable, Everlasting Brand, according to a CCO
Creating a Super Bowl commercial is about as big as brand-building gets. For Melissa Rosenthal, Chief Creative Officer at ClickUp, it was just one of many big bets she...
Affiliate Marketing vs. Influencer Marketing — and How to Leverage Both
Marketing is about growing your business. But there are different ways to expedite growth. When you’re weighing affiliate vs. influencer marketing, you need to...
The Roundup: Women's History Month 2022
Let’s celebrate the many women who make our community so vibrant and successful. We know that the women revenue leaders at Pavilion work hard all year round, and we...
On the Rise Volume 6: Values should be more than just words
Welcome back to On the Rise. Last month, we talked about finding out what you stand for. This month, those values are being put to the test with the crisis unfolding in...
From Selling Cars to Defending SDRs: How Nikki Ivey Advocates for More Inclusive Sales Cultures
Some of the most impactful careers follow unexpected paths. Just ask head of growth development at Cultured Perspective, a Black-owned consultancy firm, and a co-founder...
AKO Keynote Recap: Practicing Radical Candor with Kim Scott
Creating a positive work culture while doing great work isn’t easy and demands that both managers and employees balance caring for one another and challenging each other...
Lessons from an Olympic Luger
When it comes to life and work, Pavilion Member Jeff Christie CGY jumps feet first — literally. A two-time Olympian luger and the Chief Business Development Officer at...
Ebook
How to optimize sales execution with data-driven strategy & AI
We worked with RevenueGrid to interview five industry-leading Rev Ops experts to explore their approach to data-driven sales strategy. We asked how they use data and...
On the Rise Volume 5: What Do You Stand For?
Welcome back to On the Rise, where we explore kinder ways to do business. This month we’re aligning our values with our work.
Report
State of Sales Hiring Report 2022
What defines a great Account Executive, and how can fast-growing companies vet these traits in the interview process? We teamed up with BrightHire to survey sales...
Ebook
It’s Time to Rethink Sales: Build better experiences with Modern Selling
B2B buyers are savvier, more informed, and more time-constrained than ever. Two-thirds prefer self-service over speaking to a rep at all. In this e-book, we ask (and...
Report
State of Sales Development 2021
Download the Sales Development Report 2021 below to gain expert insight into how the market has fared this year, including the perception of cold calling, major changes...
Ebook
The State of Sales Tech Buying
Tech stacks have become an indispensable part of a sales team’s day-to-day, whether you’re an Account Executive working a deal or a VP of Sales managing a team and a...
Ebook
How to Drive Growth with RevOps
A data-driven approach is the key to success in B2B sales. That’s why so many companies are turning to Revenue Operations (RevOps) to take their business to the next...
Case Study
Encapture Case Study
Since enrolling their team in Pavilion, Encapture has streamlined employee development, discovered top talent, and reduced spend on hiring and outsourced training.
Ebook
The Definitive Guide to Keeping Hybrid and Remote Sales Teams Engaged & Motivated
The pandemic has taken people who love people and put them in a remote situation — how do you keep that kind of motivation virtually?
Report
Benchmark Report for Revenue Leaders 2021
Download the 2021 Benchmark Report to see how B2B companies are tackling pricing challenges and the sales tech stack.
Report
The State of Remote Readiness Report
What are leaders doing to execute their 2021 sales game plan?
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.
Ebook
Driving Improvements to Your Sales Process
How better culture, consolidation, and connection leads to better revenue
Ebook
Guide to Sales Compensation Planning
Learn the various approaches to sales compensation to effectively roll out a new solution for your organization
Report
The State of Sales Development
How over 200 sales and marketing leaders are approached sales development in 2020
Report
The State of Sales Methodologies in B2B Cross Functional
How 400 sales leaders use and scale various sales methodologies to drive revenue
Ebook
Practice = Revenue
How do revenue leaders practice essential skills with their teams to create more revenue?
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