GTM Team Insights

Salesforce needs to make a move in AI. In 2023, @SalesforceVC invested in 13 AI Startups 👇 Prediction: Next year, they will acquire 1. In September 2023, Salesforce acquired @AirkitAI. It’s run by the Founders of RelateIQ, which Salesforce acquired in 2014. Airkit is a low-code platform for organizations to build and deploy AI Agents for Commerce. It’s a good start but won’t be enough to take on Microsoft. Salesforce needs to develop an AI competency at the INFRASTRUCTURE level. And I believe the only way to do it will be through acquisition. These are the 13 AI Startups Salesforce Ventures invested in this year: Jan 2023 1. @Faros_AI $20m (Series A) Total Funding: $36M Connect the dots between Engineering data sources – ticketing, source control, CI/CD, and more. Feb 2023 2. @FingerprintApp $6.5m (Series A/Seed) Total Funding: $9.2m Develops personal development and AI coaching solutions. March 2023 3. Hearth AI Seed (undisclosed amount) An AI platform designed to deliver semantic network searches. May 2023 4. @cohere $270m (Series C) Total Funding: $435m Provides access to advanced Large Language Models and NLP tools through one easy-to-use API. 5. @simpplr $70m (Series D) Total Funding: $131m AI-powered employee experience platform. 6. @AnthropicAI $450M (Series C) Total funding $3.3B AI research company and direct competitor to OpenAI. Jun 2023 7. @Tribble_ai Pre-Seed (Undisclosed Amount) Autonomous agents that integrate with your systems, learn from your data, and take action in the tools you use. 8. @runwayml $141m (Series C) Total Funding: $236.5m An applied AI research company that builds the next generation of creativity tools. 9. @typefaceai $100m (Series B Lead) Total Funding: $165m Generative AI application that provides streamlined and personalized content creation for enterprises. Jul 2023 10. @Pano_AI $17m (Series A) Total Funding: $45m Deep learning AI and computer vision to automatically detect, verify and classify wildfire events in real time. 11. @SylveraCarbon $55m (Series B) (Previously led Series A in 2022) Total Funding: $95.3m Machine learning-based tools to track the performance of carbon offsets. 12. Protect AI $35m (Series A) Total Funding: $48.5m Cybersecurity platform specialized in protecting machine learning models and artificial intelligence systems. Aug 2023 13. @huggingface $235m (Series D Lead) Total Funding: $395m Open-source AI platform to build, train, and deploy art models.

Klaviyo is on pace for revenue of $700m. And ACV of just $5K. But Customers generating $50K+ ARR jumped 89%. All because of their investment in Rev Ops. Insights on this powerhouse Rev Ops team👇 This is a company doing $700m in annual revenue. A modest Sales org of ~575 Reps for this scale. And ACV of just $5K. But pricing is partially usage-based, so it’s a land and expand strategy. A heavy emphasis on GTM Analytics is required to succeed in this model. And we see it in their data-oriented Revenue Operations function. You don’t often see a Rev Ops team of 40+ for only 575 Sellers. (Plus, they have $1.3m+ earmarked for 7 open Rev Ops positions.) A few roles that jumped out: • Principal Data Scientist, GTM Programs (Open Role) • Manager, Revenue Retention Analytics (Open Role) • VP, Platform Expansion • Director, Voice of the Customer • (2x) Manager, Voice of the Customer Nothing demonstrates the value of Rev Ops more than this function: 👉 Voice of the Customer All 3 of these individuals come from a BI / Data Analytics background. The function sits at the intersection of GTM and R&D. By definition, it keeps the entire organization in alignment. They collect and synthesize data to inform on GTM and Product strategy. • (Quantitative Insights) Surveys & Primary Research • (Quantitative) Analysis of Operational data • (Qualitative) Pair it with customer-facing insights from Sales, Success, Support, Onboarding to identify, size & prioritize emerging opportunities. • Own the CX measurement strategy for New Products Layer that approach under strong Rev Ops Leadership: • SVP, GTM Strategy & Ops • VP, Revenue Ops & Field Enablement • VP, Platform Expansion • Head of Strategy & Operations (Support) • VP, GTM Strategy & Programs • Director, Sales Strategy and Planning • Sr. Director, Sales Operations • Sr. Director, GTM Enablement And continue investing big to fill out the team. $1.3m+ earmarked for 7 open Rev Ops positions. Including: • Partner Systems Manager (Salesforce) • Sr. Manager, Sales Ops (EMEA) • Principal Data Scientist (GTM Programs) • Sr. Director, GTM Incentive Strategy • Manager, Ops & Analytics (CX) • Manager, Revenue Retention Analytics What do you think of the team in place at Klaviyo?

In 2021, Udemy’s core (B2C) revenue stream peaked: $331m (+1% YOY) A look at Udemy’s incredible pivot to B2B and why Enterprise SaaS lives and dies by how you invest in Rev Ops 👇 In 2021, total revenue at Udemy was $518m. • B2C Revenue: $331m (+1% YOY) • B2B Revenue: $187m (+81% YOY) Imagine having to replace a $300m per year revenue stream. Especially, when that is the MAJORITY of your business. Udemy’s ability to take a Consumer Services offering, re-package it, price it, and distribute to an Enterprise B2B Segment is unreal. The pivot from B2C to B2B started long before 2021. But the last 2 years have shown us that it was a success. Udemy in Q3 2023: • B2C Revenue has continued to slide - on pace for $315m. • Meanwhile, the B2B Segment is on pace for $406m. • In 2 YEARS, B2B went from 36% of total revenue in 57%. And it’s far from a massive Rev Ops team powering $400m per year: • VP GTM Strategy & Operations • Sr. Director, Sales Strategy & Operations • Sr. Manager, GTM Strategy (EMEA) • Sr. Manager, Sales Ops (APAC) • (4x) Manager, Sales Ops • (3x) Sr. Sales Ops Analyst • Program Manager, GTM Strategy Plus, virtually all of the GTM Systems team was built in the last 2 years. A Salesforce team of 17 with a strong Product Manager layer. Udemy’s structure shows they know how to bridge Business & Tech teams. Invest in Rev Ops early and often. It will accelerate growth. Or prevent failure.

Full Salesforce Team Structure at MongoDB: bit.ly/3QwXPo0

Snapshot of the rest of the team: • 17 Salesforce Admins • 19 Salesforce Devs • 4 Business Analysts • 6 CRM Product Owners • 1 Salesforce Architect

MongoDB has built a special in-house Salesforce team. It’s a powerhouse. How else could you support over 1,700 Reps worldwide? Two data points we found interesting: 👉 58% of the Salesforce Engineering org is based in India. 👉 65% of Engineers come from a Consulting Firm.

Salesforce acquiring Slack was a brilliant product strategy. From a Go-to-Market perspective, it was doomed from the start. Hubspot’s CEO comes from a Sales Strategy & Ops background. Is it time Salesforce take a page from that playbook rather than only elevating Product Leaders? Slack was the ultimate success story in a bottom-up growth strategy. They executed that Go-to-Market playbook flawlessly. But Salesforce spends 40%-50% of revenue on Sales & Marketing. They are Sales-led in every sense of the definition. Salesforce paid $28B for Slack. The value of this acquisition would come from an integrated product. • A clean, chat-style interface that sits on top of Salesforce. • The ability for highly contextual collaboration amongst teams. • A bi-directional sync to get data into / out of Salesforce. • Powerful workflow automations triggered from Slack. Obviously, integrating these products takes A LOT of time. All of the effort should have gone to integrating the core products. And they should have left Slack’s GTM strategy alone. But after spending $28B, Salesforce didn’t have time to prove ROI. Investors wouldn’t wait for the product vision to materialize. They had to show increased revenue from new licenses. So, they forced Slack into Salesforce’s Go-to-Market approach. They focused on maximizing license revenue from the new product offering. This strategy ran counter to what made Slack a success in the first place. If GTM Leaders were in charge, this might have been a bigger discussion. Which begs the question, what type of person should take the Slack reigns?

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