Beyond The Pipeline

ABM and Signal Based Selling - Getting it right with Tyler Pleiss

In this episode of "Beyond the Pipeline," host Vivin welcomes Tyler Pleiss, Associate Director of Growth Marketing at Mobile Ink and founder of ABM Tactics. Together, they dive into the world of signal-based selling, exploring its evolution and impact on modern marketing strategies. Tyler shares insights on leveraging data points for effective outreach and discusses the role of technology in scaling these efforts. Tune in to discover how to navigate the complexities of account-based marketing and the importance of aligning business objectives with marketing strategies. Don't miss Tyler's take on the future of SDR roles in the age of AI. #MarketingInsights #SignalBasedSelling #ABM

Building a B2B SaaS company in the AI Era with Arjun Pillai

In this episode of Beyond the Pipeline, host Vivin speaks with Arjun Pillai, co-founder and CEO of Docket AI, about the transformative impact of AI on B2B SaaS, particularly in sales development roles. They discuss the rise of AI SDR solutions, the challenges of AI acceptance among users, and the potential for job displacement. The conversation also explores the future of AI interactions, including the concept of agent-to-agent communication, and how Docket AI is innovating sales enablement by acting as a virtual sales engineer. In this conversation, Arjun R Pillai discusses the inception of Docket, emphasizing a vertically integrated approach to problem-solving. He explores the implications of AI in hiring and workflow, the effectiveness of various go-to-market strategies, and his conviction in Docket's potential amidst the AI wave. Arjun also shares insights on productivity hacks, particularly leveraging AI tools like ChatGPT to enhance efficiency and decision-making.

Evolution of Account Scoring and its enhancements using AI with Julie Beynon

Summary In this episode of Beyond the Pipeline, host Vivin speaks with Julie Beynon, Head of Data at Census, about the evolution of account scoring and how AI has helped improve it. They explore the nuances of account scoring, the importance of feedback from sales teams, and the challenges of data quality. Julie shares her insights on building trust with sales teams and the need for collaboration across the go-to-market organisation. The conversation also delves into balancing intent and behavioral scoring to improve lead engagement and conversion rates. In this conversation, Julie Beynon discusses the intricacies of lead scoring, engagement metrics, and the use of AI in optimising sales processes. She shares insights on effectively managing lead quality, the importance of behavioral analysis, and the role of tools like Census in enhancing account scoring. Julie emphasizes the need for clear communication with sales teams and reflects on lessons learned from past mistakes in account scoring.

Forecasting within 3-5% of actuals with Srikanth Sivasubramanian

Summary In this episode of Beyond the Pipeline, Srikant Sivasubramanian shares his journey from consulting at McKinsey to leading the forecasting function at Freshworks. He discusses the evolution of the forecasting model at Freshworks, highlighting the transition from a sales-driven methodology to a more structured, cohort-based approach. Srikant emphasizes the importance of leveraging historical data and building trust within teams to improve forecasting accuracy and drive business success. In this conversation, Srikanth discusses the intricacies of sales forecasting, emphasizing the importance of pipeline management, data quality, and the implementation of machine learning models. He shares insights on how to achieve accuracy in forecasting while providing practical advice for organizations looking to build effective forecasting models. The discussion highlights the critical role of operational efficiency and the need for a strong data foundation to support forecasting efforts. Connect with Srikanth on Linkedin [https://www.linkedin.com/in/srikanth-sivasubramanian/]. Don't forget to mention this episode while sending out a connection request.

Understanding Data Modelling in B2B SaaS with Kyle Crouse

Summary In this episode of Beyond the Pipeline, host Vivin and guest Kyle Crouse delve into the intricacies of data modelling in B2B SaaS, discussing the importance of understanding business needs, the common pitfalls in data management, and the balance between leveraging standard objects and creating custom fields. Kyle shares insights on governance, data quality, and the need for flexibility in data solutions, emphasizing the importance of working backwards from desired outcomes to define data requirements effectively. In this conversation, Kyle Crouse discusses the complexities of data modeling within Salesforce, emphasizing the trade-offs between custom and standard objects, the importance of documentation, and the challenges of integration. He highlights the role of duplicate data, the significance of choosing the right object for fields, and strategies for enhancing user adoption.