- The key growth principles of recurring revenue, in which growth results from customers achieving their desired impact
- Using a process-centric approach across all GTM functions (Sales, Marketing, Customer Success)
- Leveraging proven models that guide the scaling of processes
May 4th, 2023
Sessions will begin at 11:00 AM EST and conclude at 4:40 PM EST
We Are Live In
About the Event
You had your sales kick-off in January and rallied the team around your plan for 2023. Just when you thought your plan was locked in….SVB happened. And then Credit Suisse happened. Now that the dust is (sort of) settling, it’s time for a reset. Join us for Elevate RKO - the “re” kick-off designed to level set expectations for 2023 and give you the tools you need to hit the ground running - again. 4+ hours. 18 speakers. All virtual. Topics include: • Retooling your GTM motion in the eye of the storm • Apply lean methods to increase speed and scale • Plugging the revenue leakage gap • Making the shift to product-led sales • Building a best-in-class community-led GTM strategy And more!
AGENDA
8:01 AM PT - 8:24 AM PT | 11:01 AM ET - 11:24 AM ET
Welcome Remarks & Future of Pavilion
Speaker:
Sam Jacobs, Founder & CEO, Pavilion
8:24 AM PT - 9:04 AM PT | 11:24 AM ET - 12:04 PM ET
Sweet Spot in the Eye of the Storm - Driving Sustainable Growth in B2B SaaS - A Fireside Chat
SaaS companies are recurring revenue factories. It is the role of the GTM team to increase revenue production, maintain the quality of deliverables of leads, deals, and customer impact --- and let’s not forget, to also reduce the production costs over time, because securing growth is expensive. Most public SaaS companies today are spending well over 40% of their revenue to achieve growth. If we do not make a change, the cost of GTM will become their downfall.
So how do we fix this? Would it surprise you that today almost all revenue factories operate without a standardized data model, do not have a common language, and without a uniform approach? In other words, there is no Six Sigma for GTM, causing collaboration issues between customer-facing roles.
Ask ChatGPT what Kaizen, Lean, and Six Sigma have in common, and you will see a laundry list of topics that growth companies deal with every day. The lack of a uniform methodology may be understandable for below $10M in ARR, but a company that is ramping up to IPO should have an operating model in place, the same way that engineers use Agile principles in software development.
In this session, Jacco will talk through what must be in place for a company to reach this next stage of maturity, including:
Speakers:
Sam Jacobs, Founder & CEO, Pavilion
Jacco van der Kooij, Founder, Winning by Design
9:05 AM PT - 9:18 AM PT - 12:05 PM ET - 12:18 PM ET
Do The Right Thing: Master the Art of the Tradeoff to Unlock Growth
Drawing on lessons from the world’s fastest growing companies, Pablo Dominguez explains why top performing revenue teams focus on effective - rather than efficient - growth, and what the difference is.
Speaker:
Pablo Dominguez, Operating Partner, Sales & Customer Success, Insight Partners
9:18 AM PT - 9:43 AM PT | 12:18 PM ET - 12:43 PM ET
Fireside Chat with Jason Lemkin
Pavilion CEO Sam Jacobs and SaaStr Founder Jason Lemkin talk about the tech recession, valuations, and the outlook for SaaS heading into 2H '23.
Speakers:
Sam Jacobs, Founder & CEO, Pavilion
Jason Lemkin, Trusted Advisor & Founder, SaaStr
9:43 AM PT - 10:01 AM PT | 12:43 PM ET - 1:01 PM ET
How GTM Teams Are Building Pipeline with AI - A Fireside Chat
GTM teams everywhere are being asked to grow while keeping program and headcount budgets flat. Dive into what it takes to use generative AI to drive campaigns and revenue marketing.
Speakers:
Sam Jacobs, Founder & CEO, Pavilion
May Habib, Co-Founder & CEO, Writer
10:01 AM PT - 10:19 AM PT | 1:01 PM ET - 1:19 PM ET
The New ROI Framework: 5 Types of ROI to Help You Make 2023 Revenue Goals
Sangram Vajre, bestselling author of MOVE and co-founder of GTM Partners, a go-to-market analyst firm, will share the latest research on how credible ROI can be your biggest growth lever this year. Old models of ROI (that rely on being able to calculate direct revenue attribution or cost savings) do not apply to every business. Sangram will share a new ROI framework with 5 distinct types of ROI that could be your biggest growth lever for ARR, GRR, and NRR in 2023.
Speaker:
Sangram Vajre, Co-Founder & CEO, GTM Partners
10:19 AM PT - 10:40 AM PT - 1:19 PM ET - 1:40 PM ET
The Ultimate Skill Sales Reps Need to Close More Deals in a Down Economy
Revenue teams are being asked to do “more with less”, and instead most are missing quotas. What if our approach to solving this challenge is all wrong? Learn why top performing teams are seeing results by helping buyers to buy.
Speaker:
Gal Aga, Co-Founder & CEO, Aligned
10:45 AM PT - 11:00 AM PT | 1:45 PM ET - 2:00 PM ET
Optimizing Your Time to Revenue - A Fireside Chat
In this macro, cutting costs is only half a strategy. A full strategy requires managing costs as well as mastering your time to revenue. This is the time it takes to track down and act upon all the revenue signals that exist across your business. Companies can optimize their time to revenue with full collaboration between revenue-critical employees and full governance of their revenue process.
Speakers:
Sam Jacobs, Founder & CEO, Pavilion
Andy Byrne, CEO, Clari
11:00 AM PT - 11:22 AM PT | 2:00 PM ET - 2:22 PM ET
Fueling Growth with Product-Led Sales - A Fireside Chat
Learn how to increase sales efficiency and improve decision making by leveraging product data in your GTM motions.
Speakers:
Laura “LG” Guerra, VP of Growth, Pavilion
Thomas Schiavone, , Co-Founder & CEO, Calixa
11:22 AM PT - 11:39 AM PT | 2:22 PM ET - 2:39 PM ET
Boardroom Metrics That Matter
After delivering over 60 board room presentations for some of the tech community's most prominent VCs and PEs such as Bessemer, Benchmark, GGV, Primary, FinVC and Vista Equity, Andrea will walk you through some of the board room metrics that have mattered most for investors. She will share practical examples of how to craft a strong go-to-market narrative using performance data and which metrics help to underscore areas of efficiency, optimization and growth
Speaker:
Andrea Kayal, CRO, Teampay
11:40 AM PT - 11:59 AM PT | 2:40 PM ET - 2:59 PM ET
Driving Revenue with Strategic Planning and Cross-Functional Alignment
Practical tips on how to structure, capabilities to build, strategies to apply, data to use to connect the dot for GTM/Rev Ops to be not just driving operational Excellence but rather revenue acceleration
Speaker:
Akansha Aggarwal, Sr Director GTM, NetApp
11:59 AM PT - 12:10 PM PT | 2:59 PM ET - 3:10 PM ET
12:39 PM PT - 12:50 PM PT | 3:39 PM ET - 3:50 PM ET
Use AI to Multi-Thread and Convert Stakeholders Into Champions at 10X Speed
Drawing from real-life case studies, Rabi will showcase how multi-threading strategies drive rapport and impressive results even in a challenging economy
Speaker:
Rabi Gupta, CEO, Evabot
12:15 PM PT - 12:39 PM PT | 3:15 PM ET - 3:39 PM ET
Account Coverage in 2023: Maximizing Impact with Dynamic Books
Your territory plan is probably not going to plan this year. One of the ways you can get back on track is by helping your reps focus on working the right accounts, whether they work a set territory or if you have a more dynamic account allocation model. This session will show you how to think about account coverage from both a rep perspective and a market perspective, and walk you through what to look for, how to adjust account coverage, and coach reps on how to better work their books.
Speaker:
Hayes Davis, CEO, Gradient Works
12:50 PM PT - 12:59 PM PT | 3:50 PM ET - 3:59 PM ET
How to Keep Your Team Motivated and Focused Through Challenging Times
Learn the three things top revenue leaders leverage to build trust with their teams and keep them aligned on the things most likely to drive growth.
Speaker:
Ang McManamon, VP of Sales, Crunchbase
12:59 PM PT - 1:21 PM PT | 3:59 PM ET - 4:21 PM ET
The New World of Revenue Generation - A Fireside Chat
Sam Jacobs interviews Lumavate CEO Stephanie Cox on how a radical new sales model is helping close pipeline faster and at a lower cost.
Speakers:
Sam Jacobs, Founder & CEO, Pavilion
Stephanie Cox, CEO, Lumavate
1:21 PM PT - 1:40 PM PT | 4:21 PM ET - 4:40 PM ET
Leading Through Uncertainty
Developing Agile & Innovative Teams
With a surge of dramatic market changes and an operating landscape that seems perpetually in flux, how do you prepare yourself to effectively lead through the uncertainty?
In this session you will explore the attributes of teams and organizations that thrive in uncertain environments, the critical role that mindset plays in developing these teams, and you will become equipped with powerful and practical tools to prepare you to shift the mindsets of your team members to enable accelerated adaptability, productivity, and innovation.
Speaker:
Mitch Warner, Managing Partner, The Arbinger Institute
1:40 PM PT -1:46 PM PT | 4:40 PM ET - 4:46 PM ET
Closing Remarks
Speaker:
Sam Jacobs, Founder & CEO, Pavilion
OUR SPEAKERS
Thank you to our sponsors
