Paul Self’s Post

💥 Excited to announce our new partnership with the pioneers of revenue architecture!   🚀 Winning by Design 🚀   Winning by Design distills the entire recurring revenue operation into 6 essential models and we’re joining forces to bring their trusted frameworks and concepts directly into the MultiplyGTM revenue planning platform.   What does this mean for revenue leaders?   📊 Determine optimal revenue paths from startup to grownup. 💰 Model the precise impact of new acquisition, retention and expansion sales on your ARR goal. 🎯 Pinpoint the key drivers to achieve predictable revenue growth.   “As soon as I saw what MultiplyGTM was doing with GTM planning, I knew it made absolute sense to bring them on board as a partner given our common DNA of wanting to bring science to the discipline of GTM planning. Embedding the Revenue Architecture Framework models into the MultiplyGTM software platform is a big step in achieving this.”   -🐶 Jacco van der Kooij, Winning by Design Founder   We're thrilled to play a part in shaping the future of revenue and GTM planning alongside the visionaries at Winning by Design. #RevenueArchitecture #RevenuePlanning #GTM #RevOps

One of our favorite snippets from a thought-provoking conversation on Strategycast with Lori Jones. If you are looking to chart your path to profitable efficient growth, then MultiplyGTM is for you.

Just had a great session on Strategycast with host Lori Jones, where we explored the evolving landscape of go-to-market strategies and sustainable revenue growth models. Whether you're a startup or scaling up, the practical insights and challenges are universal. Loved Lori's perspective on decreasing conversion rates, narrowing funnels, and the benefit of enabling data-driven GTM teams. #RevenueLeadership #MarketStrategy #StrategyCast

Our Hometown Sales Hero 🦸♂️ Driving sales for a startup is tough as hell. Messaging evolves daily, playbooks are a luxury and tooling and data remain limited. Not to mention the inherent challenge of representing a company with emerging brand equity and the heavily weighted focus on efficient prospecting. It’s a tough gig. So when we were ready to hire, we were hopeful but uncertain. We wanted someone with the skills, the passion, and located nearby so we could work closely in-person and hammer home the vision. We posted the AE role in the RevGenius Slack community and hit the jackpot. Enter Diego Cabrera. A local sales rockstar with experience in startups and scaleups 🌟 From day one, Diego's impact has been exceptional. Because the truth is, we were evolving rapidly when onboarding Diego. Changing the tires while driving. Diego dug in, from fearlessly diving into role-plays to providing unfiltered feedback and improving our sales motions, his initiative has been invigorating and absolutely invaluable. In the fast-paced world of startups, finding the right talent can make all the difference. And with Diego’s exceptional attitude and aptitude, the momentum’s stronger than ever and the pipeline’s reflecting his dedication. So Diego, thank you for bringing your A-game every single day, you’re an absolute gem. We can’t wait to see what new heights we achieve together. P.S This experience also reinforces the incredible value of communities like RevGenius and Pavilion. And their value extends far beyond job boards - they’re goldmines for growth, learning, and connection for startups and we’re grateful to be a part of them 🌍

Which individuals have shaped your outlook on business? I love these kind of questions. When building a business, you often lack the time to reflect. Time to reflect on your mistakes, gain perspective and stay focused on your vision and values as a leader. And this question in particular reminds me we rarely achieve success on our own - rather it’s often the product of the wisdom and inspiration we gain from key people along our journey. And for me, one of those game-changing figures is Jim Brennan ⭐️ A top-notch executive I had the pleasure of working with at Deltek. Jim is a big believer in John Wooden's Pyramid of Success, and he drilled into me the idea that truly great teams rally around a purpose that goes way beyond just hitting financial targets. They focus on principles and character, not just numbers on spreadsheets, laying the foundations for team members to grow beyond rockstar sellers into industry leaders. You have to constantly connect your team’s efforts to the larger narrative, intrinsically motivating the team and encouraging them to bring their best selves to work every single day. And when you get that right, the rest tends to fall into place. So thank you Jim, your wisdom still guides me everyday, ensuring we never lose sight of what truly matters ⭐️

Are you confident in hitting your growth targets this year? 🚀 If not, you’re not alone. 2024 is showing promise, yet the fact remains that 100% of the revenue leaders we speak with have at best a 50% degree of confidence in hitting their number this year. Take a look at Pavilion's new ebook, tailor-made for revenue leaders who want to build achievable growth plans, a study built in partnership with MultiplyGTM. We dive into key insights like: 1️⃣ The dangers of setting goals that ignore the GTM activity required to deliver on revenue targets. 2️⃣ Why sales leaders struggle to build data-backed plans. 3️⃣ How to adapt when conditions change. 4️⃣ The criticality of aligning sales, marketing, finance, and RevOps. It's not just about setting a number, but mobilizing the entire GTM function around a common goal. The beauty of any collaboration with Pavilion (the no.1 sales leadership community) lies in the depth and diversity of sales leaders you get to work with, providing invaluable insights. A big thank you to the contributors including seasoned executives like: ⭐ James Lee, Head of GTM Strategy & Ops at Writer ⭐ Ang McManamon, VP of Revenue at Crunchbase ⭐ Joe McNeill, CRO at Influ2 We strongly believe in the power of community, and collaborating with Pavilion has been an incredible opportunity to bring together our expertise in revenue planning, with their deep understanding of the challenges faced by sales leaders. Check out the ebook and let me know your thoughts! https://lnkd.in/gFZ8a8yv

“Oh, so you’re similar to Gong and Clari?” 📞 They’re both super powerful tools. With firsthand experience using both, they’re great for revenue teams to gather key insights into rep performance, pipeline health and forecasting. Keys to sales execution. A client recently drew the parallels between our platform, MultiplyGTM, and those of Clari and Gong. Whilst it’s amazing to be spoken in the same breath, we’re fundamentally different. We are not pipeline management or sales execution. We are revenue planning. Predictive models that align the entire revenue team on a common goal. Forecasting tools are great for projecting where you’ll land based on current pipeline, but they’re missing a critical piece - the awareness of the required volume and velocity of leads/opportunities, and the performance targets that act as leading indicators to revenue. With the flexibility to account for the “What if...”. Our Scenario Builder enables you to instantly gauge the “revenue ripple effect” of any changes to your entire GTM plan. Whether you're evaluating new markets, sales enablement tools or price structures, you have the ability to stack and model multiple scenarios, providing the insights you need to make bold, informed decisions with confidence, before you invest your first dollar in a new initiative. It’s one thing to forecast an outcome, but wouldn’t it be more valuable to see that outcome taking shape long before a pipeline issue impacts your number? 🚀

The average tenure for a CRO is declining. 26 months in 2017. 18 months today. A clear reflection of the incredibly high revenue targets and the mounting pressure burdening sales leaders. And for a sales leader, incredibly high targets can lead to greater efforts to course-correct, re-forecast, evaluate processes and reconsider recruitment plans. Broadly speaking, more time is often spent internally and as a result, ironically, targets often become even less achievable and performance declines. I believe it’s critical that sales leaders keep active on the frontline. Why? 👐 Executive air support - Helping reps overcome objections and get deals across the line, driving morale and conversion. 🤝 Buyer engagement - Increased close rates when leadership engages the full executive buying committee. 🔄 Internal bridging - Connecting sales insights to marketing and leadership for aligned go-to-market execution. 📘 Unfiltered market intelligence - Customer interactions drive strategic decisions around products, messaging, and future direction. This is precisely why we built MultiplyGTM - to enable organizations to set achievable revenue targets grounded in market reality. And when targets are rooted in data-driven plans rather than wishful thinking, CROs and VPs of Sales can confidently lead their teams with an outward focus, rather than frantically spinning internal plates.

Our business would have struggled 20 years ago... 🚨 Zuckerburg had literally just launched Facebook. He founded the company on the principle “Move fast and break things” - this idea of rapid expansion, relentless innovation and high-risk, high-reward strategy. An approach that was probably right given the times. However, such an approach flies in the face of careful planning and strategic decision-making. Things have now changed. Blitzscaling and ludicrously high valuations have been replaced by an imperative for sustainable, profitable, and efficient growth models 🌍 And MultiplyGTM exists to embody this new paradigm. We've built a platform to enable you to advance at a pace that’s daring but doable and showcases to stakeholders, with atomic precision, that you’re in it for the long haul.