Sunny Manivannan

"Not every great proposal is guaranteed to be a win over the long haul." Our CFO, Shankha Sen, shares his RFP playbook in CFO Dive, drawing on 1,000+ proposals throughout his career to explain why finance leaders need to be proactive partners in landing profitable deals. Key takeaways: ✅ Build intentional CFO-CRO partnerships ✅ Analyze deals from multiple profitability angles ✅ Leverage AI tools with proper governance The old way? Spreadsheet chaos and version control battles. The new way? Purpose-built AI-powered platforms that help finance and sales work smarter together. 📖 Read the full article: https://lnkd.in/eGgjPsbw https://lnkd.in/eGgjPsbw

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The biggest database used to be the advantage. Not anymore. Smaller data vendors are growing fast. Niche signals are becoming more valuable. And AI is making it easier to uncover insights people weren’t finding before. Having the right data beats having the most data. 👉 Check out the full Southbound session w/ Clay Co-Founder Varun Anand and GTM Partners Co-Founder Sangram Vajre! https://lnkd.in/e5dVEU6G

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B2B buyers are overwhelmed by generic outreach. And the legacy approach means static step-by-step sequences just add to the noise and don't work. 👻 What is actually getting results? Tune in this Thursday as our own Peter Mollins joins Reachdesk, Natalie Marcotullio (Navattic), and Stefano Iacono (6sense) for Episode 1 of The Pattern Break. They're cutting through the fluff to share how leading GTM teams are adapting to modern buyer behavior, leveraging community, and using AI to build trust. 📅 This Thursday, May 14 | 11:00 AM EDT 👉 Register here: https://bit.ly/3P59YCX

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Buyers aren’t just "informed" today - they’re sophisticated researchers who often reach a verdict before you even know they’re looking for a solution like yours. But how exactly are they doing it? Where are they going to bypass the traditional sales narrative? I spoke with Kevin (Head of Solutions Consulting) and Kayhan (Head of Value Consulting) at Parloa to decode how the modern buyer is triangulating the truth. Get a recording of the full conversation in the comments.

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It's been three years since we started Hyperbound, and in that time, Quota attainment in B2B sales has been stuck around 43%. Obviously quota attainment is a two way street, rep/market performance AND how leaders set quota to drive the topline organizational goals. The scarier part is that reps spend more than half their week on work that isn't sales. We've got Michael O'Brien from ALKU, Jonah Mandel from Guesty and Jason Miller from Unify on a panel this Thursday to break it down. This isn't a product pitch, there will be no slides. I'll moderate, looking forward to this dicussion! Check it out here: https://lnkd.in/e8cM6e26

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I recently shared that in an effort to meet users where they actually work, we opened up our Staircase AI solution via MCP. Today, we announced the same for our flagship Gainsight CS platform 🔥 While many companies still want to access data in a clean, powerful UI, we are starting to see the movement to end users (and agents!) needing to access data outside of traditional SaaS platforms. To deliver on our promise of RaaS (retention-as-a-service), these MCPs are a huge step forward. Learn more about what this means for CS teams in our official press release! https://lnkd.in/diNnCxKR #CustomerSuccess #MCP #AI #AgenticAI #gainsightCS

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How do you fix a siloed GTM org where every team is building different versions of the same account intelligence? Hint: It goes beyond just the tech. Just ask Kara DelVecchio & Martha Mathers from Bloomberg Industry Group.  They built an internal orchestration layer pulling from CRM and conversation intelligence. But they also rebuilt the comp plan, the enablement function, and the shared narrative underneath it, to actually retrain sellers on how to work within the new system. Watch Kara and Martha's full RevFest segment on our YouTube to see how they did it. Link in comments. #RevOps #GTMStrategy #AIforGTM #RevenueOperations #DisconnectedSystems

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New episode of the Crew Podcast with Mark Roberge, co-founder of Stage 2 Capital. His journey is INSANE: 4th hire at HubSpot → CRO from $0 to $100M through IPO → Harvard Business School faculty → Stage 2, backed by ~1,000 GTM operator LPs. He wrote The Science of Scaling after going back through the IPOs and the bankruptcies and finding one pattern behind all of them: the wrong call on when to scale revenue and how fast. This one's for founders making their first sales hire, leaders setting next year's headcount, and reps diligencing their next company. Listen to the full episode, live everywhere!

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Partnership leaders are already building their own AI agents on top of ecosystem data, and the results are hard to ignore. Crossbeam's new AI-Powered Ecosystem Playbook collects seven plays from practitioners doing exactly that. Some examples are: An AI Ecosystem Signal Engine at Glean scans for partner signals daily and briefs reps before their first email. A partnership knowledge agent at Arena by PTC now deflects 80% of repetitive questions.  A Salesforce-native ecosystem layer built at Infobip reaches every seller and partner development manager across five regions. The pattern across all seven: teams that stopped treating partner data as a reporting tool and started treating it as a live signal for action. Read the full playbook: https://lnkd.in/eGwch8FJ

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