Revenue on the Rocks Navattic

In Episode 14 of Season 2 - after throwing our first-ever CMO dinner we share the behind-the-scenes of what goes into planning a B2B dinner. And we bring on our co-sponsor and events expert Regina Magaril from Mutiny to rehash learnings from the events.

Specifically, we cover:
1) Event planning timeline and how we pull in other partners
2) How to assign clear owners to event tasks
3) What are our biggest fears around events
4) Should you invite sales team members to your events
5) How to fix on-day event problems like not enough attendees
6) Ways to get inspiration from events outside B2B

Regina drinks Catch and Release Chardonnay 🥂
I drink Catch and Release Pinot Noir 🍷
Ben drinks an IPA 🍻

In Episode 13 of Season 2 - Ben and I talk about the stress of hitting quota at the end of the quarter for sales teams (fresh off of end of quarter at Navattic).

Specifically, we cover:

1) Why sales is laser-focused on hitting quota
2) Ben's experience with quota at other companies
3) How marketing can not bother sales near the end of the quarter
4) Ways to involve the entire sales team in setting quotas
5) How hitting quota impacts the entire company
6) Dissecting wins to help sales reps play to strengths and talents

Ben drinks a whiskey 🥃
I drink a canned cocktail 🍸

In Episode 12 of Season 2 - Ben and I go over our "failure lists" from being first-time startup leaders. We reflect on failures and lessons learned as startup executives and talk about the general benefits of keeping track of your failures.

Specifically, we cover:

1) Struggling to balance IC work and managing others
2) Realizing a lack of documentation when onboarding new hires
3) Ways to improve communication between GTM and product on feature requests
4) Why normal marketers are different from event marketers
5) Trusting your founders and their direction for company growth
6) How Ben and I make decisions now based on learning from these failures

Ben drinks a coffee with whiskey ☕️
I drink a Chianti 🍷

In Episode 11 of Season 2 - Ben and I reflect on our first official sales kickoff and the B2BMX conference. Plus we discuss the benefit of focusing in-person company events on just getting to know each other.

Specifically, we cover:

1) Why Ben decided to structure the SKO the way he did
2) Connecting with employees to understand what motivates them
3) How trust at the leadership level plays into running these types of events
4) Fear and decision fatigue from marketers apparent at B2BMX
5) Navigating awkward conference convos

Ben drinks water 💧
I drink a Pinot noir 🍷

In Episode 10 of Season 2 - a month into 2024 Ben and I give our take on how the software buying market compares to 2023. 

Specifically, we cover:

1) Why everyone was so excited about 2024 vs 2023
2) Continued budget concerns for 2024
3) How more stakeholders/ departments are involved in the buying process
4) A shift away from PLG to more wholistic self-serve buying
5) Why the market has been so competitive and ways to stand out
6) A divide in marketing strategies for 2024

Ben drinks a Coors Banquet 🍻
I drink a Chianti 🍷

In Episode 9 of Season 2 - Ben and I discuss our process for creating our new State of the Interactive Demo Report 2024.

Specifically, we cover:

1) How we sourced questions from our sales team for the report
2) Why we use first-party product data vs survey data
3) Ways we promoted the report and got early feedback
4) How we designed the report to make it more sharable
5) What we changed about this report vs last year's report
6) Fun games to help the sales team learn the data

Ben drinks a Coors Banquet 🍻
I drink a Cucumber Mint Cocktail 🥒

If you want to see the report: https://www.navattic.com/report/state-of-the-interactive-product-demo-2024