Manuel H.

It can be set up to report back into SFDC, but it’s actually a better user experience to directly interact with BE’s UI as well, all kinds of automated reports and notifications that can be set up

Hi George, ah, yes, I’ve run into this same issue many times, it’s a challenge on the CSM side as well, possibly moreso as there is even less time to update systems. I ended up looking at account plan automation / LLM systems that just connect to all the data sources like Gmail, Zoom, Gong, Slack, etc. and passively transcribe all the conversations and then constantly update opportunity progress and account plans. Have a look at BackEngine, that’s what I’ve used very successfully. If you are interested, I got to know their founder quite well if you’d like a deep-dive demo.

What’s the end goal? Impressions are nice, but do you want leads? Do you want qualified intros? Do you want more product signups? etc. I always felt it was a forced exercise to get employees to post about your company. Sure, there are some valid times to do it, but it is usually a pretty cringe undertaking. Instead, why not recruit customers and advisors to talk positively about you? Generally, they have some economic interest in doing so already, and they probably have some genuine things to say about the company and product.

I’ve found that if automate all the data capture and have ML evaluate your deals (and customers), you end up with much more accurate risk projections

Second, it’s often very unreliable even if done due to rep recall, personal opinions, happy ears, etc.

#1 unexpected risk pattern: Relying on AEs manually updating a CRM. First, nobody wants to do it, it’s time consuming, and relies on people remembering.

Hard disagree, “SaaS” will not die, but it will evolve. Will there be some companies that will build all the tooling and systems they need from scratch via AI? Sure. Just like there are people that like to grow their own vegetable garden. The vast majority though will continue to rely on grocery stores for the majority of their sustenance, either because of convenience, or because they prefer ready to consume goods, or inertia, or really any reason. Does that mean that SaaS business that remain static will stick around long term? Probably not. Just like grocery stores have evolved with the advent of InstaCart and Amazon/WholeFoods, so will SaaS. I do expect some further SaaS consolidation, to bolster platform breadth as well as to drive overall cost of service down, “your margin, my opportunity” style capitalism.

Have a “renewed ARR” field that then can be used to calculate the churn amount against the “Eligible renewal ARR” field. Churns would be a closed lost of the renewal opp, which can easily be reported on.

It was recorded and I believe the recording will be made available later today

Notion page, manually maintained