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Webinar Highlights

 

The Metrics Ocean (03:18)

Tim and Kevin take a look at the broad landscape of metrics on which business leaders focus, digging into a subset of key metrics that help leaders understand how the function of time impacts their business.

Breaking Down Pipeline Coverage (04:30)

Many go-to-market leaders are familiar with the concept of targeting “3x pipeline coverage.” While this metric may work for more established sales organizations, a static view of pipeline coverage doesn’t offer a way to measure the impact of the changing dynamics that are a reality for rapidly growing businesses. Tim and Kevin show how visibility into the right data and taking a time-based approach to your pipeline can help.

The Importance of Pacing (15:50)

“Great quarters are made from great months, great months are made from great weeks, great weeks are made from great days.” Delivering on longer-term targets is far is easier if leaders can give their teams shorter-term objectives to help meet those targets. To do this, you need a good understanding not only of where you are relative to your targets today, but also where you should be.

Understanding the Impact of Rep Performance and Ramp (22:00)

How do you recreate your best salesperson? One key is giving your team members both qualitative feedback and quantitative feedback that goes beyond quota attainment. Tim and Kevin share some of the key metrics they’ve used to help reps better understand their individual performance, while giving leaders visibility into the ramp cycle and productivity of their overall teams to ensure bookings plans don’t outpace the size of their organizations.

Tim Strickland

Advisory Partner, Summit Partners

As an Advisory Partner, Tim works closely with Summit’s investment team to identify new investment opportunities and collaborate with portfolio company leaders to help shape growth strategies focused on long-term value creation.

Tim is a seasoned technology executive with deep experience leading high-performing revenue, enterprise sales, customer success and business development teams. He joins Summit from ZoomInfo (NASDAQ: ZI), a global leader in go-to-market intelligence solutions, where he served as Chief Revenue Officer and in other sales leadership roles as the company grew from $144 million to more than $1 billion in revenues. During his tenure at ZoomInfo, Mr. Strickland helped build the customer growth and strategic sales organizations and led go-to-market functions through to the company’s IPO in 2020. Prior to ZoomInfo, Tim held customer success and sales leadership roles at Marketo, where he was part of the leadership team that led the publicly traded company through a take-private acquisition in 2016 and its subsequent acquisition by Adobe in 2018.

Kevin Jeon

Director of Revenue Optimization, Summit Partners Peak Performance Group

Kevin is a member of Summit’s Peak Performance Group and works with management teams to help identify and execute growth strategies that build long-term value. Most frequently, he collaborates with leadership teams to help expand and drive revenue growth and optimization strategies.

Prior to Summit, Kevin was the Global Head of GTM Strategy and Operations at Splunk, where he scaled the company’s direct sales organization from 400 to 1,000+ in 3.5 years. Previously, Kevin held various leadership roles at Salesforce, where he managed enterprise sales strategy and operations. He began his career in Financial Analyst roles at companies including Sephora-LVMH and BMHC.

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