Mastering Sales and Customer Lifecycle Through Value Hypothesis with the GTM Team from Mabl
The Revenue Insights Podcast
Mastering Sales and Customer Lifecycle Through Value Hypothesis with the GTM Team from Mabl
May 23, 2024
This week on the Revenue Insights Podcast, we are joined by Anthony Palladino, Chief Revenue Officer, Blake Kelly, Head of Enablement and Partnerships and Kirsten Vonck, Head of Customer Success at Mabl. In this episode, Lee, Anthony, Blake and Kirsten explore how the Value Hypothesis framework goes beyond basic discovery to drive sales success and improve customer lifecycle management. They delve into strategies for building trust, creating compelling value propositions, and fostering consultative relationships. They further delve into the importance of understanding customer environments, maintaining credibility, and continuously iterating on account plans. Additionally, they share insights on leveraging AI and other technologies to enhance the sales process and deliver consistent value to clients. Anthony is a growth leader with a track record of driving significant revenue increases and building robust customer-facing organizations. At Splunk, he led the Americas Field Organization from pre-IPO to $1 billion in revenue, and as Chief Revenue Officer at Aisera, he increased revenue eightfold. Before joining Mabl, where he will drive global adoption of their low-code intelligent test automation, he quadrupled revenue as Senior Vice President at CloudBees. Blake is a high-performing professional with over a decade of experience in customer-facing roles, who founded the Postman GTM Enablement motion. He is now leveraging his extensive expertise to empower Mabl's Go-To-Market team. Kirsten is an Experienced Customer Success Leader with a demonstrated history of working in the SaaS industry with a specific concentration in cloud computing and QA automation.
This week on the Revenue Insights Podcast, we are joined by Anthony Palladino, Chief Revenue Officer, Blake Kelly, Head of Enablement and Partnerships and Kirsten Vonck, Head of Customer Success at Mabl.



In this episode, Lee, Anthony, Blake and Kirsten explore how the Value Hypothesis framework goes beyond basic discovery to drive sales success and improve customer lifecycle management. They delve into strategies for building trust, creating compelling value propositions, and fostering consultative relationships. They further delve into the importance of understanding customer environments, maintaining credibility, and continuously iterating on account plans. Additionally, they share insights on leveraging AI and other technologies to enhance the sales process and deliver consistent value to clients.



Anthony is a growth leader with a track record of driving significant revenue increases and building robust customer-facing organizations. At Splunk, he led the Americas Field Organization from pre-IPO to $1 billion in revenue, and as Chief Revenue Officer at Aisera, he increased revenue eightfold. Before joining Mabl, where he will drive global adoption of their low-code intelligent test automation, he quadrupled revenue as Senior Vice President at CloudBees. Blake is a high-performing professional with over a decade of experience in customer-facing roles, who founded the Postman GTM Enablement motion. He is now leveraging his extensive expertise to empower Mabl's Go-To-Market team. Kirsten is an Experienced Customer Success Leader with a demonstrated history of working in the SaaS industry with a specific concentration in cloud computing and QA automation.


Value Hypothesis Definition
A thoughtful, research backed estimate around the value that your solution can provide customers & prospects at a business level, team level and/or individual level.


Sources of Info for Value Hypothesis

External


Internal Sources


The Value Hypothesis -Example
[Company Name] is a company that's growing rapidly and making big bets in their Product with the hiring of 25+ new technologists and the acquisition of a new platform to help expand their offering. They will need to create tests quickly for new features & use cases to have adequate test coverage.

Based on research, it seems like there are a few folks in QA which appear to be more focused on scripting, which leads us to believe that they are doing testing at the development level and would likely benefit from a platform that helps them to easily create and maintain automated end-to-end tests. It also could mean that their scripting approach could lead to them spending a lot of time on test maintenance, and they may be using open source tools. (DataRobot Case Study)

Given their products heavy reliance on external data, we also expect that API testing would be in scope here meaning that there could be a large benefit of working within a unified testing platform.

There are some large incumbents in the space that [Company name] is competing with, so executing on agile product development becomes table stakes, and doing so effectively likely requires an automated test strategy.


Framework about 1-Compelled Energy

The engagement <emotional and logical> of the audience to take priority action in an urgent, specific, and outcome-focused way.

This is typically caused by:
Direct, respectful, clear but problem centered communication.
Demonstrated (articulated) relevant customer examples and ROI
Painted a picture of the possible, with the confidence of a low risk approach.

When compelled energy is present; life is good, and the transaction moves fast.

When compelled energy is not present, everything is slow and difficult, and the transaction likely will die.




The Revenue Insights Podcast is hand crafted by our friends over at: fame.so

Previous guests include: Namrata Ram of Slack, Jaclyn Balben if Bamboo Health, Mark Truman of EdgePetrol, Evan Liang of LeanData, Nicholas Ellis of InVision

Check out our 3 most downloaded episodes:
Powered by bCast, Fame and Abney