Fall is upon us.
The days after getting shorter. Football (both proper and American) is back on the TV. And we at The Bridge Group are kicking off a new research project.
We focusing on CRO/(S)VP compensation, accelerators, and equity grants as well quota, makeup, and span of control. So if you're a CRO, SVP, or VP of Sales, we'd love your participation. We worked hard to make this survey easy and short (roughly 4 minutes ).
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In the Sales Development world, metrics can be finicky beasts.
What works at Google, LogMeIn, or Okta might not be transferable from one to the other, let alone work for you. Questions around how can I benchmark my team make leading an SDR group all the more challenging. In our 2018 SDR Metrics & Compensation Report, we analyze the biggest shifts in recent years and provide core metrics to measure these groups. We also break out findings by company revenues, ASP, and other factors.
This is our seventh round of this research project and I can tell you it's our best dataset yet. This year, 434 Executives from a broad range of B2B companies participated. (89% with HQs in North America, median respondent revenues of $24M, and median ASP at $28K).
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We all know account-based (ABx) strategies are hot.
Search for “account-based technology” on Google, and before you know it, targeted display ads will fill your browser, vendor branded socks will arrive in your mailbox, and dozens of new SDR cadences will flood your inbox.
No doubt, the technology behind ABx is amazing. But what gets less attention is how the SDR role needs to evolve to support it. I want to share one company’s journey. Meet Zignal Labs.
Zignal Labs, Inc. provides a cloud-based platform that analyzes social and digital media in real-time and delivers data-driven insights. By way of orientation, their average deal is six figures and the sales cycles run 6–8 months. Jamie Varley, Director of Account Development at Zignal, shared how his group integrates into the company’s account-based approach.
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If your company markets to, sells, or otherwise engages prospects in Europe, GDPR should be on your radar.
I know these conversations are taking place in legal and IT departments, but I haven't seen much awareness for SDR or AE VPs, Directors, or Managers. So, this is your polite wake-up call. If you haven't paid much attention to the General Data Protection Regulation (GDPR), that is likely to change. And soon.
This brief post is my attempt to give you an assist.
The EU General Data Protection Regulation (GDPR) sets out a new, unified privacy law for Europe. The new law is relevant not just to businesses established in Europe; it will also apply to entities worldwide that provide goods and services to individuals in Europe, and online platforms and other website operators that are accessible from Europe. - McDermott Will & Emer
Net-net, GDPR applies to any organization that retains, processes, or profiles the data of individuals in Europe. Broadly, this seems to include the European Union and the European Economic Area. As you might suspect, prospecting (including cold, outbound emailing) most certainly involves profiling, processing, and retaining individual data.