Rachael Rogers, MBA

Top H1 takeaway from QBR's about our Rev Org: "We're an ecosystem, not a hierarchy." (h/t Alexandra B.) We collaborate, everyone's voice matters, and we strive to put people in roles they love so they can be madly successful. Hearing this statement was validation that what we are building in the Revenue Org at LibraryPass is unique, and scalable, and contagious. And we have roles coming soon! So if you're interested in being part of an ecosystem, let's chat. Here's to an even better H2!

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Our partnership with Brex now gives us unparalleled insight and breadth in SaaS purchasing reports

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When you're not in the board room, you're always wondering, "What's going on in there?". I have now worked with seven companies where I'd regularly present to a board, a mixture of PE and VC-led, and it's almost always centered around a few key topics. If you're meeting your numbers: - what's your future forecast  - how are you going to continue to grow - how will you grow faster and more efficient  - update on money in the bank and spend If you're not meeting your numbers (along with the things I mentioned above): - what is your plan to turn things around and meet your numbers (this includes new logo, back-to-base sales, and churn reduction) - what resources can they offer to help - do you have the right players in the right seat This is an oversimplification because many nuances are at play, but this is generally it. While board meetings can be stressful, almost every board I've worked with wants to be helpful. Of course, their interest is, first and foremost, that the business is healthy and growing, so there's always that undertone, but overall, they want to help. After all, they are guardians of the investments they make on behalf of others and have to report back on their performance. Think of them like they are CSMs for their investors (the folks that give them money). They need to get a great return on the investment they made on their behalf.

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GTM Leaders: Own the Arena When reporting to the board, don’t sugarcoat anything. If things are tough, lead with the red. Boards respect transparency, not fluff. - Master your numbers - Own your challenges - Share insights from failures It’s not about perfection—it’s about showing you’re the right person for the job. Like Roosevelt said: "It’s not the critic who counts, but the one in the arena, marred by dust, sweat, and blood." - Be honest. Be prepared. Be the leader they need #Leadership #CareerAdvice #ProfessionalGrowth #CEO #BoardMeetings #ManInTheArena

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“Power & Pay: Closing the Gap in Executive Compensation" ...talk about a POWERFUL topic 🔥 Loved meeting so many POWERFUL ladies last night - thanks so much for hosting, Pavilion & ON Partners We talked both about female representation across the c-suite as well as the gender gap that still exists in exec comp more broadly. So many important takeaways, but the biggest for me? You don't get what you don't ask for Simple, right? And we all know the stats. Women are less likely to apply for a role that they don't meet 100% of the qualifications for than a man. Women are typically less aggressive in their salary negotiation, both for new roles and internal promotions. Of course those are both broad generalizations, but there is copious amounts of data to back up both generalizations. So what do we do? 1️⃣ Apply for the job. Even if it feels too big for you. 2️⃣ Know your worth. And expect to be paid accordingly. Thanks for sharing your knowledge with us and for being such important advocates for women, Jennifer Hopkins, Tindall (Sewell) Hein & Tara Flickinger, MBA 🥂 #womeninsales #womeninleadership

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Earlier this week, I brought my fully remote, distributed team together in Napa for a two-day offsite, where I intentionally stepped away from the typical planning and strategy sessions. Instead, I created space for us to simply connect.🙌 The days were mostly unstructured—a welcome break from the daily grind. We shared great meals, stories, and laughter—lots of it.🤣 Here’s what I walked away with: ✅ Immense gratitude for each person I work with. ✅ Confidence that those two days were time well spent. I truly believe that the supportive, psychologically safe environment we’ve built as a team is a direct result of the time we’ve dedicated to getting to know each other, understanding one another better, and prioritizing playfulness and fun. Too often, leaders underestimate the value of this type of connection, dismissing it as "fluff" or making minimal efforts, treating it as an afterthought. But for me, it’s the foundation of a thriving, cohesive team.❤️ Each smiling face in this photo is a big part of why my career is such a fulfilling and positive force in my life.🙏 #leadership #innovation #mentalhealth #peoplefirst #remote #remotework #wfh #humanresources

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Today I had a chance to chat to three former colleagues who are now friends. This morning I was a guest on Closing Time podcast with Denis Crushell and Pat Williams, two deeply experienced CROs and just hilarious and kind humans. We went deep in GTM alignment, company level GtM KPIs and the role of RevOps to connect and guide teams across full customer journey. We also talked about how all the tooling in the world to operationalize your actions, outreaches, followups, personalized emails mean nothing…if you’re going after the wrong person. Investing to get your ICP right is paramount yet so many companies we work with underestimate this importance. In the afternoon I then had a lovely chat with one of the best pre-sales leaders I know Jameson L. (congrats on your promo buddy!) and we were discussing how companies we know that start with PLG then realize the importance of upgrading to enterprise sale but don’t know how to transition to something more value led. Every time I talk to one of these individuals there is so much learning, laughter, and sparks of new ideas. Nurture your network!

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🎙️ I had a great time with Alex Mislan during Spekit 🐙's first 'Enablement Therapy' webinar series last week! 💡 We covered so many great topics like the clip below about how Enablement balances the art of pushing down to Reps AND pushing up to leadership to be that strategic partner and advocate to and for both groups. 👇🏼 Definitely give the full chat a listen - link in the comments! #salesenablement #enablement #revenueenablement

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 🌟 Exciting Announcement 🌟 Upflex is honored to be a part of MatterMore Bringing Work Back to Life: Redefining Leadership in the Age of AI on November 14th at the New York Times Building as a key sponsor, alongside brilliant leaders who are shaping the future of work, AI, and culture design. In a time of rapid tech innovation, alongside challenges in well-being and connection, this event brings together founders, investors, and change-makers dedicated to creating more resilient, trust-based, and human-centered workplaces. Together, we’ll explore essential questions, such as:  How can leaders prioritize well-being and collective thriving?  What skills are essential for leadership in a world reshaped by AI?  How do we build systems that support trust, resilience, and collaboration at scale? Join us for an evening of deep discussion and connection with inspiring thinkers, including Elizabeth J. Sandler (futurist + workplace transformation), Anthony Onesto (Gen Z + HR innovation), Fabiola Cazares (early-stage growth + FoW investor) - hosted by MatterMore Coo+Co-Founder Matt Shenker Why Attend? This gathering is more than a conversation – it's a call to action to rethink leadership for a tech-driven future. Whether you’re a founder, executive, or investor, this is an opportunity to:  Connect with like-minded visionaries dedicated to transformative change  Discover how to lead with purpose and adapt in a world where tech reshapes our identities and workplaces  Gain actionable insights for designing work environments where people can truly thrive When: November 14th, 6:30 PM - 9:00 PM  Registration required:  https://lu.ma/3vqynbi7 I look forward to seeing you there as we collectively chart a path toward a future of work that brings life back into the workplace.

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Hey! NY HR professionals and recruiting agencies hiring for strategy, ops, bizdev roles in tech - this one is for you! ******** As part of NY Tech Week, we have nearly 300 registrations (and counting) of high caliber professionals from top consulting companies looking to get into tech. If you’re hiring for Strategy and Ops roles in tech, come join! We’ll make sure you’re approved on time for the event. If you need more info, feel free to drop me a private message on linkedin. For more information and to RSVP, visit: https://lu.ma/7nks6kk7 If you're seeing this post, don’t shy away - share/comment for visibility. We’re helping professionals transition from top consulting firms (Big 4, MBB, and other leading consultancies) into the tech industry. __________ FYI- if you’re looking to sponsor - whether recruitment agencies, HR tech companies, other tech companies, and MBA institutes - feel free to drop me a note as well #Networking #TechWeek #HR #Recruitment #Big4 #Strategy #Operations #NYTechWeek

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Transforming Childcare in Seattle: Success Stories from 3 SI In this video, we explore the significant impact of 3 SI in Seattle over the past decade. Discover how strategic initiatives have led to over $150 million in funding for early learning services in underserved neighborhoods, addressing crucial childcare access issues. #ChildcareAccess #SeattleSuccess #EarlyLearning #3SIImpact #CommunitySupport #EducationFunding #AccessDeserts #LocalInitiatives #ChildCareReform #KingCounty

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Awesome SaaStock workshops yesterday led by Kevin "KD" Dorsey on how he operationalizes his sales teams and keep them up to date, Rita Jhaveri on the importance of customer onboarding with a fun workshop (Team Monkey FTW!), and Jake Dunlap for new insights on creating a effective buying experience. My biggest take aways from the sessions were: Our buyers' environment is changing and how they buy is changing. Are your internal processes staying up to date to meet your buyers where they're at? At startups I think of my sales org processes within a constant loop -> What's our.... TAM -> SAM -> SOM -> ICP -> Buyer Persona -> Pain Points for said personas within the ICP -> Does our product solve those pains points -> relevant messaging for marketing + disco + demo -> win customer -> case studies -> renew -> apply case studies and stories to new business sales cycle -> repeat The challenge I hear often is that people don't know what their ICP should be and so everything after that falls flat. But why is this so hard to figure this out? It's going to sound ridiculously simple..but it's your industry tags. Read more on why and how to fix it in the comments below and if you’re attending SaaStock today let’s meet up! #saastockusa2024

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Just got off a call with Udi Ledergor 🏳‍🌈... That could be the whole post, couldn't it? 🤩 🙇‍♀️ But wait - there's more! ha Udi so kindly offered up time on his calendar for Gong users to learn key ways to leverage the platform for *marketing* Of course, I instantly raised my hand. 𝐓𝐰𝐨 𝐤𝐞𝐲 𝐭𝐚𝐤𝐞𝐚𝐰𝐚𝐲𝐬 𝐟𝐫𝐨𝐦 𝐭𝐡𝐢𝐬 30𝐦 𝐜𝐚𝐥𝐥: ☝ There are SO many new ways I can pull info from Gong to guide marketing efforts: content direction, win/loss analysis, key message tracking compared to performance... I was like a kid in a candy shop. 🍭 Marketing candy 🍭 ✌ Gong/Udi is genius. Offering 30m of their time to drive product adoption, customer retention, and most importantly this rush of *excitement* directly tied to their platform... pure gold. Golden tips and a golden marketing play, folks. 𝐒𝐨 𝐧𝐨𝐰, 𝐈'𝐦 𝐭𝐡𝐢𝐧𝐤𝐢𝐧𝐠: How fast can I get these new Gong trackers live? and How can Daxtra create a similar kid-in-a-candy-story rush for *our* customers? 🤔 I'll share more as I dive into both. Thx Udi! #b2b #marketing #gtm #productmarketing

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“He just took it off my plate. I LOVED it.” A CEO shared this glowing review with me about one of his executives. What did the executive do? It seems so simple. He was proactive. I’ll share more below with a little context. 📜 Context The CEO had an upcoming company All Hands meeting where he planned to share the state of the business as usual. Normally, he would find the last version of the presentation, copy and clean it up, assign sections to other leaders, and then start work on his section. As he was about to begin his routine, one of his leaders beat him to it. The executive had already copied the old deck, started cleaning it up, and rallied others to take their sections. All the CEO had to do was focus on his part. The CEO loved it. That’s when he made the above comment. It removed something from his very full plate and demonstrated the executive’s initiative and foresight. ⚡ Learning Being proactive isn’t just about removing a task; it’s about reading the situation, showing understanding and taking initiative. That's demonstrative leadership. We build trust and confidence when we anticipate what our leader or teammate or organization needs and then meet it. It also helps me grow because I have to think like the next level up. Sure we’ll miss the mark sometimes, but it’s a fun and never-ending pursuit of learning and improvement. It's also a rising tide. When one team member steps up and takes the lead on a project, it elevates the whole team and inspires others to do the same in a virtuous cycle. "See a need, fill a need." Proactive thinking combined with a bias to action is a game-changer in any organization. Here’s to being proactive! #Proactive #BiasToAction #Leadership #Team Repost ♻️ if you like. PS- photo is me trying to be proactive handing my son tools on a job.. but largely failing and taking pictures instead 😂

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Kona helped Aniya Grimm, Head of Talent Success at Amplitude, scale her manager enablement efforts with AI. ⚡️ 🍏 Aniya built a world-class, two-day manager training program and amazing content for managers. 🐶 Kona helped reinforce those concepts in Slack/Zoom and get bite-sized content into managers' day-to-day work. It's a win-win, and one of the many ways AI is help L&D teams do more! Curious on how AI can supercharge your L&D workflow? ✨ Leave a comment or send me a message! #ai #management #hr #peopleops #learninganddevelopment #learning

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Building an enterprise first product is a challenge, especially when you’re selling directly into the C-Suite. Typically, SaaS companies that build for the enterprise would do a land and expand play, starting in smaller teams and then moving to the entire org once they have traction. So how did Glean, an enterprise search platform, build trust at that C-level to start there? In this week’s Product Thinking episode, Tamar Yehoshua, President of Product and Technology at Glean, explored how Glean has positioned itself as a trusted partner for large enterprises. In our conversation, Tamar covered: ✅ How Glean solves the universal problem of finding information within large companies.         ✅ The importance of building a secure enterprise search platform that adheres to strict privacy controls.                                                                       ✅ Tamar’s insights on balancing usability and security to create a product that works for both employees and enterprises.                                                            ✅ How AI-powered tools like Glean’s assistant are transforming productivity by automating routine tasks.                                                                         ✅ The challenges and opportunities of integrating enterprise data with AI to create personalized, role-based search results. Listen now👇  🎧 Spotify: https://lnkd.in/eJYXZ9ae 🎙️ Apple Podcast: https://lnkd.in/eD96wusZ How are you balancing usability and security in your product? Let’s talk in the comments! #productthinking #enterprisesearch #AI #security #leadership #innovation

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GAME-CHANGING AI BRIEFS Gong’s Udi Ledergor 🏳‍🌈 said it best: “How much time do your teams spend bringing their coworkers up to speed on an account? We’ve heard anywhere from 3 minutes to 3 hours. With Gong AI Brief, you can create custom templates for any type of writeup – an account handoff brief, executive deal update, even creating an instant customer success story based on all prior interactions with the customer! AI Briefs make seamless knowledge transfer a gold standard. So why is your team still scrambling to write these notes?” You heard him. Learn more about AI Briefs here: https://lnkd.in/dyrjsiHF

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If you're a RevOps leader charged with moving your GTM execution faster -- this thought-leadership session is for you. Join us on May 30th in San Diego at the RevOps Co-op conference. We are bringing a panel of top-notch speakers to share their insights and success playbooks. Here's the session line-up for "Blood, Sweat & Sales People: Confessions from the RevOps Frontline": Eyal Orgil, DealHub's CRO, dives deep into the heart of the action with RevOps experts Ayelet Germanski (PlexTrac) and Amie Weizer (Zensai), revealing their unfiltered secrets to GTM mastery. Gain 3 crucial insights: Scale with Speed: Master the art of GTM scaling – launching AND maintaining growth momentum. Discover how to thrive in a resource-constrained market through smart process streamlining and efficient workflows. Adapt to Conquer: Learn how to react quickly to market shifts and build resilience for the unexpected. Uncover expert tactics for achieving growth even with limited resources. RevOps Revolution: Optimize your RevOps journey. Identify the signs that you need a reboot, foster seamless collaboration across departments, and ensure your entire RevOps process aligns perfectly with your organization's goals. Let's meet in person - secure a time to chat here >>> https://okt.to/Fb7rxE Use the discount code 'RAFDealHub10' to get 10% off your event ticket! #GTM #revops #thoughtleadership

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How much retention would go up? If... - The Customer Success org starts with Solutions - There's a Chief Solutions Officer on the board - AEs consult with SEs on all ongoing deals - Customers talk 80% in conversations - Focus is on adoption, not renewals I'm guessing by A LOT. That's the GTM SaaS world I envision. P.S: True customer adoption nearly guarantees renewals. #presalesevolution #customersuccess #saas

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