The GTM Motions and Channels Working Right Now with Richard Perez

Richard Perez leads the sales and go to market practice at Apax Partners, a private equity firm, where he works with their portfolio companies on how they sell. We asked which motions he'd back at the enterprise end, which at the SMB end, and what he wouldn't spend his own money on. Eddie Reynolds and Richard cover where ABM stops working, what decides whether a conference booth pays off, and why he's skeptical of most intent platforms: Resources Mentioned in This Episode: USC Frameworks: https://unionsquareconsulting.com/fra... 01:14 - Motions vs channels, and why the label matters less 06:46 - Why LLMs are now a channel you have to plan for 08:51 - $10K in seven days vs $500K in 19 months 10:28 - What's working at the enterprise end 12:08 - Buyers who know your competitive position better than you 14:19 - The events he likes best 15:25 - Three things that decide whether a booth pays off 17:46 - Why execution beats channel choice 25:25 - What has to be true before you deploy AI 26:41 - What's working at the SMB end 30:22 - Where ABM stops working 32:30 - Why warm and cold leads need different reps 37:57 - Why he's skeptical of intent platforms 40:36 - The cost of a dollar of new logo revenue ___________________________________________ We help B2B SaaS companies using Salesforce grow revenue faster, more predictably and more repeatably through a combination of systems management, data driven insights and RevOps strategy and planning. Book a call today! Website: www.unionsquareconsulting.com LinkedIn: www.linkedin.com/in/edwardreynolds Podcast: https://open.spotify.com/show/1CM3rme... #b2bsaas #b2bsales #outboundsales #gotomarket #gtmstrategy #revops #revenueoperations #salesstrategy #b2bsales #saasgrowth #pipelinegeneration #revenuegrowth #salesoperations #cro #GTM #founders #saasfounders #b2bmarketing #growthstrategy #startupgrowth #scaleups #founderadvice #leadershiptips #businesstips