Angela T. Tucci

Moody’s is a powerhouse, compounding shareholder value. We just closed the largest year in our history — $7.7 billion in annual revenue. We are successfully executing on our strategic initiatives: • Operating in the deep currents of global funding: meeting demand where it matters most • Disciplined focus: drove remarkable margin expansion while investing in high-growth areas • Trusted data engine: scaling to be a provider for trusted context as AI proliferates This isn’t just a record — it’s the foundation we are building for our continued success. https://lnkd.in/gBcK9-Pk

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CAI can be a game-changer—if done right. Join this exclusive, no-fluff session with two industry leaders: 👩‍💼 Donna Fluss – President, DMG Consulting LLC 🧠 Anne Jenkins – VP, Solutions Architecture, Teneo.ai They’ll unpack the real-world lessons that separate transformational CX success stories from CAI projects that fall short. This isn’t another hype session—it’s a conversation grounded in results. You’ll walk away with: 🔧 Practical implementation tactics that actually work ⚡ Speed-to-value strategies that don’t compromise compliance 🧭 Proven playbooks from high-performing enterprise deployments Webinar: CAI Implementation Best Practices That Deliver September 3 | 🕛 12:00 EDT / 18:00 CEST https://lnkd.in/dqTP3wwN The future of CX is already here. Make sure you’re doing it smarter. #ConversationalAI #CustomerExperience #CXStrategy #CAI #TeneoAI #DMGConsulting #ContactCenter #DigitalTransformation Spencer Noble Kristen McFadden Gandhi Patrik Rosenberg Anne Jenkins Howard Leary II Benjamin Kolz, PhD Tim Bartz Yoleidy Carvajal Ramazan Gurbuz Andrea Flores Miralles Iman Gozal M. Molly Poole John Perrin Chris McManus Graziella Gioia Michael Kenney Lee A. Kayne Jon Cedercreutz Henry Danser Jeff Mazur Per Ottosson Fredrik Törgren

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Partner tiers shouldn’t reward the past. They should shape the future. If your incentives don’t change partner behavior, they won’t change partner revenue. New Post: 👊 Most Partner Tiering Models Don't Drive Behavior: https://lnkd.in/exHXTb4v

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PE Growth TAILWIND: Tackling the Differentiation Crisis - Using Pre-Suasion to Stand Out, Protect Pricing & Accelerate Growth | 4-Part Series PREVIEW Who this series is for (PE-backed, lower middle-market): • Operating Partners & Board Directors • CROs • VPs of Marketing, Sales & Customer Success • Sales & Marketing Managers • Anyone accountable for revenue Last year, I spoke with a LMM Operating Partner who said something I hear often: “Marketing across our portfolio is boring and unproductive. We need something more innovative to help businesses stand out, shorten sales cycles, and win more deals.” That comment exposes a larger problem most people already recognize: We are in a full-blown differentiation crisis - especially in B2B. Markets are hyper-competitive. Differentiation is minimal. Buyers are more informed, distracted, skeptical, and resistant to GENERIC positioning, messaging, and sales engagement. And for firms needing to defend premium pricing, this is a top priority. Across portfolios, the SYMPTOMS are consistent: • Marketing Managers struggle to differentiate beyond features, making pricing premiums harder to defend. • VPs of Sales worry their pitches and demos sound like competitors’, leading buyers to disengage and focus on pricing. • Customer Success Managers fight to justify renewals - and find expansion harder without compelling outcome-based messaging. In short: everyone sounds the same - and buyers tune out or focus on pricing. One solution: Pre-Suasion (not to be confused with persuasion), from Dr. Robert Cialdini - deliberately shaping attention, associations, and mindset before the pitch, demo, or QBR ever begins. Think aligning the agenda, success criteria, and decision framework BEFORE the meeting starts. Psychology is nothing new in business, but it is rarely used - and almost never operationalized effectively - in the lower middle-market. When executed well, Pre-Suasion increases engagement, urgency & perceived value long before your solution is discussed. This 4-part series provides frameworks, practical examples, and starting points to embed Pre-Suasion across Marketing, Sales & Customer Success. Series overview: Part 1 - Foundations: Why Pre-Suasion matters more than ever for PE-backed growth. Part 2 - Marketing: How to prime buyers before they click & protect pricing. Part 3 - Sales: How to improve engagement, shorten cycles & raise win rates. Part 4 - Customer Success: How to prime customers ahead of renewals & QBRs to improve retention and unlock cross-sells/upsells. Bottom line: Today, average GTM execution directly threatens MOIC, revenue growth & exit value. Firms that don’t shape buyer perceptions risk losing pricing power and giving competitors an edge. Follow this series to learn how to stand out, defend pricing & accelerate revenue growth. 👍 Like 💬 Comment ♻️ Repost ➕ Follow Brian Gustason 🔗 300+ PE Growth posts: https://lnkd.in/egaTG95M #PrivateEquity #GTM #OperatingPartner

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The latest episode is live, and this one is fantastic. I sat down with Eric Gilpin, President, GTM of G2, a leader who’s spent over two decades scaling teams, navigating change, and driving growth in some of the most competitive technology markets in the world. What makes Eric stand out is how he thinks about people, performance, and presence. In this conversation we went beyond tactics and hit on: Being strong at work without losing your presence at home Work demands a lot. But the cost of absence, in relationships, in moments, in memory, isn’t on any spreadsheet. Why alignment with your spouse matters more than “balance” It’s not a 50/50 scorecard, it’s shared intention and honesty about what really matters. What “being present” requires, not just physically there, but mentally and emotionally engaged, even when everything else claws for your attention. The real talk on AI Will AI replace us? Maybe parts of what we do. But the parts of leadership no model can replicate are exactly what matter most going forward. Listening to understand, not to respond That might be the most underrated leadership skill in the age of speed. This episode is about the humanity beneath the headlines and what leaders need to actually thrive in the chaos of work, tech, and life. If you’re thinking about the future of work, AI, or how to show up better in the places that matter most, give this one a listen. 🎧 Youtube: https://lnkd.in/e4nrDEAu

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The Real Value of Nitrogen: Creating Fearless Client Conversations - Dan Zitting, CEO of Nitrogen on The Customer Wins with Rich Walker Full Episode: https://lnkd.in/g9TctF-i

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Fake RFPs are the dirtiest secret in enterprise SaaS. You think you’re competing. In reality, the decision was made weeks ago. Every rep/leader knows the story: Custom demo environment, 18-page technical doc, 127 security questions answered, 4 pricing scenarios, References lined up. Hundreds of hours invested. And then: “We’ve decided to move forward with another vendor.” Not because the company isn’t buying. Because the RFP was theater. Why do reps still chase them? It’s not ignorance. It’s hope. The big logo. The big number. The career-making deal. It’s intoxicating. And that’s what makes fake RFPs so dangerous. What the Research Shows: This isn’t paranoia, it’s documented. - The IACRC lists rigged specifications and sham bidding as some of the most common procurement fraud schemes worldwide. - The OECD warns that restrictive tender specs can effectively pre-select winners and block fair competition. - A GAO review found that many “competitions” attract only a single offer, often because requirements were written to favor incumbents. Enterprise SaaS isn’t audited the same way. But the mechanics are identical. And that’s exactly why leaders and reps need to be more deliberate. Before you chase an RFP, ask these 5 questions: 1. Access: Can we meet the economic buyer? If no → column fodder. 2. Authorship: Do requirements read like a competitor’s data sheet? If yes → walk away. 3. Urgency: What breaks if this slips a quarter? No consequence = no deal. 4. Discovery: Will we get to validate pain and outcomes? If no → policy, no pain. 5. Opportunity Cost: What live deals will suffer if we chase this? Red Flags That Scream “Theater”: Suspiciously specific requirements only one vendor can satisfy. Procurement-only access, no business decision-makers. “Top priority”, but with a 10-week decision gap and no milestones. Vague or undefined success metrics (“ROI framework”). Fake RFPs waste hours and drain morale. They bloat your pipeline with ghosts. And they make you walk into a board meeting forecasting numbers that were never real. That’s why I always coach my reps on this: I don’t ask about the response. I ask: Who’s the buyer? What happens if this slips? Why do you believe we can win? If they can’t answer, we pull out. Because the truth is: If reps get burned enough times, they stop believing in every RFP, even the real ones. And that’s a culture killer. The job of leadership isn’t to celebrate activity. It’s to protect your team’s time, focus, and belief, so they fight where they can actually win. Sales leaders: what’s in your RFP go/no-go filter?

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