Brian Simms

“The Partner Ecosystem Is Broken - And Everyone Knows It.” Every vendor wants partner-sourced pipeline.  Every partner program brags about ecosystem reach.  Every portal is full of content.  Yet… Only a small handful of partners ever generate revenue.  Most never activate.  MDF sits unclaimed.  Programs collapse under their own complexity.  Playbooks are unread.  Partners drown in 20+ competing vendors.  Ecosystems stall.  This isn’t a skills issue.  It isn’t a motivation issue.  It isn’t a “train them more” issue.  It’s a structural issue. Partners don’t need more information.  They need Activation - guided, signal-driven, execution-layer support that removes friction and makes next steps obvious. Today, we’re introducing a new category: Partner Activation.  Not enablement.  Not training.  Not portals.  Activation. The system that turns dormant partners into active revenue engines. 👉 Over the next 4 posts, I’ll walk through the full Activation model AND release our hero asset - “The Activation Advantage” - the definitive white paper on how modern ecosystems actually grow. The era of passive enablement is over.  The era of Activation is here. #PartnerActivation #ChannelSales #EcosystemGrowth #GoToMarket #B2BSaaS #RevOps #SalesActivator #PartnerActivation #EcosystemLedGrowth #PartnerEcosystem #ActivationAdvantage

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Most GTM teams are NOT efficient today. Here is some math to help you determine how inefficient your team is and why. Sales rep comp (and attainment) is one piece but digging into the GTM Pod economics can reveal a lot https://lnkd.in/gvsYDdBF

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Learn how AEs should practice multi-stakeholder sales conversations. Practical frameworks for sales roleplay, stakeholder mapping, and closing complex enterprise deals. #SalesTraining #SalesEnablement #SalesCoaching #AIinSales #RolePractice https://lnkd.in/e8R3zXwW

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Most CRMs (Salesforce included) were built for working linear deals and sales process management, not modern ABM. They do a great job logging activities and tracking opportunities, but they fall down on the questions marketers actually care about: o. Which accounts and segments truly drive efficient pipeline, LTV, and NRR? o. Where is marketing lifting outcomes vs. just creating noise? o. Which buying groups are in motion right now? Because CRM data is fragmented across leads, contacts, and opportunities, GTM teams end up with: o. Blurry ICPs that are built on intuition and live in slides, not systems o. Target Account Lists scattered across tools and spreadsheets o. Attribution that rewards “source” instead of measuring real impact The opportunity isn’t add more fields to Salesforce or hope that some yet to be discovered new signal will take your ABM to the next level. It’s to stand up a parallel Market & Account Intelligence system (like AlignICP) that: o. Centralizes ICP, TAL, and segment logic o. Models accounts and buying groups—not just leads o. Layers in intent to show who’s in market now o. Feeds clean, prioritized account lists back into CRM and ABM tools Do that, and ABM shifts from broad, channel-led guessing to focused, efficient, performance-driven programs anchored on the right accounts and segments. If this feels familiar, it’s not a minor annoyance—it’s a massive blocker. As long as CRM-centric, fragmented data hides which accounts matter, which segments perform, and where marketing actually lifts revenue, ABM will stay broad, reactive, and hard to defend in the boardroom. The upside? You can change this. Pair your CRM with a parallel Market & Account Intelligence system like AlignICP, discover and centralize ICP insights and your dynamic TAL and let an intelligence layer handle segmentation, intent, and prioritization. That’s how you take ABM from “we’re targeting some accounts” to a focused, efficient growth engine—and elevate marketing from a lead factory to a strategic partner in go-to-market execution. Check out our latest blog post to dive into more details at: https://lnkd.in/ghwbeH2a #B2BMarketing #ABM #RevOps #GTM #SaaS #MarTech #Salesforce #MarketingAnalytics #ICP #TargetAccountList #MarketingStrategy #AlignICP #GTM

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