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Senior sales and revenue executive with 20+ years leading B2B SaaS go-to-market…
Articles by Daren
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Bridge the Bottom-up Plan Gap
Bridge the Bottom-up Plan Gap
In most SaaS organizations, functional leaders build go-to-market plans in a bottom-up manner. These bottom-up plans…
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SaaS CEOs Want an Amazing and Predictable Revenue Engine but Frequently Settle for High-Quality Parts
SaaS CEOs Want an Amazing and Predictable Revenue Engine but Frequently Settle for High-Quality Parts
Most SaaS CEOs have detailed plans for Corporate Strategy and Product Development, yet many lack a cohesive…
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SaaS Planning for Black Friday
SaaS Planning for Black Friday
There are many origin stories for the day after Thanksgiving Day shopping bonanza known as “Black Friday.” According to…
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Why Building Your Go-To-Market Plan Feels Like Planning for D-Day
Why Building Your Go-To-Market Plan Feels Like Planning for D-Day
“Your task will not be an easy one. Your enemy is well-trained, well-equipped, and battle-hardened.
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SaaS CFOs Need to Be Operational Leaders
SaaS CFOs Need to Be Operational Leaders
According to the folks at Oracle Netsuite, the duties of the chief financial officer (CFO) include “building a…
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Planning Shouldn't Be Scary
Planning Shouldn't Be Scary
A recent post entitled Navigating annual planning challenges discussed the top 3 mistakes seen in yearly planning. The…
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RevOps: Planning the Unseen
RevOps: Planning the Unseen
I recently met with an exceptionally talented Revenue Operations (RevOps) leader. The scope of her role was so broad…
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Making Last Mile Technology Investments During the Downturn
Making Last Mile Technology Investments During the Downturn
Last week’s headlines were troubling for many of us, especially those in transportation & supply chain. Reviewing the…
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Trouble Brewing? Why Beer Distributors Need to Digitize Logistics Now
Trouble Brewing? Why Beer Distributors Need to Digitize Logistics Now
Getting beer into the hands of retail outlets or restaurants seems like a straightforward job. Distributors make the…
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Your Cost to Deliver is Going Up
Your Cost to Deliver is Going Up
Your Cost to Deliver Is Going Up On April 7, 2022, the Wall Street Journal reported that Walmart would raise pay for…
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Daren Lauda shared thisHustle and grit can’t be taught. You either have it… or you don’t. And maybe it’s just me, but I’ll take a story about someone grinding every day over someone who “got lucky” every time. This weekend, I met a young man who is doing exactly that. His name is Noah Anthony. Not your typical professional path. He’s an artist. A performer and songwriter. It was the first time I heard his music, and after his set, we got to talking. He lives in Nashville. Plays Thursday through Sunday. No real weekends. A lot of his income comes from tips. No guarantees. Just show up… and earn it. He publishes at least one new song every month. And this month, he’s hitting the road too... Arizona, Kansas, Missouri, and Texas. No safety net. No shortcuts. Just doing the hard work. Getting his "reps" in. That’s the part that stuck with me. Not the talent. The consistency. Because talent gets attention. Consistency builds careers. And here’s the thing… We’re entering a decade when AI will change the world around us. But it won’t replace grit. So when you’re interviewing candidates… Don’t just look for polish. Look for proof of reps. Look for signs they’ve done hard things without guarantees. Because the people who know how to grind… They tend to figure it out.
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Daren Lauda reposted thisDaren Lauda reposted thisFor the first time in a long time, leadership and employees want exactly the same thing. AI everywhere, as fast as possible. And it is still not moving. Both sides are paying a price most organizations are not yet seeing clearly. What keeps adoption from moving: - The moment work gets sensitive, people get locked out - Context is scattered across so many tools that AI adds friction instead of removing it - The platforms promising adoption are expensive to scale, cap what your people can actually do, and are optimized for their own growth, not yours What that costs you long term: - Every vendor with your data is a liability you now manage forever. - The institutional knowledge that makes AI valuable ends up owned by someone else's platform. - Token limits and subscription costs compound quietly until AI becomes a privilege, not a standard. You do not just fall behind. You build yourself into a corner that gets more expensive to undo every quarter. After a year of conversations with leaders across regulated industries, we captured everything that matters into one page. DM to get access to our insights.
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Daren Lauda posted thisYesterday, I did something I almost never do. Nothing. No email. No Slack. No dashboards. No “quick” strategy thoughts that turn into hours. No plans. No workout. No productivity hacks. Just… a day at home. It’s been years since I was that “lazy.” And honestly? It was awesome. We spend a lot of time here talking about professional wins, growth, and momentum. But every once in a while, the most productive thing you can do… Is absolutely nothing. Just take a break and recharge. Watch out 2029. This will happen again!
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Daren Lauda shared thisThere’s a lot of hype around AI for customer service. And sure… automate all you want. But you still have to delight. And delight happened to me this morning. I received a discount code from Epic Fits, and I placed an order. (I wear a lot of t-shirts.) I’ve been happy with their product. Even happier with the discounted price. Then, about 5 minutes later, I get an email: “Congrats! You received $27.80 in Epic Fits store credit.” Let that sink in. I already used a discount code… And they proactively applied a credit I didn’t even know I had. - No friction. - No hoops. - No “submit a ticket.” That’s not AI. That’s a policy decision. AI can make you faster. AI can make you more efficient. But it won’t make you customer-first. That part is still on you. (And yes, "Hides dad bod" was a factor in my purchase decision.")
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Daren Lauda shared thisTwo quick reminders for my fellow frequent fliers. First… Your airplane seat has exactly one recline setting. (At least in domestic coach.) No matter how hard you throw your body weight into it… It will not recline further. There is no bonus level. Quick tip. If adjusting your seat looks like an acrobatic routine, you’re doing it WRONG. Second… If you have the aisle seat, stand up at the appropriate time. If people from rows behind you are getting off the plane... You waited too long. Standing up at the right time is your job. Even if you’re at a really good part of your book. Air travel is a shared experience. A little awareness goes a long way. Despite the in-flight antics, I am enjoying a beautiful, gray morning in Boston. (And yes. I was in the middle seat.)
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Daren Lauda shared thisWhen my house was built, someone thought it was a good idea to run water pipes under the slab. Shortest distance between two points. Makes perfect sense… until there’s a failure. Someone also chose low-cost, inferior copper. Save a few bucks. Makes perfect sense… until the pipes start leaking. For me, the intersection of low quality and poor design yielded: - A whole house repipe - 2 days without water - 4 holes in the exterior stucco - 50+ holes in the drywall to patch and paint - A completely disrupted home (and home office) This morning, standing in my living room, staring at this… I had a thought. This is exactly what a lot of us are doing right now with AI. We’re “vibe coding” our way into production. - Shipping fast. - Skipping steps. - Trusting the tools. We don’t need perfection. But how much thought are we really giving to: - Architecture? - Quality? - Failure modes? Most of us don’t have years of experience in software design or QA, and it shows, just not immediately. Because just like plumbing… Everything works great, until it doesn’t. So by all means, keep building. The tools are incredible! Just don’t confuse ability with experience. Otherwise, you may wake up one day to find your application full of holes.
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Daren Lauda shared thisWorkforce reductions (aka layoffs) are everywhere right now. Amazon. Atlassian. Block. Epic Games. Meta. Oracle. Panasonic. Salesforce. All reducing headcount. I’m not here to criticize. AI is changing everything. Companies have to respond. And I’m not claiming moral high ground. I’ve led sizable layoffs. (Not proud.) But I do have a concern. - If AI is driving efficiency… - And efficiency is driving layoffs… - What happens next? Because the people being laid off… They were also customers. If someone is unemployed or under-employed, they’re not: - Booking flights on Delta Air Lines. - Planning Disney trips. - Ordering from Domino's Pizza on a random Tuesday. So how far can companies “right-size"? Before their customers are forced to do the same? That feels like a dangerous loop: Efficiency -> layoffs -> reduced spending -> lower demand -> more layoffs We’ve seen versions of this before. But AI might accelerate it. That’s the part that sticks with me. ----- Quick exercise I ran. Five-minute search. Very basic. Major companies reducing headcount at scale actually power the systems behind major consumer brands. Amazon: Disney, ESPN, McDonald’s, Pinterest Atlassian: Coca-Cola, Costco, Delta, Domino’s Oracle: Airbnb, AT&T, eBay, Netflix, Nike, Uber Different industries. Same ecosystem. So the real question isn’t: “Are layoffs happening?” It’s: How interconnected is the impact?
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Daren Lauda posted thisWhere are you learning about Agentic AI? Really learning? Better yet, where should I spend time to learn more? I prefer to learn via self-study and hands-on work. Instructor-led works too, but only if the instructor is solid! I've looked at coursework from MIT, Stanford, and UT Austin. The "No Code and Agentic AI Program" from MIT looks interesting. Impeccable credentials from MIT, no doubt. But is a 12-week program the best way to go these days? What would you recommend for someone who: - Wants to learn Agentic AI from an executive view - Needs a cross-functional view -- GTM, product, etc. - Is willing to do hands-on work - Isn't looking to learn Python, etc. For reference, I use generative extensively. I also "vibe code" in Lovable. So, where should I go to really improve my agentic knowledge? How do I move from interested and aware to really informed?
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Daren Lauda shared thisI am making a concerted effort to learn and use AI. For both GTM and product development. Things are changing so quickly, I am working hard to keep up. Yesterday, I asked GPT to create a prompt solely for gathering information from a development tool. The generated prompt included this little gem. "Do not code yet unless the architecture is obvious and low risk." That really means: “You can start coding if you want.” That’s like telling your teenager: “Stay out of the beer fridge.” Right before you leave for the long weekend. Let’s be honest. In these situations: Code is getting written. Beer is getting drunk. AI is eager to please. That’s the feature and the risk. Pay close attention to GPT outputs!
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Daren Lauda liked thisDaren Lauda liked thisExcited to share what’s next after graduating tomorrow! I’m incredibly grateful for the opportunity to begin working with the Neal Brothers team. A huge thank you to Harry Griffin and Darryl Griffin Jr for this amazing opportunity. I’m excited to learn, grow, and see what the future holds! I also want to thank the Wilbur O. and Ann Powers College of Business at Clemson University and Clemson University for an unforgettable four years filled with growth, friendships, and memories I’ll always cherish. Go Tigers! 🐅
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Daren Lauda liked thisDaren Lauda liked thisEven though I’m honest (to a fault) on LinkedIn, it’s still a highlight reel. A new friend mentioned that I appear to just really “have it together” — made me stop and think about if I really do. And the jury is out. Most days I’m operating one half-hour at a time, going where my calendar tells me, trying to remember to eat, and trying to keep Claude at work in the background at all times. Taking 1 hour to record our pod is one of the best hours of the week. On today’s episode I talked about how these conversations always help me feel grounded. Karen Kelly is our guest today, and let me tell you: she is amazing. She has a great story about mobilizing her community to overcome childcare crises and plenty of other wisdom that had me in awe. I hope you check it out! And remember that nobody is as buttoned up as LinkedIn would make it appear 🥲
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Daren Lauda liked thisDaren Lauda liked thisOktana is a fast growing firm in the Salesforce, Snowflake, & Anthropic space that I am close to. Jaime Solari is a great CEO & leader and he is growing his sales team. Please message me direct or apply here; https://lnkd.in/dAhzKwPB https://lnkd.in/drR22-uQ
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Daren Lauda liked thisDaren Lauda liked this🚨 Hired!🚨We are thrilled to announce that Corey Hutchison has been named Full-Time Director of The Sonic Alliance for Leadership and Excellence in Sales (S.A.L.E.S.) — a groundbreaking partnership between Sonic Automotive and the TCU Sales Center that will transform sales education nationwide. Who is Corey Hutchison? 🏆 Nearly 4 decades of professional sales experience 💼 Former SVP at VMware, leading $2B+ divisions with 500+ team members 📈 Former Chief Sales Officer at SOURCE Global 🚀 CEO and Founder of multiple companies 📚 Author of Sales Audit: The Sales Manager's Playbook 🎓 Co-developer of the TCU Sales Center curriculum 👔 Current Chair, TCU Sales Center Executive Advisory Board ⭐ Previous Rachel Roth Taylor Executive-in-Residence at TCU Neeley Corey's career includes senior leadership roles at VMware (7+ years), Gemalto, CA Technologies, Mercury Interactive, Cognos, and IBM — with a proven track record of double-digit revenue growth and building world-class sales organizations. From Corner Office to Classroom: Before joining TCU full-time, Corey taught at California State University, Fullerton, and helped launch its Sales Leadership Center. When he saw Director Zachary Hall's social media posts about establishing the Certificate in Consultative Sales, Corey — the father of two TCU alumni — felt compelled to help. Since 2020, Corey has been the operational backbone of the Sales Center — co-developing curriculum, teaching consultative selling, and mentoring students through live selling experiences. " The best part is seeing the most uncomfortable students, who lack confidence but have hidden skills, rise to the top of their confidence and ability to credibly represent the value of a solution that addresses customer pain." The S.A.L.E.S. Alliance: As Director, Corey will lead an initiative that: ✅ Positions TCU as the national hub for a multi-university sales education consortium ✅ Expands sales education to universities nationwide ✅ Creates a sustainable pipeline of top-tier sales talent ✅ Establishes Sonic Automotive as a premier investor and national leader in sales education This partnership brings together NC State, Schreiner University, and a West Coast institution to scale TCU's proven framework nationwide. "The uniqueness of the TCU Sales Center — leveraging practitioners as adjuncts and live selling — are what set TCU and the students succeeding in this program apart from their career competition." A Heartfelt Thank You: This transformational partnership wouldn't be possible without the vision and commitment of Sonic Automotive and its exceptional leadership team: Heath Byrd, Donnie Parris, Jeff Dyke, and John Perez. Your investment in the next generation of sales professionals will create lasting impact across the nation. TCU Neeley School of Business, Raelynn Mears, MBA, Zachary Hall, Emily Watts, Matthew Beyrooty, MBA, Corey Hutchison
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Daren Lauda liked thisDaren Lauda liked thisWeekend getaway to the desert. Sunshine, hiking, blue skies, family, and good friends. Great way to reset and get ready for another work week. Outdoors + no WiFi / cell service = Ctrl+Alt+Delete for the soul 😃 #nature #outdoors #hiking #blueskies #worklifebalance #positivemindset #family #friends #goodlife #valleyoffire #nevada
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Daren Lauda liked thisDaren Lauda liked thisDay 1 of Gartner Supply Chain Symposium wrapped, and the energy at the Logility booth did not disappoint! A big shoutout to Jake Anderson from Tillamook County Creamery Association for delivering one of the day's standout keynotes. Hearing a customer articulate the impact of better supply chain planning is what this event is all about. Day 2 is here and Sanjiv Gupta takes the stage at 12:05 PM for Supply Chain Reimagined: From Visibility to Orchestration. Our Booth Theater also runs all day starting at 11 AM — AI agents, demand sensing, transportation intelligence, and more. If you didn't get a chance to stop by yesterday, today's the day. Find us at Booth #433! Rick Fernandez Erik Secan Greg Nicholson Michael Dempsey Jonathan Doller Ed Hamlin Jim Endres Matt Kitzinger Shubhra Singh Salonites Dipti Gupta Kay Fetter
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Daren Lauda liked thisDaren Lauda liked thisI’m excited to share that after graduating from Texas Christian University, I will be starting my career as a Sales Development Representative at Oracle in Austin, TX! I am incredibly grateful for the TCU Sales Center and the faculty for the mentorship, guidance, and support throughout my time at TCU. The experiences and relationships I’ve built have played a huge role in preparing me for this next chapter. Looking forward to this new journey to continue to grow and develop my sales skills!
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Daren Lauda liked thisDaren Lauda liked this"Why wouldn't Claude just build this?" The honest answer is: maybe they will. But there's a reason that rarely matters. Those 800 people at Anthropic don't actually care if you win or lose. The product manager who owns your competitive space? She has 11 other priorities. The engineer assigned to crush you? He's worried about his performance review. The exec who approved the roadmap? He'll be at a different company in 18 months. This is the principal-agent problem (https://lnkd.in/ejxSCPXw) playing out in real time. The people executing the strategy aren't the people who wrote it. Nobody in that chain has skin in the game the way you do. You wake up thinking about this. You answer support tickets yourself. You talk to customers every week. You know things about your users that no amount of internal research will surface for them. That's your X factor. Not the idea. Not the tech stack. You. And nimbleness compounds. You can change your pricing, your positioning, your entire go-to-market in a week. Their legal team takes that long to approve a tweet. So yes, they have resources. They have distribution. They have brand. But they don't have you, obsessing over one problem, willing to do things that don't scale, able to turn on a dime. Nobody is handing founders a fair fight. The odds are already stacked against you. Your only job is to find that 1% chance where you have the edge and hold on long enough for it to compound.
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Education
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Licenses & Certifications
Courses
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Mid-Year Reforecasting
June 2024
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Primary Leadership Direction Course (PLDC)
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Problem Solving Process
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Sandler Sales Foundations
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Solution Selling
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Target Account Selling (TAS)
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Value Selling
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Honors & Awards
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Peak Performer's Club
Salesforce.com
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President's Club
Tririga
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President's Club
PTC
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Rookie of the Year
PTC Arbortext
Organizations
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Clemson University
Mentor, Sales Innovation Program
- PresentThe J. Daniel and Nancy Garrison Sales Innovation Program was founded in 2019 as a flagship program within the Wilbur O. and Ann Powers College of Business through an Academic Cornerstone donation by Dan and Nancy Garrison. The program focuses on being a nationally renowned resource for sales research, sales education and valuable academic partnerships.
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Cincom Systems
Scale Revenue with Sales Automation Learn how leading teams use CPQ to: ✅ Speed up quoting and deal approval ✅ Maintain 100% pricing and configuration accuracy ✅ Align sales, ops, and finance for smoother workflows Download the whitepaper: https://lnkd.in/g3SqjxQj #CPQ #SalesOptimization #Automation #ManufacturingSales #CincomCPQ
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Go Autonomous
Today, we’re excited to share a major milestone for B2B Commerce: our platform unlocks agentic commerce from manufacturers and B2B distributors - enabling their customers to transact reliably with autonomous purchasing agents operating inside answering engines like ChatGPT, Microsoft Copilot, and Gemini when available 📣 While answering engines represent a promising new channel for capturing customer requests, large manufacturers often lack the execution layer within their enterprise tech stack to transact effectively through this medium - primarily due to the inherent complexities of B2B operations. Go Autonomous bridges this gap by seamlessly understanding customer intent across all channels, including agentic interfaces, and executing transactions in full compliance with company policies, guidelines, CRM master data, ERP availability-to-promise (ATP) checks, and more ✅ “We’re thrilled to introduce out-of-the-box support for agentic commerce as the next major channel in B2B,” says Bjarke Ruse Sejersen, CEO of Go Autonomous. “Enterprises can now multiply their commercial reach many times over while delivering a seamless, best-in-class customer experience -no matter where the transaction originates or what platform the buyer uses. This marks a milestone in making fully autonomous B2B operations not only possible, but also practical and scalable🤝 Below is a sneak peek of what the buying experience could look like for your business👇 https://lnkd.in/e-CJN9wx
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Karin Maday
Tariffs are evolving beyond mere policy changes; they are now central topics in boardroom discussions. This article delves into how manufacturers and distributors can maintain a competitive edge using Jade Global’s Tariff Impact Analyzer. https://gag.gl/4Snktg #USTariffs #SupplyChainStrategy #JadeGlobal
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Shannon Vaillancourt
When your systems talk to each other, everything gets easier. Charles Bowman from Listen Technologies says ShipLinx TMS connects Salesforce CRM and Sage 100 in a single UI, eliminating manual edits and accelerating shipment processing. Read the full case study to see how automation turned bottlenecks into breakthroughs: https://zurl.co/iibKD
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