Chris Drew

Quick question… Did you ever ask your partner/s if they have everything they need to sell/promote your brand? Most partners don’t know how to sell your solution because no one’s shown them how. It’s not a motivation problem, it’s an enablement problem. Bryan Williams breaks down how you can fix this gap and start seeing better partner performance with the right tools, training, and playbooks. How are you enabling your partners to drive revenue? #partnerships #partnerstrategy #growth #ecosystem #partnerenablement

2

1 Comment

The one thing that I'm hearing as I'm having conversations with mental health and SUD program leaders within the state of California is that 2026 feels like the year where "policy" turns into workflow. There are three shifts I'm watching (and hearing about from operators + clinical teams): 1. The state's behavioral health transformation is increasingly tying together treatment, housing stability, and measurable outcomes. 2. Counties are moving toward more integrated administration across specialty mental health + SUD, which sounds great until you map what it means for intake, authorizations, documentation standards, and cross-team handoffs. 3. Crisis pathways continue to evolve (CARE Court / SB 43 related), and the downstream impact...capacity planning, clinical documentation quality, and operational consistency. If you're leading a program, I'd pressure-test this: When things get messy, where does it show up first for you? A) Access + throughput (waitlists, step-down delays) B) Documentation + audit readiness (consistency, timeliness, version control) C) Payer/admin complexity (auths, eligibility, reporting, handoffs) Comment A, B, or C. I'm genuinely curious what's most painful right now across CA. #behavioralhealth #mentalhealth #kipu #SUD

4

LOVE a podcast and now Pluralsight has it's very own! Worth a listen to if you're in the L&D space, my favourite part was getting guidance on measuring impact of learning, a perennial challenge to do. So some good advice in here. Enjoy!

1

Thoroughly enjoyed watching the Day 1 Keynote at Gainsight's Pulse Europe conference from last week. https://lnkd.in/gQHu6KfF Chuck Ganapathi the CEO of Gainsight shares findings from their latest annual CS Index survey to 500 companies. - retention isn't important. it's existential. - 82% of companies surveyed are continuing and increasing their CS investment. - 28% of companies have CS reporting directly to the CEO - 43% of CS teams own the renewal, and -68% are driving expansions as well. "The important of CS is only going up." I found this of particular interest due to all of our churn analysis and customer health research. Customer Success is as important as ever before, but how do you leverage agents where possible to free up CSMs for the high value activities. Our interviewees are continually stating the importance of competence and confidence in their sales rep, Account Manager and CSM. This is particularly important in mid market to enterprise and strategic deals. People matter. The approach matters. He also shared the notion of transforming from workflow to outcomes. And how outcomes are becoming the product. Intercom shares how they are the first to market with outcome based pricing. We at IcebergIQ see this in interviews, where usage and user based pricing can become a sticking point. Buyers can budget accordingly but it doesn't always translate into value. So I'm particularly intrigued to see this unfold. Worth watching if you are in B2B SaaS and especially if you are in Customer Success! https://lnkd.in/gQHu6KfF

8

1 Comment

🚀 Onboarding isn’t just a program — it’s a productivity engine. The central challenge for any GTM onboarding team is simple to state but hard to nail: get new hires to full productivity and quota attainment fast. At Gong, we’ve been rethinking what it truly takes to make that happen. I sat down with Danica Schutt and Max Costello White from our GTM Onboarding team to unpack how we’ve structured our onboarding program to do exactly that. From flipped classrooms to AI-driven coaching and deep integration across RevOps, this team has built a machine that’s helping over 70% of new hires hit productivity targets faster than ever. If you’re building or refining your onboarding program, this is a conversation worth reading. https://lnkd.in/gWu_Qsdj

107

3 Comments

High-performing RevOps teams don’t just manage systems. They create alignment. As Rosalyn Santa Elena and Jamie Miller shared, the real difference comes down to three things: clear communication, transparent goals, and a roadmap everyone can see. When the whole org understands what RevOps is solving for (and why) it changes how teams work together. This one’s a must-watch for anyone building trust and accountability across GTM: https://lnkd.in/dAMeyR53

1

Stop Drowning in Evidence — Start Connecting the Dots Assessment Directors tell us the same thing: “We have plenty of data, but not enough insight.” You don’t need more forms. You need more alignment: ✅ Course-level to program-level ✅ Program outcomes to institutional goals ✅ Data to decisions The real win? When reporting stops being a burden… and starts being a story about how your institution grows. #AssessmentLeadership #StudentSuccess #Accreditation #ProgramReview #EdTechSolutions

1

2 Comments