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When designing a revenue system, I've seen GTM leaders make sure they have all the hottest AI tools on the market and call it a day. What’s usually missing is a shared understanding of the critical workflows that actually make those tools work together. Annual contracts get signed, budgets are committed, and only then do the gaps and overlaps become obvious. We built a tech stack audit to pressure-test how your current tools actually map to best-in-class revenue workflows. What I’m seeing in the results so far: 1. Significant functionality overlap across tools originally purchased for Sales, Marketing, and CS specific use-cases. 2. Tool lineups that were never designed as a system (likely purchased as a negotiation between department leaders to keep tools they know and are comfortable with). Consolidation is already happening across the startup ecosystem. I’d be surprised if 2026 isn’t the year tool consolidation becomes unavoidable for revenue teams. If you want to see where your stack is leaking money and complexity, take 2 minutes and run the audit: https://lnkd.in/gFqPCmSN

To know me is to know how much I love Canva I've been long Canva since 2019...the first time I ever used the product. It was obviously a full-fledged fan girl moment when Canva became a Pocus customer in 2023. Next week's live podcast with Rob Giglio, Chief Customer Officer at Canva is required viewing. We'll be diving into: >> Canva's vision for how work, specifically GTM work, is evolving >> How our sales team became Canva super users (a win for marketers everywhere) >> And how Canva's GTM team uses Pocus to fuel their insane revenue engine. Join us live Nov 18 @ 11:30 am PT to ask Rob all of your questions. If you're not familiar with the Pocus 10x GTM podcast we host the best operators in B2B to unpack their careers, hot topics in GTM like AI, tactics that work, hiring and much more. The podcast is recorded LIVE, weekly but episodes don't drop for a few months. Get early access to the recording by signing up: https://lnkd.in/gf9N9gCw

5 months. 471% pipeline growth. 🚀 When I joined Pocus 5 months ago, we didn’t have repeatable pipeline channels. Now we’ve 5×’d pipeline (with quality) and reps are hitting 100%+ quota two quarters in a row. ____ How we got there 👇 1️⃣ Rebuilt the daily rep workflow We moved from persona-based outreach (think: blasting lists of RevOps Directors with sequences) to what I call Account-Based Outreach. Instead of hitting the whole farm, reps work a tight list of 10 Tier 1 accounts — exhausting every angle, every door, every persona. Configuring Pocus for Pocus made it possible to operationalize this motion (shoutout Hana Kim 🔮 my saviour). 2️⃣ Re-defined the Target Account List We got specific about our ICP — beyond firmographics like company size or industry. We looked at who their customers are, how big their sales team is, whether they have RevOps, and more. Then we trained reps to spot good fits instinctively — even built a certification program that helped cut ramp time by 60%. 3️⃣ Built the right team We hired smart, curious reps who can take an AI-based company signal and thread it into a persona-based message (e.g., “The company has an AI initiative they posted about on LinkedIn + They’re hiring SDRs → here’s how Pocus can help your team scale smarter”). ✨Results 📈 +471% pipeline 🎯 70% S0 → S2 conversion (up from 25%) 🏆 2 quarters straight of 100%+ quota attainment 💨 60% faster rep ramp time Watching my team experiment, collaborate, and win together has been the best part of it all Matin Y. Julia Taylor 🔮 Sandy Mangat Jared (Kaufman) Moray-Wolf ____ We’re now open-sourcing the exact detailed steps we used to do this — the Account-Based Prospecting framework behind our 471% pipeline growth. 👉 https://lnkd.in/efGTF-pt

When I was looking to get into tech, I had a couple boxes to check. The main one though? Was finding a really strategic team focused on iterating and honing in on solutions. Pocus started their outbound motion from scracth - I came on only a couple months into it. After 3 months here, I wouldn't recognize where we started on Day 1. So what actually happened to that motion? 📈 5x pipeline increase this year ♟️ 70% S0 → S2 conversion rate (up from 25%) 🏎️ 60% faster ramp time for new hires Sure we had a leg up being an outbound platform - so that's why we're giving the keys away. Grab our latest case study on how we transformed our own GTM in less than a year - link in bio ✨ ...oh and bonus points that I've also made some good friends along the way (Cassie Chung & Matin Y.!!!)

Most SDR teams optimize for the wrong thing: MORE contacts, MORE emails, MORE signals. Here's what we learned after 5x'ing our pipeline at Pocus in 2025: The best SDRs don't work more accounts. They exhaust fewer accounts. OLD WAY ➡️Find 500 contacts with signal → blast LinkedIn + email → play the numbers NEW WAY ➡️Our top rep worked 5-10 high-intent accounts at a time. Found every angle. Reached everyone showing interest. Exhausted all cold contacts. Used intel from one conversation to break into others. ____ Result? 3x higher conversion rate. Why it works: Enterprise deals have multiple doors. Multiple personas. Multiple entry points. The best reps exhaust every angle before moving on. We rebuilt our entire SDR motion around this. RESULTS → 471% pipeline increase → 70% S0 → S2 conversion (up from 25%) → Reps hitting 100%+ quota for 2 quarters straight ____ We're open-sourcing our complete Account-Based Prospecting Playbook. The exact system we built to make this work at scale. Link in comments 👇

For every AI company with record breaking growth, there are fifty quietly struggling with pipe gen. There are plenty of reasons - but one big one is that too many teams are still using the same spray-and-pray playbooks from five years ago. When we built our growth and SDR team at Pocus, we saw a chance to do things differently. Our platform gave us the tooling but not the strategy, so we built it from scratch. Five months (and a lot of iteration) later, we've seen: 📈 3× improvement in meeting → qualified conversion 🚀 471% increase in pipeline We’re finally confident enough in our playbook to share it with the world. Spoiler alert - more is not always better. Hope this helps some teams out there with aggressive goals to hit in Q4 and 2026! Full breakdown in the link below 👇