Spectrum Equity’s portfolio companies have diverse sales strategies, end customers, and markets. Some, like Otter.ai and OurFamilyWizard, have consumer-oriented sales motions, while others, like Origami Risk and Empyrean Solutions, have enterprise sales models. Linxup and Zenwork target SMBs and mid-market businesses. The portfolio also contains companies that offer horizontal SaaS solutions, including Lucid, Varicent, and Litmus – and those that target specific industry verticals, such as Definitive Healthcare, CINC Systems, and OTA Insight.
Despite this variety, we see tremendous overlap in best practices, and value in gathering sales executives from across the portfolio. We were thrilled to host our Sales Summit in Phoenix this year.
The Summit focused on deepening understanding of the common practices that deliver results at high growth companies, and on building important, cross-portfolio relationships. Sales executives came away with new insights and fresh ideas to help their teams. Perhaps more importantly, they forged personal relationships with other leaders navigating similar opportunities and challenges. This informal network is among the most valuable aspects of membership in the Spectrum Equity portfolio, and one we spend a great deal of time cultivating throughout the year and through additional events focused on leadership and operational excellence, including our annual CEO and Leadership Summits, as well as our virtual Tech Leaders gatherings.
At this year’s Sales Summit, we organized the discussion around two macro themes: The evolving WFH/hybrid working environment and its impact on building, compensating, and retaining great sales teams; and the effects of macroeconomic uncertainty on growth expectations. These dual realities have the potential to dramatically affect sales and demand new methods for building great, high impact sales teams.
Our sessions featured both executives from the broader Spectrum Equity network and sales leaders within the portfolio.
Topics and speakers included:
Maintaining Culture and Connectedness in WFH/Hybrid Environments with John Schoenstein, former Chief Revenue Officer at Momentive.ai
Onboarding, Coaching, and Training in WFH/Hybrid Environments with Shea C. Dittrich, SVP of Sales & Marketing at CINC Systems; Brian Martin, Chief Revenue Officer at Litmus; and Mike Hopkins, CRO at Seamless.ai
Compensation and Rewards Best Practices in WFH/Hybrid Environments with Zachary Burnett, Executive Vice President of Global Field Operations at Varicent
Driving Predictability and Managing KPIs with Joe Mirisola, Chief Revenue Officer at Definitive Healthcare; Tim Strickland, Chief Revenue Officer at ZoomInfo; and Geoff Dolan, Chief Revenue Officer at The Expert Institute
Value-Based Selling & Techniques for Producing Results in Challenging Sales Cycles with Jose Cannon, SVP of Sales at Origami Risk; Dave Collier, Chief Revenue Officer at OTA Insight; and Zachary Burnett, Executive Vice President of Global Field Operations at Varicent
We are so grateful for this opportunity to learn from the many talented leaders across the Spectrum Equity network and are already looking forward to the next one.