Jen Igartua, CEO of Go Nimbly, shares how her team redefined their ICP from start-ups to midsized and enterprise level SaaS companies. By making this shift Go Nimbly is able to focus on more established organizations with operational challenges where they could deliver the most value. This change allowed Go Nimbly to better tailor their messaging, educate the market on their unique offerings, and create sustainable revenue by focusing on the right audience.

• About the Pioneer > 00:41
• How Did You Define It > 02:40
• What Did You Learn > 06:37
• 100 Pennies > 15:34
• Final Thoughts > 20:56

View the 100 Pennies Game: Click Here!

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About this Pioneer

By day I’m the CEO of Go Nimbly–working with high-growth companies to create a frictionless, human buying experience with RevOps.

By night, I’m creating sweet games with my friends at Pillbox Games, making crafts, and taking improv classes (which is how “Yes, and” became a key part of how we work and innovate at Go Nimbly).

Pipeline pioneer Stephanie Neale, CEO of Blind Zebra, shares insights on how her team refined their Ideal Customer Profile, offering a fit for smaller startups to larger enterprises. Blind Zebra’s pivot from coaching to scalable sales tools led to new learning opportunities, including the importance of effective messaging and market education.

• About the Pioneer > 00:45
• How Did You Define It > 03:49
• What Did You Learn > 07:12
• 100 Pennies > 10:34
• Final Thoughts > 16:02

View the 100 Pennies Game: Click Here!

Follow Stephanie Neale on LinkedIn

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About this Pioneer

Stephanie “Steph” Neale is motivated by helping others achieve more than they think they can. She is a scoreboard-obsessed, tenured sales leader who currently serves as CEO of Blind Zebra. Before stepping into her CEO role, Steph was VP of Client Success at SaaS company – PERQ and Sales Director at Gannett, in addition to being an award-winning salesperson for a decade before leading teams.

Steph is a longtime student of business scaling, EOS Integrator and a Certified Blind Zebra Sales Operating System™ (BZSOS) Operations Coach. Blind Zebra makes selling simple by installing BZSOS with B2B sales teams nationwide. Steph is an Indiana native, graduated from Purdue University and resides in Indianapolis with her hubby (& business partner), their (combined) 5 kids and a Doodle they only claim some of the time.

Partnerships are no longer the domain of “partner people” schmoozing at conferences. Instead, they can unlock vast amounts of data, new relationships, and scalable growth plays. In this roundtable, you will learn how to gather and verify data from potential partners to ensure your partnership strategies are built on a solid foundation. Our expert speakers will delve into the challenges of integrating data from various sources and provide practical tips on overcoming these hurdles to make your partnerships work.

View the 100 Pennies Game: Click Here!

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About this Pioneer

Bob Moore is Co-Founder and CEO of Crossbeam, an Ecosystem-Led Growth (ELG) platform that helps companies use their partner ecosystems to generate leads, close deals, and grow faster.

Moore previously co-founded Stitch (Acquired by Talend in 2018) and RJMetrics (acquired by Adobe by way of Magento Commerce in 2016). He is the National Bestselling author of Ecosystem-Led Growth.