CRO Stories: How Fixing Segmentation Drove a 23% Win Rate Increase with Michael Maimone

Michael Maimone walked into Lucid Link expecting to build on top of existing systems. Instead he found no segmentation model, no defined ICP, and data he couldn't trust. He spent six months rebuilding the foundation while the business was still moving. Michael is CRO of Lucid Link, formerly running a $330M enterprise division at ZoomInfo, where he grew a product line from zero to $75M. Resources Mentioned in This Episode: GTM Ops Frameworks: https://unionsquareconsulting.com/fra... 00:22 - Intro to Michael Maimone and Lucid Link 01:14 - What he thought the job was vs. what it actually was 03:51 - No segmentation: the first thing that wasn't there 05:36 - How bad segmentation corrupts every metric downstream 08:47 - Six months to get a clean baseline 10:31 - Rebuilding ICP from closed-won and closed-lost data 12:46 - 30 enterprise MSAs sitting untouched 17:18 - Capacity modeling: working backwards from the AOP 18:45 - 200K accounts narrowed to 50K 24:57 - 23% win rate increase and 20% higher ASPs 26:47 - Pipeline Council and the dropped trade show lead list 34:42 - "Don't start in the middle" ___________________________________________ We help B2B SaaS companies using Salesforce grow revenue faster, more predictably and more repeatably through a combination of systems management, data driven insights and RevOps strategy and planning. Book a call today! Website: www.unionsquareconsulting.com LinkedIn: www.linkedin.com/in/edwardreynolds Podcast: https://open.spotify.com/show/1CM3rme... #b2bsaas #b2bsales #outboundsales #gotomarket #gtmstrategy #revops #revenueoperations #salesstrategy #b2bsales #saasgrowth #pipelinegeneration #revenuegrowth #salesoperations #cro #GTM #founders #saasfounders #b2bmarketing #growthstrategy #startupgrowth #scaleups #founderadvice #leadershiptips #businesstips