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State Of Rev Ops: 20222Hey everybody, this is Matthew Iovanni, I'm the CEO of FullFunnel, a revenue operations organization that services South America, North America, and Europe. One of the things that I wanted to do is just give everybody sort of an overview of what I've been seeing as it relates to Q2-Q4 2022. I think a lot of the clients, and we manage hundreds of organization’s sales and marketing programs, I think one of the things that's been very pronounced is that in Q2 the world sort of exploded, NASDAQ fell apart, startup valuation started getting hammered, and what was effectively going on is that the world was freaking out that money was going to be getting more expensive and that the economy generally was going to deteriorate. So as a result, most organizations slashed budgets for non-essentials, and that could be anything from growth and expansion to new initiatives. So a lot of things got side-tracked or sort of tabled. As we've gotten into Q3, I think people now understand that the world is not ove, and as this goes on cyclically every time this happens, folks are now starting to re-look at their budget cycle and trying to figure out sort of how they're going to continue to promote growth and start these new initiatives. When new initiatives are tied to spending and as salespeople, you're always trying to sell into new initiatives or growth unless you're doing some sort of rip and replace. At the end of the day, what's going on in Q3 is that we've seen this cross, you know, again, hundreds of organizations is that most buyers right now are talking about 2023. And that is with good reason, budgets are resetting, and folks are in meetings right this very moment, talking about budget for 2023, and if you are not positioning your demand gen program to do two things right now: number one is take advantage of meeting deadlines and budgetary deadlines for end of Q4, end of the year, and talking about 2023 planning, you're probably missing the boat. So one of the things that we're encouraging all of our clients to do, and I would encourage all of you to do as well: Look at your demand gen program. What are you saying to the market? Are you saying the same something that you did at the beginning of the year? Because the world has kind of changed, the environment is different. What we try to think about is that your demand gen channels need to be aligned with what the market wants. They need to be categorized based on the cost of acquisition metrics and cost per metrics that you need to accomplish within your demand gen program, and that your pipeline management process has to accommodate this new type of demand that you're bringing in. If you close deals in 30 days or less before you might be closing deals in 120-150 days now, because that sales cycle is gonna elongate. There's a lot of things to think about, and I’d love to hear from you in the comments below what you're seeing, but that's sort of the macro observations that I've been seeing over the past six 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