Sales Hacker

SEPTEMBER 2, 2020

They do this by first identifying and focusing on the sales motions that are best for their product, team, and customer. This is where a sales rep physically meets a potential customer to discuss needs, budgets, volumes, prices, requirements, timelines, and other contract details. Inside sales. Low-touch sales. No-touch sales.

Inside sales 109

Inside sales Cold Call Contract Price 109

Lead Fuze

DECEMBER 1, 2021

SMB and mid-market businesses may be tempted to go straight into the Enterprise market. Those deals are large, with 3 year contracts and prestigious logos. I have seen organizations that were successful in their product enterprise website, but I’ve also worked with ones who failed to make the transition.

Product 40

Product Account management Contract Price 40

Hubspot

MARCH 25, 2024

First, A Refresher What we’re discussing here don’t include enterprise contracts, where you get paid millions a year by big clients. If you look at a list of the “fastest” growing SaaS companies, besides having a great product and great go-to-market skills, they’re usually B2B sales-led products.

Niche 57

Niche Price Contract B2B 57

Sales Hacker

JULY 29, 2019

Today he’s discussing how to go to market with an enterprise solution. Going Beyond the Product and the Problem [21:57]. He has a deep background in enterprise sales, and it’s an incredible conversation about how you go to market with a true enterprise solution. Show Introduction [00:09].

Go To Market 52

Go To Market Electricity Healthcare Education 52

Salesforce

SEPTEMBER 27, 2021

Add to that, the company had previously signed a three-year contract with Slack for several thousand users, and five months later, it had blown past that allotment. Their contract was originally in our mid-market segment, but they outgrew our segment lines, which brought them into our enterprise team. see what's new.

Closing 98

Closing Contract Legal Cross-sell 98

CloserIQ

APRIL 8, 2019

Most startups spend more time thinking about the color of their logo than how to price their product. This might sound harsh, but here’s the truth: The color of your logo will not save you if you price your product wrong. Pricing is one of the most important parts of a startup’s sales strategy, but it’s often overlooked.

Price 59

Price Finance Sales Contract 59

Sales Hacker

FEBRUARY 5, 2019

If you have a product that is absolutely crushing it in SMB/mid-market, you may be tempted to dive straight into the Enterprise market. Who could avoid dreaming of those seven-figure deal sizes, 3-year contracts, and trophy logos? Related: The SaaS Executive’s Guide To Building A Winning Go-To Market Strategy.

Product 58

Product Contract Cross-sell Account management 58

SaaStr

MARCH 7, 2023

Some other strategies for creating a more efficient go-to-market are: Adjusting pricing and contract terms with customers. Companies are giving price breaks this year to reduce churn and increase retention, with the caveat that it might go up next year. The Takeaway There’s only so much you can cut.

GTM 63

GTM Growth Profit margin Contract 63

SaaStr

JANUARY 6, 2023

On any given day, the enterprise buyer has many priorities that will come before your product, and those priorities may not be what you expect. He’ll dig into real-world examples for reducing friction in sales, product, and customer success. “Go-to-market innovation today is significantly undervalued.”

Legal 52

Legal Prospecting Customers Contract 52

Sales Hacker

JANUARY 13, 2021

On the contrary, the licensee will have a better product to sell with the OEM partner’s added value. OEM licenses are significantly larger deal sizes than direct to end-user contracts because the licensee is usually pushing out the software to their entire customer base or a large portion of their customer base.

GTM 74

GTM Negotiate Profit margin Contract 74

SaaStr

NOVEMBER 23, 2022

It’s up to the CRO to keep a company’s marketing and product strategy in the kind of lockstep that drives it to produce the revenue it needs. For example, over the years, Angolia’s go-to-market strategy has tied together every part of its company, from finance to legal. . What is your total addressable market?

Drivers/motivators 103

Drivers/motivators Trust Legal Finance 103

Gong.io

JUNE 11, 2021

Rapidly evolved into a strategic, go-to-market function. They continue, “What was once the responsibility of product marketing, sales operations, or of a single sales trainer, sales enablement is now supported by dedicated teams founded within the sales organization” (bold is mine). Sales process documentation.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

Sales Hacker

JANUARY 11, 2021

The contracts are often non-standard and you may need sign-off from several teams and stakeholders. Deal desks create efficiency, speed, and greater visibility across go-to-market teams. However, a certain small subset of companies do run pricing of standard deals through the deal desk as well. What is a Deal Desk?

Legal 70

Legal Contract Price Negotiate 70

SaaStr

NOVEMBER 21, 2020

398: Rob Gonzalez is the Co-Founder & CMO @ Salsify, empowering brand manufacturers to deliver the product experiences consumers demand at every point in their buying journey. In Today’s Episode We Discuss: * How Rob made his way into the world of SaaS as a product manager and how that led to his founding Salsify over 8 years ago. *

E-commerce 98

E-commerce Manufacturing X-functional Retail 98

Sales Hacker

MAY 27, 2019

After 16 years at IBM, Scott has learned a thing or two about assessing marketing strategy and how effective your product is. How to focus on the “how” of your product. How to assess your go to market strategy. What’s my organization, what’s my go to market model? What You’ll Learn.

Product 60

Product Objectives and Key Results Up-sell Contract 60

Lead Fuze

JANUARY 1, 2022

Who currently have job openings for marketing help. Understanding OEM software Pricing Models. When a software company (the licensor) licenses its product to another, the latter can add new features or modify existing ones. Finally, customers receive an innovative product at lower cost. With the role of HR Manager.

Negotiate 52

Negotiate Profit margin Contract GTM 52

Sales Hacker

APRIL 21, 2022

Startups are more willing to be early adopters of a new product. Startups are less demanding than a big company both from a services and product perspective. There’s also minimal feature requirements outside of the core product offering – SSO, SCIM, SOC2, Admin Permissioning, etc. Product usage. Revenue number.

Legal 86

Legal Cross-sell Contract Price 86

Lead Fuze

NOVEMBER 30, 2021

There are many different go-to-market models in SaaS. Average Selling Price (ASP). The average selling price is the value of all closed deals. For recurring revenue businesses, ABSD is more cost-effective when the product or service has a higher price point. Target Addressable Market (TAM).

GTM 52

GTM Price Contract Sales 52

Lead Fuze

DECEMBER 1, 2021

SMB and mid-market businesses may be tempted to go straight into selling to enterprise. Those deals are large, with 3 year contracts and prestigious logos. One of the most important parts about being a successful SaaS company is understanding how to go-to market. We even included some examples for you.

Sell 52

Sell Account management Contract Price 52

SalesLoft

JUNE 21, 2022

They also want to increase the team’s productivity by making life easier. . I suggest creating a simple spreadsheet that outlines: Sales technologies : Vendor, price, contact information, average onboarding time, etc. Your legal and finance teams are likely reviewing and negotiating vendor contracts. Points of Failure.

Negotiate 52

Negotiate Legal Finance Technology 52

SaaStr

DECEMBER 7, 2020

Gainsight – Build Products Your Customers Will Love with User Analytics and In-App Engagement. . We understand a lot is evolving when it comes to product best practices and product-led growth initiatives. At Gainsight, we are helping product leaders from companies of all sizes turbocharge their 2021 product strategy. .

Contract 61

Contract Growth Start-ups Service 61

SaaStr

NOVEMBER 1, 2022

Companies, especially those with an undifferentiated product, may want to think strategically about the evolution of their respective category and the path towards building a platform. . Pricing/Packaging (PP) is a key component of GTM. Marketing is more than just demand gen! Learnings on Product. Learnings on GTM.

GTM 81

GTM Cross-sell Niche Strategize 81

SaaStr

MARCH 22, 2023

You need to marry your go-to-market strategy to specific commercial structures that you, as a SaaS company, decide to offer your customers. At VMware, they priced based on physical CPUs customers chose — a hugely transactional service that constrained growth. Market-making units aren’t a single salesperson or solution.

Growth 75

Growth Cross-sell GTM Up-sell 75

Martech

SEPTEMBER 14, 2023

4 Defend marketing efficiency and effectiveness above budget In challenging times , CEOs and boards can look to scale back go-to-market efforts, leaving marketing in a defensive stance when it comes to budget. Price and product are only two of many operational GTM levers.

GTM 111

GTM Market share Growth Technology 111

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions.

Go To Market 69

Go To Market Process GTM Launch 69

SalesHandy

MAY 4, 2020

Instill confidence and help them out in your ways, before you can talk about your product. With the current economic landscape in view, you’ll probably need to redo your offerings and pricing structure to suit the needs of your new customers. Companies are cutting down costs related to non-essential products and services.

Pipeline 81

Pipeline Campaign Price Up-sell 81

SaaStr

MARCH 1, 2019

Before joining Redpoint, Tomasz was the product manager for Google’s AdSense social-media products and AdSense internationalization. Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts?

Contract 45

Contract Price Commission Conversion 45

Spiro Technologies

MAY 26, 2023

Spiro allows organizations to configure their sales stages, but here is an example of a commonly used setup: Prospecting: At this stage, you’re gathering information and identifying if there is a need for your product or service. The contract is signed, and you’ve received the payment. No contact has been made yet.

Pipeline 52

Pipeline CRM Represent Contract 52

Sales Hacker

OCTOBER 7, 2019

What you need to know about go-to-market models in SaaS. B2B SaaS go-to-market (GTM) models range from no-touch, transactional approaches to highly specialized, consultative strategies. Average Selling Price (ASP). Average Selling Price is defined as the average value of your closed won deals. Infographic).

GTM 69

GTM Education Sales Contract 69

Sales Hacker

SEPTEMBER 11, 2020

Seed: This is the initial stage of funding, and is generally used to employ the founding team and begin market research and product development. The company is past the MVP (minimum viable product) and is showing initial signs of success. Security/Compliance: Early-stage startups are likely not going to be SOC certified.

Sell 78

Sell Minimum Viable Product Objectives and Key Results Cross-sell 78

Gong.io

JULY 21, 2021

They know a ton about your product before your reps even speak to them (because internet). That’s why m odern go-to-market teams started aligning those teams a while back. That’s why m odern go-to-market teams started aligning those teams a while back. Boosting annual contract values?

Growth 62

Growth GTM Cross-sell Pipeline 62

SaaStr

JUNE 10, 2021

I was previously the CEO of MySQL, an open source product you may know. And I’m here to talk about SaaS products and how they can be delivered, and how you build a sustainable business for your own SaaS company as you serve customers. In the 2000s, we turn into software licenses where we sold support contracts on top of them.

Customers 55

Customers Price Contract Objectives and Key Results 55

Sales Hacker

NOVEMBER 15, 2017

Average Contract Value. Average Sale/Selling Price. AB Testing (or Split Testing) is an experiment involving two variants, usually for measuring and comparing market response to each. Accounts Receivable refers to the amount of money yet to be collected from your customers who purchased a product or subscribed to a service.

B2B 99

B2B E-commerce Cold Call Represent 99

SaaStr

MAY 27, 2020

The thing that is, I think, less understood by people is the extent to which demand has completely evaporated and supply, global supply of products that are being produced now greatly exceeds demand. Anyone who studied economics will know when supply greatly exceeds demand, prices drop. Let’s wait 30 days.

Finance 74

Finance Government Price Contract 74

SaaStr

JULY 29, 2022

The product’s $20 to $30 a month. And it became a massive capital sink, as the company changed its go-to market around five million in revenue. We’ve been in the consumer market for a very long time. And we’re about to add basically a team collaboration tier on top of the product.

Price 82

Price Product Start-ups Niche 82

SaaStr

JANUARY 17, 2020

Why does Yousuf believe now more than ever, the buyer experience is more important than the price? How does Yousuf advise CIOs to approach pricing strategy when pitching CIOs? What must startups remember about how CIOs think about price? What other elements of the contract should startups really spend a lot of time focusing on?

Pitch 53

Pitch Contract Objectives and Key Results Negotiate 53

SaaStr

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. So that’s what I wanna throw out there today, is a framework on how to think about it deeper than just, hey let’s get product market fit and then lets add 20 reps. It was all about getting the contract.

Growth 82

Growth Cross-sell Contract X-functional 82