SaaStr

JANUARY 10, 2020

In terms of replacement, what does Bob believe will be the emerging trends in SaaS Go To Market that will replace it? * Harry Stebbings: Welcome to the very first SaaStr podcast of 2020. Where you can also suggest future guests for the show, but to our first guest of 2020, and I’m thrilled to welcome Bob Moore.

X-functional 52

X-functional Start-ups Drivers/motivators Go To Market 52

Cience

AUGUST 31, 2020

Now there’s a word that conjures up an all too common misconception, suggesting that the only (real) reason companies contract work out is to save money. As a matter of fact, outsourcing can be a business owner’s best friend, a contracted colleague to lean on through the thick and, considering the recent pandemic, the thin.

Contract 52

Contract Pipeline Campaign Clients 52

Sales Hacker

MARCH 2, 2021

Lessons Michelle learned in 2020 [20:37]. I left print media because it was an industry that was contracting. But obviously, the media world was contracting. Lessons Michelle learned in 2020 [20:37]. No one really knew how it was going to work out. From hubcaps to Hubspot: Michelle’s sales career [1:27].

Referrals 59

Referrals Contract Cross-sell Sales 59

criteria for success

APRIL 1, 2020

Upcoming Dates: Wednesday, April 1 2020 at 3 PM EST. Thursday, April 2 2020 at 3 PM EST. Wednesday, April 8 2020 at 10 AM EST and 3 PM EST. Click Here to Register. You need to know what you’re going to market with and why people should want to buy it. We want to hear how COVID-19 is affecting you and your business.

Sell 97

Sell Prospecting Up-sell Territory 97

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

Close in on low hanging fruits. If you have a good volume of inbound leads coming in – identify and qualify the ones with the most buying intent and close them first. Depending on how quickly they’re attended and onboarded, you’ll get some smooth closes. Re-work the pipeline.

Pipeline 81

Pipeline Campaign Price Up-sell 81

Heinz Marketing

MARCH 29, 2021

Pretty crazy after the 29 month, 2020 that we faced last year. It was not a 29 month in 2020. Talk a little bit about what 2020 was like for you guys. From a personal, from a dad with young kids’ standpoint, from having to close offices and figure out all of that, it certainly felt long. But thanks so much for joining us.

Pipeline 123

Pipeline Sales Gaming Up-sell 123

Gong.io

AUGUST 10, 2020

I think [sales and account management] feed very closely off of each other. Based on my personal experience as an individual contributor—as well as having led sales and account management teams now for the past 12 years or so—I think a foundation of pure hunting sales benefits any role that anyone’s going to do in their career. .

Customers 62

Customers Cross-sell Account management Drivers/motivators 62

SaaStr

MARCH 31, 2022

What you’ll see in that cloud spend box is actually Gartner’s 2020 estimate for infrastructure as a service spending for companies, which was $50 billion. And IDG just recently released the 2020 Cloud Computing Survey that showed over one third of IT budgets are spent on cloud computing technologies.

Cross-sell 76

Cross-sell Finance Strategize Technology 76

SaaStr

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. Join us for SaaStr Annual 2020. And so I just want to throw in a framework around product market fit measured by customer value creation, then go to market fit measured by economics, then we scale fast.

Growth 82

Growth Cross-sell Contract X-functional 82

SBI

FEBRUARY 25, 2020

At the change of each year, we scour thought pieces on the web for chief marketing officer (CMO) trends that we must be attuned to in the coming year. The anticipated priorities in 2020, for instance, include some form of: Deepen customer knowledge through advanced analytics. Personalize messaging and content in omni-channel marketing.

Customers 49

Customers Strategize Cross-sell B2B 49

SaaStr

AUGUST 27, 2019

Join us at SaaStr Annual 2020. I’ll start because I’m living this right now, and where we’re contract value. Michaela Lehr: So mine says to learn ballpark contract value and figure out the pricing that the market can bear. But also what is my go to market motion? Either work or not work.

Territory 51

Territory Contract Cross-sell Drivers/motivators 51

SaaStr

JANUARY 3, 2020

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? How does Tom think about calculating churn when it comes to multi-year contracts? What time frame from SAL to closed lead suggests product market fit?

Contract 10

Contract Price Commission Conversion 10

SaaStr

JUNE 2, 2021

This episode is an excerpt of Olof’s session at SaaStr @ Home 2020. It’s the CEO, co-founder jumping on a plane to close a deal. Olof Mathé: And then of course, when it comes to the sell, how are you going to do that? Well, here again, a lot of options from open, what I call more, an open model to a more closed one.

Sales 97

Sales Up-sell Price Start-ups 97

SaaStr

MAY 27, 2020

We woke up February 2020 with a shock to the system and no idea what it would mean for our business. If you look at this graph, it simply plots out how many people filed in the weeks before 2016, 2017, 2018, 2019, 2020. This is an example just of the oil market compared just from April 2019 to April 2020.

Finance 74

Finance Government Price Contract 74

SaaStr

JUNE 10, 2021

This episode is an excerpt of Mårten’s session at SaaStr @ Home 2020. In the 2000s, we turn into software licenses where we sold support contracts on top of them. Pricing, packaging and contracting so that when you sell your product to the customer there’s as few objections or questions about the pricing as possible.

Customers 55

Customers Price Contract Objectives and Key Results 55

SaaStr

JULY 2, 2019

Join us at SaaStr Annual 2020. Dannie Herzberg, Head of Mid-Market Sales @ Slack. We’re here to talk for the next 25 minutes or so about our experience going from freemium to enterprise. Dannie : It made for a really nice go-to market model. Want to see more content like this? FULL TRANSCRIPT BELOW.

Follow-up 56

Follow-up Go To Market Technology Technology 56

SaaStr

AUGUST 20, 2020

Before Figma, Kyle spent close to 3 years as an Account Executive at ADP. Before Figma, Kyle spent close to three years in AE at ADP. We had so many inbound referrals, and in terms of recruiting and hiring, people knew that there were a lot more roles on the go-to-market and business side.

Sales 74

Sales Price Quota Start-ups 74

SaaStr

MARCH 19, 2019

Join us for SaaStr Annual 2020. Ceci Stallsmith – Director of Platform Marketing @ Slack. Then on the go to market side just over 40% of new ARR comes indirectly around the world through partners. I’m happy to talk about both of those as we go through this session. FULL TRANSCRIPT BELOW.

Engineering 46

Engineering Launch Contract Start-ups 46

SaaStr

JULY 29, 2022

Even though it wasn’t that expensive, in the early days, they literally would ship it for free and assume the customer would close. They had about a 90% trial-to-close rate, so they would ship out these $50 or $60 trackers. But go to saastr.com and watch the session that the CMO, Patrick Moran did , the SaaStr session he did.

Price 82

Price Product Start-ups Niche 82

SaaStr

MARCH 31, 2020

Join us at SaaStr Annual 2020. I’m Guillaume Cabane and today I’m going to talk about The Playbook To Running Growth Experiments At Scale. My focus is SaaS and my job is to create a defensible go-to market moat, right? When you’re going up, you have no product market fit, okay?

Growth 52

Growth Engineering Launch Commission 52

SaaStr

AUGUST 13, 2019

Join us at SaaStr Annual 2020. And let’s say your average sales price for the opportunity that you’re closing is $10,000. I spent a lot of time talking to CEOs and CROs, exchanging best practices and having conversations about go to market strategies. Local contracts support, which we didn’t have.

Cross-sell 59

Cross-sell Sales Support Growth Up-sell 59

SaaStr

JULY 10, 2020

SaaStr CEO Jason Lemkin discusses what the new landscape of SaaS means for you in 2020. In a B2B context, you can imagine overlaying the concept of go-to-market fit which really outlines your approach and your playbook at every step of the way, from awareness to evaluation, purchase, and then pricing and renewals.

E-commerce 71

E-commerce Price Start-ups Growth 71

SaaStr

JANUARY 28, 2020

Join us at SaaStr Annual 2020. They’re just going to cut spending, especially if you are in kind of like media, or advertising, or short term marketing. Every retail shop was closed by 2000. Aaron : Well, actually they go from customer success, they really know the product and they have the desire-.

Growth 79

Growth Promote Engineering Up-sell 79

Heinz Marketing

JUNE 24, 2019

Ryan: Oh I just had to close my laptop because I had the U.S. Open livestream going all morning and I figured that would be crashing from this call. I had to think about do I want to hang up on a prospect or should I just close down my video feed for a while. Because that sounds right up my alley. That would be awesome.

Pipeline 64

Pipeline Sports Sales Real Estate 64

SaaStr

NOVEMBER 21, 2019

Join us at SaaStr Annual 2020. We focus on Series A, and we only make a small number of investments, probably four or five a year, precisely because like to work very closely with the companies that we invest into to really help you scale out of Europe. Pietro : This journey used to end at the legendary, mythical product/market fit.

B2C 56

B2C B2B Start-ups Growth 56

InsightSquared

MARCH 23, 2021

What level of engagement and activity is occurring on deals scheduled to close this quarter? Check out the new “Closing this Quarter” pipeline card. Activity-by-Day will provide a visualization of engagement level for all opportunities closing this quarter and immediately identify the at-risk deals.

Product 62

Product Retail Pipeline Contract 62

SaaStr

AUGUST 8, 2019

Join us at SaaStr Europa 2020. How you decide on this model and go-to market strategy? Agnes Bazin: And then there is closing. What I told you that a success factor for sales for us is not just signing the contract. So, hunting, closing, training, and farming. Yeah, and then you’ve got closing.

Appointment 42

Appointment Hospitality Sales Inside sales 42

SaaStr

AUGUST 8, 2019

Join us at SaaStr Europa 2020. How you decide on this model and go-to market strategy? Agnes Bazin: And then there is closing. What I told you that a success factor for sales for us is not just signing the contract. So, hunting, closing, training, and farming. Yeah, and then you’ve got closing.

Appointment 42

Appointment Hospitality Sales Inside sales 42