SaaStr

JULY 24, 2023

Some SaaS and Cloud leaders have seen big impacts from the post-2020 hangover, but others keep accelerating. That’s your future, not just your present. This stat isn’t just a case study of Go To Market. In 2019, 2020, 2021, no one really cared if you were efficient, but boy, has that changed.

Growth 98

Growth Gaming Price Closing 98

Sales Hacker

APRIL 1, 2021

At the heart of 2020’s changes is a realization that e-commerce is about more than buying household goods from Amazon. Your customers want to buy online more than ever, whether that’s for a $10 million system or a last-minute birthday present. You may also have implemented new technologies and capabilities during 2020.

E-commerce 85

E-commerce Territory Transportation B2C 85

Heinz Marketing

OCTOBER 5, 2020

You can catch all of our episodes of Sales Pipeline Radio, past, present, and future on SalesPipelineRadio.com. But I guess that just kind of is on brand for 2020. Nick Runyon: I think in a lot of ways, it presented some opportunities for us to make some moves. Nick Runyon: So PFL is a marketing technology company.

Pipeline 132

Pipeline Sales Contact Prospecting 132

Martech

OCTOBER 18, 2023

One Optimizely executive described their go-to-market as “ threading the needle.” ” Interview with Ashley Anderson, Aura A cohesive experience After the long acquisition season of 2020 and 2021, Optimizely was left with a challenge. On the one hand, he explained, it was essential to offer customers what they want and need.

Government 131

Government Gaming Start-ups User Experience 131

Martech

OCTOBER 19, 2023

One Optimizely executive described their go-to-market as “ threading the needle.” Interview with Ashley Anderson, Aura A cohesive experience After the long acquisition season of 2020 and 2021, Optimizely was left with a challenge. Big wins, presented by Manciocchi on the Opticon main stage, included: 24 firmly routed workflows.

Government 117

Government Gaming Start-ups User Experience 117

Miller Heiman Group

MAY 13, 2019

Chief Product Officer Dana Hamerschlag opened her presentation by describing Van Halen’s 1984 tour rider, made infamous by the clause asking show promoters to ensure backstage candy bowls included no brown M&M’s. Technology Shifts. Winning in an Age of Disruption. What’s Next?

Technology 82

Technology Technology Pipeline Strategize 82

Highspot

OCTOBER 7, 2020

SEATTLE, WA — October 7, 2020 — Highspot, the revenue enablement platform that makes every customer conversation count, today announced at Spark 2020, its inaugural global user conference, the launch of the industry’s only natively-built end-to-end revenue enablement platform. Natively-Built Training and Coaching.

Launch 52

Launch Go To Market High impact Pitch 52

Highspot

NOVEMBER 18, 2020

As we prepare to exit 2020, the process of building your yearly go-to-market strategy is filled with unknowns: When will we return to our physical offices? While nobody can answer these questions with exact certainty, the broader shifts shaping our markets for the next year are already happening. How Enablement Teams Win.

Cross-sell 52

Cross-sell Sales Technique Presentation 52

Highspot

SEPTEMBER 15, 2020

“Enablement has been a vital go-to-market element for us,” said Don Matejko, President and Chief Revenue Officer at Shift. Following a thorough review process, across the go-to-market leadership team, we unanimously selected Highspot due to its user interface, personalization capabilities, and ease of use.

Technology 52

Technology Technology Product Sales 52

Heinz Marketing

SEPTEMBER 21, 2020

And if you want to check out any of our episodes of Sales Pipeline Radio, past, present, and future, you can find them all at salespipelineradio.com. And let’s apply that to this year, I think it’s easy to say, once we got into Q2 of 2020, a lot of precedents and benchmarks kind of went out the window. It was overnight.

Pipeline 104

Pipeline Sales Start-ups Clients 104

InsightSquared

DECEMBER 30, 2019

Whether you are in Sales, Marketing or RevOps—we believe the best is yet to come. We look forward to ringing in the new decade with you and reaching many more goals in 2020. Having a set of fundamental beliefs that guide why we do what we do and how we go about doing them is critical to driving the clarity of our function.

A/B testing 12

A/B testing Pipeline Engineering Represent 12

ConversionXL

JANUARY 18, 2022

It partners with sales to close more revenue, informs product teams to deliver better products, and in some cases, co-owns demand generation activities with marketing teams. Product marketers enable sales teams by demonstrating how to ease friction based on where the customer is in their journey.

Product 110

Product GTM Construction Launch 110

SBI

AUGUST 31, 2020

Seismic Launches Interactive Content to Improve Digital Engagement for Marketers and Sellers in Summer 2020 Release. SAN DIEGO, CA (August 31, 2020) –. Because LiveContent can be created using familiar presentation applications, marketers can quickly turn static materials into immersive sales content.

Launch 26

Launch Commission Presentation High impact 26

Gong.io

DECEMBER 2, 2019

So when I show up, I’m usually like, “Okay, give me a rundown of how you’re pitching and presenting this.” University of Washington Medical School molecular biologist, John Medina , says people tune out of a presentation in the first 10 minutes. The Number One Sales Leadership Skill For 2020. If somebody asks about that, boom!

Pitch 71

Pitch Sports Sales Presentation 71

SaaStr

MARCH 7, 2023

At the same time, many started the year with healthy balance sheets and used their 2020 learnings of scenario planning and applied them quickly. Some other strategies for creating a more efficient go-to-market are: Adjusting pricing and contract terms with customers. Most are somewhere in the middle. Now we’re back to normal.

GTM 67

GTM Growth Profit margin Contract 67

SaaStr

SEPTEMBER 13, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Transcript of Episode 373: Byron Deeter: I’m going to dive in here with a little bit of an overview. To say that 2020 has been unusual, and unprecedented, and momentous would all be understatements.

Non-Profits 91

Non-Profits Strategize Trust Growth 91

SaaStr

JUNE 12, 2020

This interview was recorded in February 2020. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. What are you doing to empower that long tail in 2020? Jason Lemkin: That’s how our marketing team uses it. This podcast is sponsored by Guru.

Start-ups 88

Start-ups Engineering Product Networking 88

SaaStr

JULY 17, 2020

353: Keith Rabois (Paypal, Linkedin, Square) and SaaStr Founder Jason Lemkin talk about the landscape of SaaS & Cloud fundraising and valuation in 2020. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. This episode is sponsored by Lightmatter. Keith Rabois.

E-commerce 91

E-commerce Retail Real Estate X-functional 91

SaaStr

JUNE 2, 2021

This episode is an excerpt of Olof’s session at SaaStr @ Home 2020. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Olof Mathe will share how the two strategies can blend together and specific lessons he has learned from his experience. Olof Mathé.

Sales 98

Sales Up-sell Price Start-ups 98

SaaStr

JUNE 19, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. So lots and lots of questions there, burn rates, your targets in 2020, how is your team doing? In 2008 he became an angel investor and discovered Zendesk, Clio, FreeAgent – and his love for SaaS. Christoph Janz.

Pitch 71

Pitch Trust Meeting Follow-up 71

SaaStr

JULY 15, 2022

It’s pretty good, someone did a Tweet storm the other day on Zeb from ClickUp’s presentation at SaaStr Annual 2020. Ash Bhoopathy (@ashbhoopathy): Probably more around go-to-market and sales. First of all, on go-to-market and sales and marketing, be very, very wary of folks that want to outsource your core.

Growth 114

Growth Cross-sell Start-ups X-functional 114

SaaStr

JULY 24, 2020

Satya Patel of Homebrew shares his expert advice on how to raise seed capital in 2020. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. The fourth major risk that investors are evaluating is go-to-market risk. Satya Patel.

Finance 83

Finance Pitch Government Start-ups 83

SaaStr

APRIL 7, 2022

We’re in the business of robots, software robots, an industry … There was a great presentation earlier, you all probably heard with the category awareness, category urgency, and I’d add one more, company urgency. 2020: $607m rev. I’m really thrilled to hear a bit more of their story together with the audience.

Finance 107

Finance Government Growth Start-ups 107

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 65

Follow-up Go To Market Meeting Start-ups 65

ConversionXL

JUNE 25, 2021

This plan is your go-to-market (GtM) strategy , which should be informed by: Market conditions and competitive positioning Ideal customers and target audience Product offer and pricing Lead generation and customer acquisition process. They began with 2,015 monthly downloads in September 2020.

Launch 96

Launch Product Non-Profits GTM 96

SaaStr

APRIL 4, 2019

Join us for SaaStr Annual 2020. And the same customer challenges that we were being presented, which was: How do you scale? Megan Leuders: We needed to be able to answer in the solution that we needed to build going forward. And what challenge that presented to us was how do we do that quickly. FULL TRANSCRIPT BELOW.

Engineering 68

Engineering Strategize Technology Technology 68

Heinz Marketing

JUNE 3, 2019

Thanks so much for joining us there and every episode of Sales Pipeline Radio, past, present and future is always mailed on salespipelineradio.com. Each and every week we are featuring some of the best and brightest minds in B2B sales and marketing today is no different. Matt: Well, welcome back to Sales Pipeline Radio.

Pipeline 62

Pipeline Sales Objectives and Key Results B2B 62

Heinz Marketing

JANUARY 20, 2020

This is our first episode of 2020. You can find past, present, and future on salespipelineradio.com. Every week we’re featuring some of the best and brightest minds in sales and marketing. He’s the former cohost of the Marketing Cranks podcast. That’s just not going to do it.” Paul: Wow.

Pipeline 62

Pipeline Sales Up-sell Start-ups 62

SaaStr

JANUARY 14, 2020

In this presentation, Pluralsight co-founder and CEO Aaron Skonnard will discuss how Pluralsight successfully transformed its business to serve both individual and enterprise customers independently and will share his lessons for SaaS companies looking to tap into individual customers to sell into enterprises and vice versa.

B2B 69

B2B B2C Technology Technology 69

SaaStr

AUGUST 5, 2019

Join us at SaaStr Europa 2020. And while every company is different, I do firmly believe that the ideas and constructs that I’m about to present might be applicable to some, if not all of you, trying to build a SaaS companies. Want to see more content like this? Rajesh Ram | Co-Founder @ Egnyte. FULL TRANSCRIPT BELOW.

Gaming 80

Gaming Customers Construction Contract 80

SaaStr

DECEMBER 26, 2019

Join us at SaaStr Annual 2020. Pauline Fumeron | Marketing Automation Manager @ OpenC lassrooms. Okay, so first, can we welcome Pauline and Alice, can you please quickly present yourselves and your company and what you do at the company? They don’t go to marketing yet. Want to see more content like this?

B2C 73

B2C CRM Product Engineering 73

SaaStr

NOVEMBER 21, 2019

Join us at SaaStr Annual 2020. To build the initial team, to build the product, to build the initial go to market, to build the first customers and to build the ARR, the starting. Pietro : This journey used to end at the legendary, mythical product/market fit. Want to see more content like this? growth fund.

B2C 69

B2C B2B Start-ups Growth 69

SaaStr

SEPTEMBER 26, 2019

Building a sales team that can go from $0-$50M (Video + Transcript). Join us at SaaStr Annual 2020. So you completely change your go to market and that also includes the fact that you need to start an outbound team. You need to scale the go to market team to feed that new sort of like next wave of deals.

Territory 56

Territory Cross-sell Sales Cold Call 56

SaaStr

AUGUST 29, 2019

Join us at SaaStr Europa 2020. I wanted to give businesses that visibility, complete visibility into what’s going on. So anyways, I presented Wrike to the world there. But then I’ll, I’ll, I’ll ask them to come back and whiteboard with me and present the solution to a fairly tough problem.

Growth 49

Growth Start-ups Drivers/motivators Objectives and Key Results 49

SaaStr

JUNE 10, 2021

This episode is an excerpt of Mårten’s session at SaaStr @ Home 2020. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Marten Mickos: Here is Rich, my former colleague, Rich, saying, “Will end your presentation with a Nordic drinking song.”

Customers 63

Customers Price Contract Objectives and Key Results 63

SaaStr

DECEMBER 5, 2019

Join us at SaaStr Annual 2020. So about two years ago, nearly two years ago in August, I was about ready to go out on holiday for two weeks and it was the first time… I’ve been at Workday 10 years and it was the first time I was going out on holiday for two straight weeks. Want to see more content like this?

Strategize 59

Strategize Strategic partnership Start-ups Up-sell 59

SaaStr

OCTOBER 31, 2019

One of the most popular sessions from SaaStr Annual, this presentation will provides an in-depth look at the cloud computing industry across Europe and globally. Join us at SaaStr Annual 2020. Bessemer Venture Partners’ Alex Ferrara takes a look at trends and predictions for the cloud industry in 2019. FULL TRANSCRIPT BELOW.

Finance 45

Finance Retail Growth Drivers/motivators 45