Martech

SEPTEMBER 23, 2022

At the end of 2020, Adobe acquired the work management platform Workfront. Among reasons, I could cite: Accelerating demands of go-to-market that require many components of projects to be underway simultaneously, rather than tackled serially. Get MarTech! In your inbox. Processing.Please wait. From Workfront to Figma.

Legal 98

Legal Represent Go To Market Customers 98

The Bridge Group

JANUARY 30, 2020

We’ve just released the 2020 SaaS AE Metrics Report. Median ACV quota rose from $625K in 2012 to $775K in 2020. This represents a compound annual growth rate of 3%. The fact that quotas haven’t kept up with compensation raises flags as to how sustainable these go-to-market models are in the long run.

Quota 36

Quota Represent Growth Go To Market 36

SaaStr

DECEMBER 26, 2022

and go-to-market partners, to understand what’s happening in the space. . “G2 Some call this the ‘ecommercization of software,’ and this trend signals a highly disruptive shift in how we go to market with software. In a 2020 survey, 22% purchased software through a cloud marketplace versus 60% in 2021.

Go To Market 98

Go To Market Follow-up Up-sell Trust 98

Sales Hacker

JULY 16, 2020

In May 2020, Facebook announced it was buying the gif search engine , Giphy, for $400 million — primarily for its Instagram product. RELATED: Moving to Enterprise Sales (Part 2): 5 Go-to-Market Prerequisites You Need to Succeed. At first, you may be taken aback. Return the favor by doing the same for them.

Pipeline 124

Pipeline E-commerce Cross-sell Referrals 124

Martech

AUGUST 22, 2023

Let’s look at a company that figured out how to change their marketing to meet their buyers’ behavior and create a positioning that added greater value to their perception in the marketplace. In going to market, the company has traditionally relied on distributors, including catalogs, to access the market opportunity.

B2B 97

B2B Process Manufacturing Customers 97

SaaStr

JULY 24, 2023

Some SaaS and Cloud leaders have seen big impacts from the post-2020 hangover, but others keep accelerating. This stat isn’t just a case study of Go To Market. Most of MongoDB’s top hundred customers, which typically represent a third of their revenue and are fairly concentrated, have been customers for 5+ years.

Growth 98

Growth Gaming Price Closing 98

Sales Hacker

JULY 19, 2022

When we launched a new product in September 2020, our go-to-market team was determined to do so in a data-driven, highly iterative manner. Run experiments on your company’s own performance and success data, not general data that might not accurately represent you. What we learned came as a big surprise.

Education 113

Education Pipeline Clients Follow-up 113

Gong.io

JANUARY 12, 2021

Meet Carolyn, Senior Sales Development Representative at Gong, since May of 2019. Meet Hannah Finn, Enterprise Implementation Manager at Gong since May of 2020. Fun facts: Hannah is a former collegiate soccer star (GO BULLDOGS) and — in case you missed it — her first name is a palindrome! “I Go To Market (GTM) and enablement.

Follow-up 118

Follow-up Objection handling GTM Meeting 118

Heinz Marketing

OCTOBER 5, 2020

But I guess that just kind of is on brand for 2020. And for those that don’t know what PFL does, maybe explain sort of what the business model is, what your focus is as a go-to market service and then sort of how that was uniquely challenged at the beginning of this pandemic as well.

Pipeline 132

Pipeline Sales Contact Prospecting 132

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. Defining your brand’s building blocks with product marketing. Once identified, it will ensure these functions are represented in everything the company does.

Product 110

Product GTM Construction Launch 110

SaaStr

JUNE 11, 2019

Join us at SaaStr Annual 2020. Lloyed : And so maybe one of the things in the early days is I need to get the produce market fit, or maybe I need to get the two million ARR. And then you identity I’m missing someone on the go-to-market or growth side. Join him as he shares his top lessons in building great teams.

Engineering 109

Engineering Promote Growth B2B 109

Outreach

NOVEMBER 18, 2020

Imagine how many urgent emails about a big organizational change they might receive from all levels of leadership — executives, directors, HR representatives, and you, their manager. The digital transformation has been the biggest change of 2020 for go-to-market teams. Show Permanency of the Change.

Launch 52

Launch B2B Management Consulting Consult 52

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. Improve customer experience throughout the full lifecycle.

Customers 49

Customers Cross-sell B2B Strategic planning 49

SaaStr

JUNE 3, 2020

It’s 2020 and SaaS buyers are more skeptical and suspicious, more disbelieving, more unconvinced than they were in 2019. The SaaS Trust Crisis is making it harder to market and sell software and services than ever before. And so, I think that really also changes how we assess vendors can go to market.

Trust 101

Trust Technology Technology Government 101

SaaStr

JUNE 23, 2019

Join us at SaaStr Annual 2020. Lloyed : And so maybe one of the things in the early days is I need to get the produce market fit, or maybe I need to get the two million ARR. And then you identity I’m missing someone on the go-to-market or growth side. Join him as he shares his top lessons in building great teams.

Engineering 88

Engineering Promote Growth B2B 88

SaaStr

AUGUST 5, 2019

Join us at SaaStr Europa 2020. And recently we raised around from Goldman Sachs in September of last year to fuel our go-to-market expansion. But let’s look at this in terms of what the mutual value creation really represents. That to us represented a win in terms of our strategy. FULL TRANSCRIPT BELOW.

Gaming 80

Gaming Customers Construction Contract 80

SaaStr

OCTOBER 22, 2019

Representing 98% of all U.S. As one of the most difficult markets to enter and succeed, how can new and old SaaS providers win with SMBs? Join us at SaaStr Annual 2020. Small businesses have a huge market opportunity in particular with younger generations. businesses, 57% of all U.S. Want to see more content like this?

Government 49

Government Technology Technology User Experience 49

SaaStr

DECEMBER 26, 2019

Join us at SaaStr Annual 2020. Pauline Fumeron | Marketing Automation Manager @ OpenC lassrooms. Guillaume : And today we’re going to talk about how to build your marketing stack. As I said, there’s only seven of us in the team and so all the build resources that we have go to the product.

B2C 74

B2C CRM Product Engineering 74

SaaStr

MARCH 19, 2019

Join us for SaaStr Annual 2020. Ceci Stallsmith – Director of Platform Marketing @ Slack. Ceci Stallsmit h: Yes, so here you have represented Stripe, Box and Slack. Then on the go to market side just over 40% of new ARR comes indirectly around the world through partners. FULL TRANSCRIPT BELOW.

Engineering 51

Engineering Launch Start-ups Contract 51

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 58

Strategize Strategic partnership Start-ups Up-sell 58

SaaStr

OCTOBER 31, 2019

Join us at SaaStr Annual 2020. What we did is we went out and looked at a sampling of the most successful public cloud companies, and we’ve listed a few of them here, and this shows the time it took these companies to go from a million of ARR to 100 million of ARR. Some of them represent really the cream of the crop.

Finance 45

Finance Retail Growth Drivers/motivators 45

SaaStr

FEBRUARY 26, 2019

His strategy for entering into other markets and addressing TAM with investors. Also, don’t miss out on the lowest prices EVER on SaaStr Annual 2020 tickets. ” And it was like, “I bring the ability to go to market globally.” FULL TRANSCRIPT BELOW. Ryan Smith – CEO and Founder at Qualtrics.

Up-sell 63

Up-sell Product Follow-up Start-ups 63

Sales Hacker

MARCH 2, 2020

Here they are… The 97 Best Sales Books in 2020. This book represents an upgrade of the popular sales framework for business professionals in the new digital economy. whether you’re a sales or marketing executive, team leader, or sales representative. Sales Models and Fundamentals. The Transparency Sale. James Muir.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

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

Sales Hacker

OCTOBER 7, 2021

Cassie is an operating partner at Primary Venture Partners, where she works closely with Primary’s portfolio companies to help them build, scale and optimize their go-to-market efforts. Prior to joining Primary in early 2020, Cassie spent 15 years as a tech operator. Try to avoid selling for selling’s sake.

Sales 136

Sales Up-sell Start-ups Cross-sell 136

SaaStr

APRIL 3, 2020

So how does your marketing playbook and tactics really change when making this transition? Anthony Kennada: Yeah, well you know what’s interesting is that the companies do represent two completely different go to markets. I think it’s hard to identify a bigger TAM in enterprise software.

Start-ups 89

Start-ups Growth B2B Campaign 89

Sales Hacker

AUGUST 18, 2020

We burned through a tremendous amount of cash on things like marketing and scaling up the team, but the revenue wasn’t growing as quick as the spend, and so that was quite challenging for us. And so that’s what resulted in the broadening of our go to market, to this discretionary spending versus just travel as it were.

Start-ups 114

Start-ups Consult Campaign Up-sell 114

SaaStr

JANUARY 17, 2020

I’m glad that we’re doing chapter two, and I really just want to thank you for both the feedback wishing you an amazing 2020, because you’ve done so much for this community and I couldn’t be more excited to try and be a little bit more helpful. Because they, yes, of course you can do tremendous amount of things.

Pitch 68

Pitch Contract Objectives and Key Results Negotiate 68

SaaStr

FEBRUARY 18, 2020

Join us at SaaStr Annual 2020. It’s just agreeing that we’re going to target agreeing to those goals and then each presenting a plan saying, “Hey, this is how we want to get there.” ” And I think that CEOs should expect that shared voice across the go-to-market team. Maria Pergolino | frmr.

Pipeline 115

Pipeline Trust Growth Start-ups 115

SaaStr

OCTOBER 3, 2019

Join us at SaaStr Annual 2020. Doug Pepper | Marketing Director @Shasta Ventures. And I can’t go through all of them. There are way too many to talk about, so I’ve picked out just a few that I think are representative and can be learned from. We were trying to go public in 2013. FULL TRANSCRIPT BELOW.

Up-sell 72

Up-sell Launch Go To Market Start-ups 72

SaaStr

JUNE 4, 2019

Join us at SaaStr Annual 2020. He is an evangelist for this notion of finding out about the customers willingness to pay long before you go to market. Why it was really important for Lever at that time to have Johnny on the council was he represented the new breed of customer that Lever was attracting.

Customers 92

Customers Price Launch Growth 92

SaaStr

JANUARY 7, 2021

Over the years, we’ve hosted hundreds of amazing guests on the SaaStr podcast and our roster in 2020 was no exception. Some of the top learnings from our conversations in 2020 were a testament to the agile nature of start-up founders and operators. Customer advocacy is one of the most powerful marketing tools any brand can have.

Non-Profits 117

Non-Profits E-commerce Drivers/motivators Growth 117

ConversionXL

JUNE 19, 2019

Product lifecycle marketing does the following: Ensures you’re operationalizing in the right context. Follow the go-to-market strategy using the Google Sprint structure: Research: ask the experts, competitive research. You generally need approximately 200–250 responses to accurately represent your population.

A/B testing 90

A/B testing Objectives and Key Results UX Retail 90

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

Sales Hacker

MARCH 10, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Related resource : How Asana & Calendly Scaled Their PLG to SLG Motion $10 to $20M ARR: Navigating it and a $500M exit Just as Levelset was hitting its stride in early 2020, the COVID-19 pandemic threw everything into uncertainty.

GTM 71

GTM Construction Launch Quota 71