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? * Where do most startups go wrong both in hiring for partnerships and in the engagements themselves? Harry Stebbings: Welcome to the very first SaaStr podcast of 2020. I really do so appreciate that.

X-functional 52

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

Highspot

MAY 5, 2020

SEATTLE, May 5, 2020 /PRNewswire/ — Highspot, the sales enablement solution that reps love, today announced the launch of its Austria, Germany and Switzerland (DACH) operations, headquartered in Munich. “Our number-one priority is to enable our customers’ success,” said Highspot CEO Robert Wahbe.

Launch 52

Launch Territory Strategize Technology 52

SBI

JANUARY 31, 2020

TechTarget Priority Engine Email Alerts Help Sales Teams Take Immediate Action on the Best Opportunities in Their Territory. ndrew Gilman, Head of Marketing, NWN Corporation. NEWTON, MA – JANUARY 31, 2020 TechTarget, Inc.

Territory 29

Territory Engineering Strategize Technology 29

Xant

JUNE 16, 2021

In 2020, consumers notably valued experience over pricing. Go-to-market teams should be hitting 60% attainment consistently as a baseline. Buyers are in control of the modern sales industry—they are increasingly gaining power and they care about consistent, value-adding experiences.

CRM 105

CRM Territory Sales B2B 105

criteria for success

APRIL 1, 2020

How long will regional lockdowns last? 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.

Sell 97

Sell Prospecting Up-sell Territory 97

SBI

SEPTEMBER 29, 2020

SAN DIEGO & MENLO PARK – [September 29, 2020]. In addition, I’m excited to welcome EDBI, a leading global investment firm in Asia, to the Seismic family as we continue to expand our footprint in the Asia-Pacific region.” Magazine’s Best Workplaces of 2020, among other company and workplace awards. About Seismic.

Territory 38

Territory Finance Strategize Growth 38

SaaStr

JULY 15, 2020

But that’s more the exception than the role of the go to market for many companies. Literally, our plan for the year was to grow or plan for 2020 would be to grow more than 3X, which is great. Jasom Lemkin: Let me ask you an inside baseball question on that strategy of going in seed, which is very attractive.

X-functional 62

X-functional E-commerce Growth Retail 62

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

SaaStr

FEBRUARY 9, 2021

In today’s SaaStr podcast episode, Harry Stebbings sits down with Ryan Bonnici, Chief Marketing Officer at Whereby to chat about how to market at scale. com and in 2020 was shortlisted at #26 in Forbes’ ‘World’s Most Influential CMOs.’ So I think it really depends. ” Want more?

Territory 64

Territory Launch Up-sell Meeting 64

Xant

JUNE 16, 2021

In 2020, consumers notably valued experience over pricing. Go-to-market teams should be hitting 60% attainment consistently as a baseline. Buyers are in control of the modern sales industry—they are increasingly gaining power and they care about consistent, value-adding experiences.

CRM 52

CRM Territory Sales B2B 52

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. I got reps that are used to going to someone’s office with a box of samples. Well, welcome everyone to another episode of Sales Pipeline Radio. It was only 12.

Pipeline 123

Pipeline Sales Gaming Up-sell 123

Gong.io

DECEMBER 16, 2019

These variances in go-to-market conversations and subteams is another important concept to consider when aligning your team. Easier said than done, and these insights reflect that it’s a major concern and focus for leaders in 2020. Aligning Operations and Sales. It’s a pretty bad mistake. The Growing Role of AI. podcasts.

Growth 62

Growth Territory Referrals Start-ups 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 77

Cross-sell Finance Strategize Technology 77

SBI

SEPTEMBER 10, 2020

TechTarget Launches Prospect-Level Intent to Dramatically Accelerate Technology Marketing and Sales Engagements. NEWTON, MA – SEPTEMBER 9, 2020. Entry Point topics are user-defined within the platform and fully customized based on your go-to-market strategy and historical sales wins. TechTarget, Inc.

Technology 39

Technology Technology Launch Prospecting 39

SaaStr

SEPTEMBER 26, 2019

Building a sales team that can go from $0-$50M (Video + Transcript). Join us at SaaStr Annual 2020. When you sign up for hypergrowth especially, you have to go after the US. When I started, our very first target country territory was the US, even though we didn’t have an office. Want to see more content like this?

Territory 56

Territory Cross-sell Sales Cold Call 56

SaaStr

NOVEMBER 28, 2019

Join us at SaaStr Annual 2020. Did you see any issues of let’s say the Europe region started to fall back if there’s no founders along there are not enough attention because that’s what I often say at the Europe, US companies at the region that gets most attention of from the founder is the one that does well.

Growth 73

Growth Territory Government Engineering 73

Heinz Marketing

MARCH 25, 2020

Sales and marketing leaders seeking to improve revenue generation typically start by examining their channel mixes, tool sets, dashboards, and strategies, but what’s often lost is arguably the most important part of any go-to-market plan: the customer experience. Addressing the overall lack of account-level insights.

Growth 63

Growth Cross-sell Territory Engineering 63

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. Anthony Kennada: And now they’re totally locked into this go to market strategy of yesteryear.

Growth 72

Growth Start-ups B2B Campaign 72

SaaStr

JUNE 27, 2019

Join us at SaaStr Annual 2020. It was an inside sales team calling on all regions around the world. And as part of our enterprise transformation, we’ve put more and more feet on the street in local markets where our customers are located. Want to see more content like this? FULL TRANSCRIPT BELOW. Good afternoon.

Cross-sell 70

Cross-sell Technology Technology Retail 70

SaaStr

JANUARY 25, 2021

Key Considerations from 2020: Look at the data. Prior to the pandemic, many companies knew which vertical channels were doing well, but COVID caused a change in territory planning overnight. Engage partners proactively once the sales team understands the value that a partner is going to bring.

Cross-sell 66

Cross-sell GTM Territory Sales 66

SaaStr

AUGUST 27, 2019

Join us at SaaStr Annual 2020. But what you’re trying to learn at this point is not just what your go to market fit is, and working very closely with your product team on that. But also what is my go to market motion? You haven’t really figured out all the right go to market channels.

Territory 54

Territory Contract Cross-sell Drivers/motivators 54

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. Shaking the Partner Money Tree.

Pipeline 95

Pipeline E-commerce Cross-sell Referrals 95

SaaStr

SEPTEMBER 13, 2020

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. Law number three, this is huge, particularly in COVID, so we’re going to talk about this a little bit differently.

Non-Profits 62

Non-Profits Strategize Trust Growth 62

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 106

Start-ups Consult Campaign Conversion 106

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. What is one a-ha moment you’ve had in your sales career?

Sales 130

Sales Start-ups Up-sell Cross-sell 130

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 79

Finance Government Price Contract 79

SaaStr

AUGUST 8, 2019

Join us at SaaStr Europa 2020. So, you’ve got to split your territory between pools of 2,000, 3,000 prospect per person. How you decide on this model and go-to market strategy? Want to see more content like this? Andrei Brasoveanu | Partner @ Accel. Agnes Bazin | Chief Development Officer @ Doctolib. Andrei B.:

Appointment 43

Appointment Hospitality Sales Inside sales 43

SaaStr

AUGUST 8, 2019

Join us at SaaStr Europa 2020. So, you’ve got to split your territory between pools of 2,000, 3,000 prospect per person. How you decide on this model and go-to market strategy? Want to see more content like this? Andrei Brasoveanu | Partner @ Accel. Agnes Bazin | Chief Development Officer @ Doctolib. Andrei B.:

Appointment 43

Appointment Hospitality Sales Inside sales 43

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 60

B2C B2B Start-ups Growth 60

SaaStr

AUGUST 13, 2019

Join us at SaaStr Annual 2020. I spent a lot of time talking to CEOs and CROs, exchanging best practices and having conversations about go to market strategies. You got to start thinking about what are the top of the funnel investments for marketing resources in that particular language in that local region.

Cross-sell 63

Cross-sell Sales Support Growth Up-sell 63

SaaStr

JULY 29, 2022

And it became a massive capital sink, as the company changed its go-to market around five million in revenue. And I remember asking Stewart Butterfield that, at the 2020 Bridging the Gap session , and he was like, “Actually, the more free we do, the faster we scale.” And it’s crazy.

Price 84

Price Product Start-ups Niche 84

SaaStr

MAY 30, 2019

Join us at SaaStr Annual 2020. What you wanted it to be, what you wanted behaviors to be, how you were going to go to market, what your product market fit was? And, whether it be balancing say investment versus growth, or balancing investment in go to market initiatives versus product initiatives.

Finance 59

Finance Growth Objectives and Key Results Start-ups 59