SaaStr

OCTOBER 27, 2023

Q: When Should A Slow Growth Company Hire a Head of Sales? Whether you’re a slow-growth company or a rocketship, a great VP of Sales will make everything a little bit better quickly. But it can be distracting for engineering, product, and GTM teams. So, let’s jump right into Part Two. As a real brand, you’re in every deal.

Strategize 98

Strategize Growth Niche Quota 98

SaaStr

MAY 8, 2024

Let’s jump right into this set of community questions focused on SaaS metrics, growth, and efficiency. Sales is much harder than in 2021. 2021 made no sense in terms of budgeting. The average public company today has over $300k of revenue per employee; in 2021, it was just over $100k. Yes, there will be some tradeoffs.

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Quota GTM Price Finance 84

SaaStr

SEPTEMBER 16, 2021

The overwhelming participation by both Founders and Investors at the upcoming SaaStr Annual 2021 exemplifies this. Growth Partners. ICONIQ Growth. TZP Growth Equity. Liam Mulcahy, Director, GTM – Unusual Ventures – presenting “Revenue as a Byproduct: A Systematic Approach To Nailing Sales at the Seed Stage”.

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Meeting GTM Legal Presentation 95

Highspot

OCTOBER 5, 2021

5, 2021 /PRNewswire/ — Highspot , the sales enablement platform that increases the performance of sales teams, today announced that its second annual global user conference, Highspot Spark 2021 , will take place on November 3–4. SEATTLE, Oct. About Highspot. Contact: Elena Edington, 206-817-4339, elena.edington@highspot.com. ###.

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Customers Teamwork GTM Strategize 52

SaaStr

JANUARY 30, 2024

It’s a SaaS startup that basically fell out of product-market fit after the 2021 boom … but has enough revenue and high enough NRR to keep going. There was so much panic and fear about not running out of money, and cutting the burn, and overfunded unicorns, that almost everyone got a pass on growth as long as the burn was low.

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GTM Finance Growth Gaming 91

SaaStr

NOVEMBER 8, 2021

With too many examples from SaaStr Annual 2021 to call out specifically, here are 2 “Cloud talks plus decks” that I can imagine the Self-Taught Founder relying upon: David Sacks On SaaS Org Charts. This 20-20-20 data is amazingly useful to that Self-Taught Founder building out their GTM operating model.

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GTM Price Growth Product 121

SaaStr

JANUARY 12, 2024

We still want to drive retention and growth and make money. Even if you were sticky, people were cutting licenses and asking for a discount in the age of efficient growth. People weren’t adding as many seats or pre-buying at higher tiers for predicted growth. Free growth is there but not nearly as high.

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Customers GTM Growth Clients 100

Sales Hacker

MARCH 1, 2024

Hello and welcome to The GTM Newsletter – read by over 50,000 revenue professionals weekly to scale their companies and careers. This entire newsletter highlights key changes – from ecosystem-led growth, to the featured live events, to owned media. The smartest companies are embracing Ecosystem-Led Growth, or ELG.

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GTM Launch B2B Growth 72

Sales Hacker

SEPTEMBER 8, 2023

Thanks for reading The GTM Newsletter! Here are the 5 biggest takeaways from the session: Falling Seed to Series A Graduation Rates During the boon 2020 and 2021, the graduation rates from Seed to Series A sat well-above historical averages. See photo below that Databricks released on the growth trajectory of LLMs over the last year.

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GTM Launch Growth Networking 90

SaaStr

APRIL 7, 2021

. “SaaStr 416: The Secret Sauce for Scaling to $1B with Zendesk’s Sharon Prosser, VP Global SMB GTM and Ashta Malik, VP GTM Strategy “ A really terrific deep dive on selling and scaling to $1B in SMB ARR. #8.

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GTM Growth Up-sell Service 66

SaaStr

NOVEMBER 3, 2023

We’ll share the answers in today’s brand new episode of CRO Confidential, where our host Sam Blond, partner at Founders Fund, sits down with Toast CRO, Jonathan Vassil to talk about their proven customer acquisition strategies that led to its record-breaking growth. market tapped, signaling massive growth potential.

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Growth Territory Referrals Customers 78

Sales Hacker

NOVEMBER 3, 2023

Both should make some concessions to close the expectation gap and get more roles filled which should help with overall market growth. Feeling energized and inspired coming out of these dinners, each of which had 30-40 GTM leaders. Hottest GTM jobs of the week: Growth Marketing Manager at Spekit – more details here.

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GTM Represent Growth CRM 89

SaaStr

AUGUST 29, 2022

Find out how the steps they took not only helped nurture a company’s success, but also allowed its leaders to retain a growth mindset long after they hit the $1B milestone. Scaling Revenue in 2022: What’s the Same and What’s Different? Join Divvy CRO Sterling Snow for this enlightening session. $1M

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GTM Growth B2B Territory 99

SaaStr

NOVEMBER 25, 2022

About 20%-25% have seen growth rapidly decelerate vs. 12 months ago. In my ecosystem, these are a combination of “nice to haves” that are struggling to get budget today and folks that didn’t really iterate their product portfolio or GTM since the start of the year. That ties to the 29% of folks not doing any hiring.

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GTM Growth Product 97

SaaStr

AUGUST 29, 2023

It’s a sign you don’t have a true GTM team. In a sales-driven motion, you need a GTM team, and Sales and Marketing working together. You can’t ignore this. The passive aggressiveness, the mocking of marketing, etc. So a simple post, but an important one. At least mostly. At least partially.

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GTM Sales Meeting Closing 81

SaaStr

MARCH 20, 2024

With personal experience from EchoSign and other high-growth companies, he was spoiled when it came to those companies raising money from exceptional VCs. Higher than he imagined in terms of the founder quality bar and, the stage of the business, and growth and efficiency metrics. And that’s what makes the bar that much higher.

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Quota Finance Drivers/motivators GTM 104

Highspot

FEBRUARY 1, 2024

Two recent research findings validate the category’s importance and growth: Spending on sales enablement technology grew 35.7% in 2022, after growth of 19.7% Two recent research findings validate the category’s importance and growth: Spending on sales enablement technology grew 35.7% in 2022, after growth of 19.7%

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Customers GTM Account management Government 64

Martech

AUGUST 29, 2023

million sessions in 2021, per Niche Pursuits) GA blog SimoAhava.com. Previously, she was VP of product marketing & growth at Quantcast, and before that, she was a product manager and the analytics evangelist for the Google Analytics team. Simo Ahava Simo is the creator and writer of the incredibly popular (1.3

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GTM Niche Consult Follow-up 109

SaaStr

JULY 31, 2022

VC all seemed like a game in the boom times of 2021 and late 2020. The Challenge with SMB SaaS: High Growth Can Only Mask High Churn For Just So Long. The profitable growth strategy every marketer needs to understand with the CMOs of Box, Salesforce & Attentive. It’s not as fun anymore. Top Videos This Week: 1.

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GTM Price Gaming Growth 100

SaaStr

JULY 27, 2022

If a SaaS business hopes to win over the SMB market successfully, it will need a precise GTM approach. At the SaaStr Europa 2022 event, Accel Partner Philippe Botteri interviewed PayFit CEO & Co-Founder Firmin Zocchetto to ask about his GTM strategy. . Boterri’s company Accel invested in PayFit in 2017 and again in 2021.

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Go To Market GTM B2C Price 74

SaaStr

MAY 15, 2022

In 2021+, Yes. SaaStr 554: The Builders and Sellers Playbook: Proven Models that Help GTM and Product-led Teams Scale with CircleCI CEO Jim Rose. Unlocking Growth in the Internet Economy: a Perspective from Stripe Head of Invoicing, Suzanne Xie. But New Unicorns Are Going to Go on Pause for a Bit. Is it Really ARR?

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GTM Engineering Up-sell Growth 85

Sales Hacker

SEPTEMBER 2, 2023

Thanks for reading The GTM Newsletter! AI companies like Hugging Face , Mosaic , and more are garnering multi-billion dollar valuations and rapid growth. We’ve put ourselves in a prime position to invest in AI infrastructure, Enterprise AI, and Vertical AI companies and we have been since our inception in 2021. It’s complex.

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GTM Negotiate Pipeline Contract 80

SaaStr

SEPTEMBER 23, 2022

Cloud 100 multiples have fallen in 2022 –– ARR multiples rose nearly fourfold from 9x in 2016 to 34x in 2021 and down to 30x in 2022. Historically, cloud businesses were all about growth, but now the focus is on profitability and efficiency. . These cloud businesses have product-market fit, scalable GTM, and a growing customer base. .

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GTM Contract Growth Follow-up 96

Martech

JULY 14, 2022

A survey by the IT Sales and Marketing Association (ITSMA) found 27% of the marketing budget dedicated to ABM in 2021, with 75% of those surveyed saying they planned to increase spending on ABM in 2022.

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B2B GTM Technology Technology 125

SaaStr

MAY 24, 2021

We’re super excited to be gearing up for 2021 SaaStr Enterprise this week! Flywheelin’ : 10 Learnings from Atlassian’s Unique GTM Model. Lessons in Scale: Building the Foundation for High Growth with Qualtrics’ CEO. Check out some of the most popular sessions here , all of which are FREE to join! Cameron Deatsch.

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GTM Strategize Up-sell Growth 66

SaaStr

APRIL 12, 2023

Tomasz Tunguz, Founder & General Partner at Theory Ventures, believes that with the right GTM plan and capital efficiency, it is still possible to get funding. It’s simply a matter of watching your burn: “The main difference in the market between 2021 and today is that efficiency matters more than growth.”

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Legal GTM Territory Gaming 71

SaaStr

JULY 20, 2022

He helps showcase these errors and advises on how to stop them from crippling a business’s growth. . Mistake #1: Premature GTM acceleration. On average, companies that went public in 2021 had existed for eleven years. Don’t simply hire and hope for continued growth. You can see Dave’s slides here. Key Takeaways.

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GTM Cross-sell Finance Growth 77

SaaStr

NOVEMBER 24, 2021

It’s 2021, but surprisingly, a significant number of SaaS companies still use outdated sales compensation plans. Once you find your product-market fit, you figure out your GTM fit, and you are ready to ramp up growth and begin to scale. Email * The latest SaaStr updates straight to your inbox. Instead, establish a scaling pace.

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GTM Price Promote Commission 76

Martech

FEBRUARY 4, 2022

Auseh Britt, vp of growth marketing at account-based marketing platform Terminus, recently hosted a webinar that discussed her organization’s 2021 State of Modern Marketing Report. The study polled over 1000 go-to-Market (GTM) teams — groups tasked with identifying the best ways to reach specific marketing. “It

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GTM Pipeline B2B Campaign 120

Sales Hacker

JUNE 16, 2022

Listen for the signals and the tells, so you can calibrate your GTM motion if needed. CMO of 6sense & GTM advisor. 2021 and 2022 Salesforce Sales Leader to Follow; founder, consultant, author. To find sustainable growth that will get them through a downturn. Latané Conant. latane-conant. Richard Harris. rharris415.

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GTM Pipeline Sales A/B testing 93

Sales Hacker

MAY 3, 2023

Sales leaders play a critical role in a business’s success because they are responsible for driving revenue growth and developing and executing sales strategies.

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Consult GTM Commission Finance 71

ConversionXL

JANUARY 18, 2022

Product marketing is responsible for tasks like: Developing and executing go-to-market (GTM) strategies; Researching and understanding target segments; Analyzing competitor activities; Developing product value propositions ; Defining messaging strategies ; Ensuring customer success teams and salespeople understand the product features.

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Product GTM Construction Launch 110

Sales Hacker

APRIL 16, 2024

Under their leadership, the community became a pivotal resource in the presales domain until its successful acquisition in November 2021. 8:35 – Secrets behind PreSales Collective’s rapid growth and successful exit. 18:35 – The untapped potential of presales in driving revenue growth.

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GTM Pipeline B2B Growth 77

Sales Hacker

OCTOBER 4, 2022

Take advantage of the corporate membership and enroll your GTM team in our industry-leading courses, including marketing, sales, sales development, and revenue operations. You have to build a strategy for growth. Alex Schrecengost : I wanted to show sustainability and growth trajectory. That’s not true.

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Clients Hospitality Entertainment GTM 84

Sales Hacker

JUNE 16, 2021

Here’s my guess: you’d see a GTM organization working together like a well-oiled machine. The mandate for sales enablement is to increase the effectiveness of their go-to-market (GTM) strategy by providing coaching, training, and introducing sales enablement platforms and tools. What is sales enablement? Training platforms.

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GTM Contract Quota CRM 101

Sales Hacker

FEBRUARY 2, 2024

If your business growth is constrained by the cashflow you need for inventory, advertising, or something else, Flex could provide you with an interesting growth lever. Listen on Spotify or find it anywhere you get your podcasts by searching “The GTM Podcast.” Share The GTM Newsletter That’s it, that’s all.

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GTM Pipeline SQL UX 93

SaaStr

MARCH 15, 2024

The question is, how do they translate or take that passion and create products, value propositions, messages, and GTM motions that are more strategic and have a bigger impact on those businesses? Most companies aren’t good at cross-organizational in a single GTM mode, but you have to be. This is part of the playbook. Times were good.

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GTM Cross-sell Start-ups Growth 91