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.

GTM 121

GTM Price Growth Product 121

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. Subscribe for free to receive new posts and support my work. That’s not the case today.

GTM 90

GTM Launch Growth Networking 90

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. Join us at the gorgeous Proper Hotel in Austin on May 15-16 and hear how the top SaaS companies are leveraging partner ecosystems in their GTM motions aka Ecosystem-Led Growth. Austin’s F1 track.

GTM 72

GTM Launch B2B Growth 72

SaaStr

MAY 8, 2024

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. In 2021, many sales folks were marginally efficient. If your product is like Hubspot, price it like Hubspot. How do you budget this?

Quota 85

Quota GTM Price Finance 85

SaaStr

JANUARY 12, 2024

It probably won’t go back to 2021 levels, but it will be some kind of growth. When you’re growing, you don’t have time to see how much people are using your product, so it can’t last unless we’re in a global meltdown, and we’re not. People did invest a lot in CSM, and in 2021 and 2022, the CSM population grew roughly 20%.

Customers 101

Customers GTM Growth Clients 101

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. If the founders are truly committed and truly want it, then that existing $2m-$20m in ARR becomes customer funding for the next generation of products and software. What’s that?

GTM 91

GTM Finance Growth Gaming 91

SaaStr

MARCH 7, 2023

Many companies got sucked into the 2021 vortex of a low-interest rate environment and high multiples when they should have focused on growth and efficiency. It’s not a surprise or secret that 2022 was challenging, especially starting the year with 2021 growth expectations. PST, to unveil the data behind effective scaling.

GTM 69

GTM Growth Profit margin Contract 69

ConversionXL

JANUARY 18, 2022

To succeed in today’s crowded market, you need to harmonize product marketing and brand marketing. In this article, you’ll learn the difference between brand marketing and product marketing, and how to balance both to stand out above the crowd. Brand vs product marketing: Friends or foe? They rely on each other for success.

Product 110

Product GTM Construction Launch 110

SaaStr

NOVEMBER 25, 2022

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. Net net, no doubt it’s tougher times for most than at the start of 2021. But not for everyone.

GTM 97

GTM Growth Product 97

SaaStr

AUGUST 29, 2022

They’ll take you through their own personal experiences, from creating a scalable product strategy to building an enduring company that puts people and purpose before profit. In other words, companies need to sell a vision – not a product.

GTM 100

GTM Growth B2B Territory 100

SaaStr

JULY 30, 2021

We’re putting the final touch-ups on the 100% outdoors and open-air, 100% vaccinated 2021 SaaStr Annual Sep 27-29 in SF Bay Area. Anique Drumright, VP Product @ Loom. Lawrence Huang, Vice President of Product Management @ Cisco Meraki. Prajakta Kemkar Director of Product Management @ Routable.

GTM 107

GTM Territory Finance Product 107

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

GTM 109

GTM Niche Consult Follow-up 109

SaaStr

MAY 15, 2022

When to Go Multi-Product in SaaS. 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. Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: SaaS Multiples Are At a 3+ Year Low.

GTM 86

GTM Engineering Up-sell Growth 86

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.

Go To Market 75

Go To Market GTM B2C Price 75

SaaStr

MARCH 20, 2024

For folks in SaaS, what got confusing in 2021 is that growth blew up so much in SaaS that the venture bar got lower. In 2021 and 2022, the money was a net negative, and what GTM organizations did was twofold. When recruiting, that first VP of Sales, Marketing, CS, and Product has to carry a bag for real.

Quota 105

Quota Finance Drivers/motivators GTM 105

Martech

JULY 14, 2022

Factors driving changes in ABM include shifts in buyer preferences and pre-purchase behavior, as well as the development of more sophisticated technology and data products that enable marketers to analyze behavior, identify in-market audiences, and craft experiences for a buying group or its individual members.

B2B 125

B2B GTM Technology Technology 125

Highspot

FEBRUARY 1, 2024

Our Mission Our mission statement has remained consistent throughout our history: deliver breakthrough products that transform the way millions of people work. 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%

Customers 64

Customers GTM Account management Government 64

SaaStr

JULY 31, 2022

VC all seemed like a game in the boom times of 2021 and late 2020. 7 Secrets to a Successful SMB GTM Strategy with PayFit and Accel. SaaS Pricing Strategies that Work: How to Design an Optimal Pricing Model with FastSpring VP Product. It turns out, most founders don’t do a 50/50 split. A 2:1 split is most common.

GTM 101

GTM Price Gaming Growth 101

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. Cloud Will Help Close the Gap in Global Productivity. These cloud businesses have product-market fit, scalable GTM, and a growing customer base. . Activate your product-led growth levers.

GTM 97

GTM Contract Growth Follow-up 97

Sales Hacker

SEPTEMBER 2, 2023

Thanks for reading The GTM Newsletter! They have design partners or minuscule revenue from other tech companies that scream false positives for product-market fit. 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.

GTM 80

GTM Negotiate Pipeline Contract 80

SaaStr

OCTOBER 27, 2023

Jason re-takes the stage in Part 2 of the series to answer questions about the right time is to invest in a new product line, building vertical vs. horizontal, multiples in 2024, and much more. When you have a lot of sub-use cases, it makes sense to go horizontal, but after two or three of them, the product can become weird.

Strategize 98

Strategize Growth Niche Quota 98

SaaStr

SEPTEMBER 26, 2023

Of course, it’s down from 2021, but there has been a tremendous amount of innovation in the last year, with a lot of that driven by AI and what’s possible. NotionAI is the fastest-growing AI business, and it’s already an existing product. GTM execution. Shen likes to use the super-human definition of product market fit.

Contract 104

Contract GTM B2B Negotiate 104

SaaStr

MAY 24, 2021

We’re super excited to be gearing up for 2021 SaaStr Enterprise this week! Roundtable: Fueling Product Innovation on the Path to $10B with Workday. Roundtable: How Product & Marketing Should Work Together with PagerDuty. Flywheelin’ : 10 Learnings from Atlassian’s Unique GTM Model. Michael Sindicich. MK Getler.

GTM 66

GTM Strategize Up-sell Growth 66

SaaStr

NOVEMBER 3, 2023

Jonathan saw them through IPO in 2021 with the highest software multiple IPO ever. Before talking about customer acquisition, it’s worth noting the greatest strength of Toast’s GTM motion — The partnership between their sales and marketing organizations. You could give one rep the entire city, but that would be counter-productive.

Growth 79

Growth Territory Referrals Customers 79

Highspot

JUNE 25, 2021

When building a go-to-market (GTM) strategy, it’s critical for sales and marketing teams to align on a number of factors, such as target audience, messaging, and what type of content to share throughout the buyer journey. . Align First, Engage Second. Empower Reps with Customizable Content and Guidance.

GTM 59

GTM Launch Drivers/motivators Quota 59

SaaStr

JUNE 6, 2021

. “The 5 things that kill startups after their seed rounds with Michael Seibel, CEO of Y Combinator” A SaaStr Classic and we are super excited Michael is joining us again for a Masterclass at 2021 SaaStr Annual Sep 27-29 in SF Bay Area!! More here. #2. With a tiny 1/100th the size (or likely less): #6. A must watch. #7.

GTM 72

GTM Strategize Up-sell Service 72

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.”

Legal 72

Legal GTM Territory Gaming 72

SaaStr

NOVEMBER 24, 2021

It’s 2021, but surprisingly, a significant number of SaaS companies still use outdated sales compensation plans. We are misaligning our customers with our product because of the pricing model because we’re raising the price. Copy your entire product. Roberge recommends starting with product-market fit.

GTM 76

GTM Price Promote Commission 76

SaaStr

JULY 20, 2022

Mistake #1: Premature GTM acceleration. profile/background, hiring criteria, onboarding) and then apply a standard process (tools and ongoing training, sales process and methodology) that leads to a standard output (productivity and attainment). On average, companies that went public in 2021 had existed for eleven years.

GTM 78

GTM Cross-sell Finance Growth 78

Sales Hacker

APRIL 16, 2024

James Kaikis currently serves as the Head of Go-To-Market and Chief Solutions Officer at TestBox, an innovative company revolutionizing the way buyers interact with product demos. Under their leadership, the community became a pivotal resource in the presales domain until its successful acquisition in November 2021.

GTM 77

GTM Pipeline B2B Growth 77

Outreach

DECEMBER 17, 2020

To help you continue to adapt your GTM strategy in 2021, we’ve rounded up some of our best sales blog posts from 2020. We also offer tips on how to increase productivity in sales without increasing workload. We had to let go of our expectations and plans for the year as sales leaders and make new ones.

GTM 52

GTM Sales B2B Clients 52

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. This means focusing on improving productivity per rep. Your partners may alert you to news they’re hearing in the field.

GTM 93

GTM Pipeline Sales A/B testing 93

Sales Hacker

JUNE 16, 2021

Here’s my guess: you’d see a GTM organization working together like a well-oiled machine. They’re all on board – marketing, sales, product, customer success, and executive leaders. Your GTM teams are made up of people, and people are resistant to change how they learn and sell. What is sales enablement? Training platforms.

GTM 101

GTM Contract Quota CRM 101

ConversionXL

JUNE 25, 2021

An effective product launch strategy helps you generate awareness, build intrigue, and validate your product positioning. The best product launches take into account the product lifecycle—understanding where it fits into the bigger picture, and how to transition through each phase. But it’s not a linear journey.

Launch 96

Launch Product Non-Profits GTM 96

SaaStr

MARCH 15, 2024

Last week, they launched a product called Vimeo Central, a complete suite for using video in collaboration and employee engagement. Vimeo has millions of people interacting with their product every month, and what’s the one thing so many founders struggle with? Vimeo has new and Enterprise products so that probably means many ICPs.

GTM 92

GTM Cross-sell Start-ups Growth 92

Outreach

JUNE 3, 2021

Unleash 2021 continues to ripple across the sales community, as revenue teams put learnings into practice. Here are the top 10 Unleash takeaways from every angle of our very own GTM team: Harmony Anderson , Senior Director of Demand Generation. There were so many great nuggets of knowledge that came out of Unleash 2021!

GTM 59

GTM Objectives and Key Results Angle Legal 59

SaaStr

JANUARY 25, 2021

Ready to turbocharge and increase your SaaS sales in 2021? Tie your deal to a corporate objective such as a digital transformation, or a cloud-first initiative, or a new product line. A product needs to be sticky for it to work, and the churn manageable. Optimize Your GTM Tech Stack to Further Enable Your Remote Sales Team.

Cross-sell 67

Cross-sell GTM Territory Sales 67