SaaStr
FEBRUARY 27, 2024
Go-to-market (GTM) design and efficiency are sometimes overlooked, but they’re a critical driver of any SaaS business. And how can you double your magic number without reinventing the wheel for better quota attainment or cutting everything? That means generally spending $3 in sales and marketing to generate $1 in net new ARR.
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. The most destructive thing across startups today is too low quota attainment.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
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. We can not hire more salespeople, increase quotas, and make more money.
SaaStr
OCTOBER 27, 2023
As a sales leader, you can’t own a full quota and manage eight reps. Should a VP of Sales hold a quota? But it can be distracting for engineering, product, and GTM teams. As a founder and investor for over a decade, Lemkin never looked at public multiples until 2021. If you can’t afford it, you can’t afford it.
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. Inside reps have the same quotas and expectations. and across the globe.
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.
SaaStr
JULY 20, 2022
Mistake #1: Premature GTM acceleration. Lacking these models for repeatability, these new sales leaders and hires struggle to hit quota. On average, companies that went public in 2021 had existed for eleven years. He helps showcase these errors and advises on how to stop them from crippling a business’s growth. .
Expert insights. Personalized for you.
88 
Let's personalize your content