SaaStr

DECEMBER 20, 2023

The real conflict is around trying to serve both sets of messaging and marketing at the same time since how you market to SMBs is very different than Enterprise customers. So, that’s where the battle happens of going to market for Enterprise customers without neglecting SMBs.

GTM 102

GTM Growth Start-ups Clients 102

Lead Fuze

DECEMBER 1, 2021

One of the most important parts about being a successful SaaS company is understanding how to go-to market. Go through a variety of filters to zero in on the leads you want to reach. 3) Market Readiness – Do you have a go-to-market plan? Managing accounts after the sale is made.

Sell 52

Sell Account management Contract Price 52

Partners in Excellence

FEBRUARY 23, 2022

We train them, we provide marketing programs, content. We drive marketing programs to keep these partners supplied with leads. Many organizations go to market exclusively through channel partners. Channels are a critical part of any organization’s growth and go to market/customer strategies.

Strategic partnership 95

Strategic partnership Sales Strategize Commission 95

Lead Fuze

DECEMBER 1, 2021

One of the most important parts about being a successful SaaS company is understanding how to go-to market. Go through a variety of filters to zero in on the leads you want to reach. 3) Market Readiness – Do you have a go-to-market plan? Managing accounts after the sale is made.

Product 40

Product Account management Contract Price 40

SaaStr

SEPTEMBER 18, 2020

And in this way, we under invested in middle management along the way, especially in our go to market motion. And instead of investing in managers, people to manage a group of people, and get them motivated and keep them focused on metrics, we invested in a bunch of automation. You just go copy. It molded-.

Account management 97

Account management Engineering Launch Start-ups 97

SalesLoft

JULY 11, 2019

She is the Director of Customer Value at Pendo.io, but it’s a role she prepared for with 8 years at Google where she learned about value engineering. In this episode, Jeremey Donovan, SalesLoft’s VP of Sales Strategy, and Stephanie explore the concept of value engineering – what it is and how to implement it. Value Engineering.

Engineering 45

Engineering GTM Territory Strategize 45

SaaStr

JANUARY 31, 2020

How does being a developer-first product fundamentally change the go-to-market? Now, I’m always a go to market nerd. And so with the innovation to developer first, I guess, how does this fundamentally change the go to market and who do you think has done this best in your mind?

Price 69

Price Engineering Trust Product 69

SaaStr

SEPTEMBER 13, 2020

Law number three, this is huge, particularly in COVID, so we’re going to talk about this a little bit differently. Everyone is trying to figure out the go-to-market learning curve. Transcript of Episode 374: Henry Schuck: Every company big and small is realizing that high quality data is a necessity to go to market.

Non-Profits 63

Non-Profits Strategize Trust Growth 63

Hubspot

MARCH 21, 2018

But, in today’s market, the two roles are blending -- and both have become a vital part of sales organization structure. So, which go-to-market should you choose? As revenue grew, we saw account roles split to provide better customer support. What's the difference between inside and outside sales?

Outside Sales 91

Outside Sales Inside sales Quota Sales 91

SaaStr

SEPTEMBER 13, 2019

264: Allison Pickens is the COO @ Gainsight, the company that provides everything you need to turn your customers into your biggest growth engine. Ep: 265: Matt Schatz is SVP of Sales at WP Engine, responsible for defining and executing the global sales strategy. How can one approach setting up a services team for scale?

Engineering 10

Engineering Objectives and Key Results Strategic planning Strategize 10

Sales Hacker

JULY 24, 2018

Transitioning from individual contributor to manager [5:26]. Most founders ignore market cap [13:38]. Strategic functions to go to market with [30:24]. Sam Jacobs: What are the things you think you did particularly well that enabled you to make that transition from individual contributor to manager?

Negotiate 41

Negotiate Strategize Sales Pipeline 41

Sales Hacker

JUNE 17, 2019

She spent 20 years growing technology companies through her focus on delivering strong go-to-market strategies, building demand gen engines, opening new channels of revenue and developing customer success and account management programs.

Contract 63

Contract Drivers/motivators Sales Price 63

Sales Hacker

SEPTEMBER 11, 2018

He was the one doing the engineering and I was the one doing the selling. I became an account manager for some of the large social networks. Sam Jacobs: You did a lot of research on deal size and market segment, and you concluded that there is no conclusion. Tomasz Tunguz: My dad and I started a company together.

Quota 42

Quota Drivers/motivators Construction Growth 42

SaaStr

AUGUST 20, 2020

I started seeing some people from Dropbox go to be founding engineers over at Figma, the collaborative space design, still working in desktop apps. We had so many inbound referrals, and in terms of recruiting and hiring, people knew that there were a lot more roles on the go-to-market and business side.

Sales 78

Sales Price Quota Start-ups 78

SaaStr

DECEMBER 17, 2019

If engineers are doing days or weeks or even sometimes months of work to install something, it’s incredibly unlikely that they’re going to quickly rip it out and change it. That allows us to have a very different go to market strategy. As such, we do a lot of things very differently. We just built a product.”

Finance 58

Finance X-functional Non-Profits Launch 58

Heinz Marketing

OCTOBER 24, 2022

Yeah, there’s a whole account management side of this that gets really, really interesting. Fundamentally, for as long as I’ve been doing B2B marketing in general, there’s this fundamental… there’s two questions, right? ” What’s missing in that list is marketing automation.

Pipeline 42

Pipeline CRM Sales Start-ups 42

SaaStr

APRIL 3, 2019

As for Ben, he spearheads global sales and go to market teams. Harry Stebbings: As for Ben, he spearheads global sales and the go to market teams at Flexport and prior to Flexport, Ben helped drive two high growth companies to successful acquisitions. We even call them operations managers. To date, they have $1.35

Customers 40

Customers Quota Start-ups Up-sell 40

SaaStr

SEPTEMBER 30, 2020

And it really grows your lens of, is this a big enough idea for me to go start a company or a product around? Third, it was how to actually go to market, how to do sales, marketing, and bring a product to life. But can I ask, do you then just have to build a content engine? Harry Stebbings: Totally. Absolutely.

Price 51

Price Up-sell Start-ups Product 51

SBI

SEPTEMBER 10, 2019

DiscoverOrg and ZoomInfo Merge Brands to Launch Innovative B2B Data Platform To Power Go-To-Market Success. New ZoomInfo Powered by DiscoverOrg platform combines a robust suite of software tools with advanced machine learning and human research to enable sales and marketing teams to hit their growth numbers.

Go To Market 27

Go To Market Launch B2B GTM 27

Heinz Marketing

JANUARY 21, 2019

How are you trying to go to market? So, you have to be aware of the fact that growth is going to continue to get harder and even if you’re growing now, this is the absolute perfect time, if you’re growing, to make investments in to the future growth engines for the business. How are you trying to grow?

Pipeline 73

Pipeline Growth Sales Technology 73

SaaStr

AUGUST 27, 2019

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. What does that look like?

Territory 52

Territory Contract Cross-sell Drivers/motivators 52

SaaStr

JANUARY 28, 2020

I love, like to me, the best, sit back, go way back when at Salesforce, some of the best salespeople started as sales engineers, because they knew the product inside it out, but then they also had a real desire to go into sales. I mean, there’s definitely paths that are more well-worn. It was a real desire.

Growth 82

Growth Promote Engineering Up-sell 82

SaaStr

FEBRUARY 22, 2019

But I would also especially in Europe if we are all trying to build world-class companies that are meant to compete in the global market then I think we need to find the best talent available not only in our local ecosystems which is challenging in some countries more than others. Meaning when you want to go from 15 to let’s say 70.

Up-sell 45

Up-sell Start-ups Clients Growth 45

SaaStr

JUNE 16, 2020

Matt Garratt: All of our mid-market business and we are going to be talking about how our portfolio companies and how Salesforce ventures, and how Salesforce is shifting our go to market strategies during these very uncertain times and really excited to have Adnan here, one of the best sales leaders I’ve ever had the privilege of working with.

GTM 64

GTM Healthcare Pipeline Sales 64

Sales Hacker

AUGUST 25, 2023

We’ll continue on our mission to provide real stories/strategies/insights from the best go-to-market operators on the planet, spanning sales, marketing, customer success, operations/enablement, product and hiring. Creating these roles and structuring it this way was how we continued to fuel the growth engine. Very simple.

GTM 52

GTM Contract Cross-sell Account management 52

The Lost Book of Sales

JULY 12, 2021

That is, if I sell an oscilloscope for monitoring heartbeats to a doctor in Boston and the identical product for the same purpose to a doctor in Zaire, and these two doctors have no reasonable basis for communicating with each other, then I am dealing in two different markets. We just have a better set of material to work with.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SaaStr

NOVEMBER 22, 2019

Travis Bryant: So I was in services at a software company and then had this pivot point to go either into product management or into sales and sales engineering. There needs to be a human services or customer success team who is doing that hand holding to re-engineer a business process. And so here’s what I mean.

Start-ups 63

Start-ups Customers Objectives and Key Results Growth 63

Sales Hacker

NOVEMBER 8, 2021

While many SDRs and BDRs look to standard closing roles as the next step in their career paths, a growing number of young sales professionals are looking beyond account management as they plan out their career. Within the go-to-market world, CS and PS can overlap. What else is out there?

GTM 104

GTM Clients Sales Technology 104

Sales Hacker

AUGUST 5, 2019

Megan spent over a decade building and managing customer and revenue generation teams for leading technology companies, so when it comes to understanding how companies can structure their organization around the customer, she’s leading the pack. What Managed by Q does. The Benefit of Starting Out in Account Management.

Customers 53

Customers Account management X-functional Hospitality 53

Sales Hacker

APRIL 16, 2018

Kiva Kolstein : We have about 40 people on my team and my team consists of customer success, which includes account management and product specialists and sales. But on the other hand, entrepreneurs, many times begin by working alone and that is the opposite of what I see in good management. The Road to Being a CRO.

Territory 40

Territory Cross-sell Up-sell Objection handling 40

Sales Hacker

FEBRUARY 5, 2019

This guide will arm you with the three most important things to address with your executive team before committing to the Enterprise market. Related: The SaaS Executive’s Guide To Building A Winning Go-To Market Strategy. Another real-world example: back in the mid-90s, Oracle coined the phrase ‘packaged-based re-engineering.’

Product 58

Product Contract Cross-sell Account management 58

Sales Hacker

APRIL 21, 2021

Google search engine using the terms “RevOps jobs” and “Revenue Operations jobs”. Revenue Accountant. Manager-level roles. Revenue Operations Manager. Manager, Revenue Accounting Operations. Data Manager, Revenue Operations. Revenue Cycle Manager. Career Advice from 6 RevOps Pros.

Finance 100

Finance GTM Cross-sell SQL 100

SaaStr

MARCH 1, 2019

So if your product is missing a particular feature you can take somebody in professional services or a presales engineer, and they can actually build a prototype and solve some of the feature lack in the product. So you’re going to have a sales team that’s going to go after named accounts or the very largest customers.

Contract 46

Contract Price Commission Conversion 46

Sales Hacker

NOVEMBER 14, 2019

The Foundation of an Account-Based Everything Program. ABE is more than just a marketing campaign or a sales process — it’s a mindset. Account-Based Everything is a strategic, go-to-market approach that orchestrates personal-marketing, sales, success efforts to drive engagement, and conversions at named accounts.

Technology 57

Technology Technology Cross-sell Referrals 57

SaaStr

JANUARY 3, 2020

So if your product is missing a particular feature you can take somebody in professional services or a presales engineer, and they can actually build a prototype and solve some of the feature lack in the product. So you’re going to have a sales team that’s going to go after named accounts or the very largest customers.

Contract 10

Contract Price Commission Conversion 10

Sales Hacker

OCTOBER 7, 2021

A Vietnamese immigrant, dedicated mother, and seasoned technology executive, Hang Black has an extensive background in engineering, marketing, sales, and entrepreneurship. She holds a BS in Chemical Engineering from the University of Texas at Austin and lives in Los Altos, California with her two children. Bridget Gleason.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

SBI

NOVEMBER 7, 2019

ZoomInfo powered by DiscoverOrg is a powerful sales prospecting and go-to-market solution for salespeople, marketing, and even C-Level execs. Sales Asset Management. DiscoverOrg and ZoomInfo Merge Brands to Launch Innovative B2B Data Platform To Power Go-To-Market Success. Account Targeting.

Customers 20

Customers Tradeshows Technology Technology 20