This site uses cookies to improve your experience. To help us insure we adhere to various privacy regulations, please select your country/region of residence. If you do not select a country, we will assume you are from the United States. Select your Cookie Settings or view our Privacy Policy and Terms of Use.
Cookie Settings
Cookies and similar technologies are used on this website for proper function of the website, for tracking performance analytics and for marketing purposes. We and some of our third-party providers may use cookie data for various purposes. Please review the cookie settings below and choose your preference.
Used for the proper function of the website
Used for monitoring website traffic and interactions
Cookie Settings
Cookies and similar technologies are used on this website for proper function of the website, for tracking performance analytics and for marketing purposes. We and some of our third-party providers may use cookie data for various purposes. Please review the cookie settings below and choose your preference.
Strictly Necessary: Used for the proper function of the website
Performance/Analytics: Used for monitoring website traffic and interactions
Tomasz Tunguz , General Partner at Theory Ventures, shares nine observations from a Go-To-Market survey Theory Ventures did with hundreds of startups, 68% of them early-stage, well-funded, mostly mid-market ACV, and 25% remote. That elongated sales cycle created pipeline supply shocks. Today it’s ROI. ‘ Great!
Dear SaaStr: What is RevOps Responsible For in a B2B Company? Managing revenue operations (RevOps) in a SaaS company is all about aligning sales, marketing, and customer success to drive growth efficiently. Build a single source of truth for all revenue-related metrics—pipeline, churn, CAC, LTV, NRR, etc.
As customer acquisition costs climb and economic pressures mount, B2B companies must look beyond the classic approach to chasing new accounts. In B2B SaaS, efficiency can make or break a company’s financial health, and in today’s economic climate, GTM (go-to-market) efficiency has become a key indicator of overall stability.
However, for marketers, success lies in understanding the interrelationships within programs that drive outcomes. Uncovering the “why” behind outcomes enables marketers to select and defend their go-to-market (GTM) investments confidently. This is where causal AI performs.
By Win Dean-Salyards , Senior Marketing Consultant at Heinz Marketing Understanding and activating the B2B buyer’s journey is essential for marketers looking to drive real revenue impact. FAQs About the B2B Buyer’s Journey and Sales Cycle What is a B2B buyer’s journey?
GTMnow is the media brand of GTMfund – sharing go-to-market advice from the top 1% of revenue operators including the 350 executives behind the fund, news, and our viewpoints from working with hundreds of portfolio companies. This could be ACV for one rep, close rate for another, or pipeline volume for the team as a whole.
While marketing and enablement craft content to boost buyer and brand engagement, sales reps should spend time sharing those assets with select leads on social media. Pipelinemarketing , industry events, and cold calling remain vital for generating leads, but social selling offers another viable lead-gen and -nurturing approach.
Key takeaways Constant communication and collaboration among sales, marketing, and enablement is the foundation of any successful B2B sales enablement strategy today. Ongoing sales rep training and coaching and analysis and adjustment of content provided to and plays executed by sellers lead to B2B sales improvements.
There’s more evidence that AI-powered tools are transforming go-to-market (GTM) strategies by augmenting human capabilities and addressing shifts in buyer behavior. ” The report explores the rapidly evolving role of artificial intelligence agents within B2B operations. .” Click to expand.
5 Key Learnings from Scaling from 3 to 75 Go-To-Market Team Members in Less Than 12 Months The latest SaaStr CRO Confidential is out and Sam Blond did a great deep dive with Graham Mareno, VP of Worldwide Sales at Codeium. I really liked this one and wanted to write up a few more learnings. What is Codeium and Windsurf?
By Lisa Heay , Vice President of Business Operations at Heinz Marketing Your pipeline shouldnt feel like a rollercoasterthrilling one month, terrifying the next. Speed to Lead When the panel was asked what are the biggest pipeline killers in their minds, Maura explained that 78% of buyers go with the vendor that responds to them first.
But even with strong market momentum, nearly one-third of B2B organizations missed their revenue goals last year. With this kind of visibility, you can scale what works, scrap what doesn’t, and build a more predictable pipeline. The post The B2B growth agenda: A blueprint for predictable revenue appeared first on Highspot.
The Bottom Line : Go-to-market leaders face brutal turnover rates, with both Chief Marketing Officers and Chief Revenue Officers averaging just 1.8 years), VP of Marketing (1.9 The CMO who got fired 18 months in when the pipeline dried up. But just how brutal is executive turnover in B2B?
As AI-powered workflows become central to sales and RevOps, go-to-market (GTM) execution is increasingly dominated by high-volume, sales-led outreach. “AI-powered workflows are shifting control of go-to-market activities away from marketing and into the hands of revenue operations and sales teams,” Ståhlberg said.
By Win Dean-Salyards , Senior Marketing Consultant at Heinz Marketing In B2Bmarketing, precision matters. Knowing who you’re selling toand how they make buying decisionsis key to building effective campaigns, aligning sales and marketing, and accelerating pipeline. ICPs align go-to-market teams.
Sales cycle length, pipeline velocity, win rate, and deal size all improve when GTM teams work together on executing account-based sales and marketing campaigns. To meet rising buyer expectations and achieve predictable revenue growth, you need a smarter approach to ABS—starting with a revamped go-to-market (GTM) technology stack.
Most revenue teams still rely on surface-level engagement to steer their go-to-market efforts. This session showed how a few key changes—better alignment, more focused signal strategies, and practical playbooks—can make a real difference in both pipeline and customer growth.
In this blog, we’ve compiled the most frequently asked questions we hear from B2Bmarketers when getting to know Heinz Marketing. What is Heinz Marketing? What does Heinz Marketing do? We bring a foolproof approach for exceeding sales, marketing and go-to-market goals with our clients.
Key Takeaways Product training is essential for anyone responsible for taking a product to market. 77% of B2B buyers found their most recent purchase very complex or difficult, emphasizing the need for in-depth product knowledge. Product training techniques like gamification keep teams motivated.
For as long as most of us can remember, go-to-market (GTM) operations — especially marketing and sales — have been treated almost entirely as operating expenses. But that logic is falling apart. Case depends on evidence quality and time horizon. Case depends on evidence quality and time horizon.
The Necessity of AI in Modern Sales and Marketing Our discussion opened with a compelling statistic: 72% of high-performing sales teams leverage AI to enhance pipeline performance. In this webinar , t hey delved into real-world applications, debunked prevalent myths, and shared strategies to harness AI effectively in sales development.
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube There’s a ton of talk about what isn’t working today in go-to-market. In this special episode, Scott Barker is looking at some of the big themes he’s seen in how the top go-to-market leaders are driving growth today.
If you want to elevate your B2Bmarketing game, dive into a recent conversation with Matt Heinz , Heinz Marketing’s President and Founder, and Katie Hollar , VP of Marketing at Clutch. Katie: How can a potential buyer of those services go into that conversation and demonstrate if this is going to be a good fit?
Revenue Arbitrage Here’s a hidden growth lever: 85% of monthly active users are outside the US, but only 53% of revenue comes from international markets. This massive geographic monetization gap suggests significant pricing optimization and go-to-market expansion opportunities. The B2B IPO of The Year?
Some B2B partners are making that happen at an upcoming webinar. A campaign with survey-based content drives brand awareness, community engagement and even pipeline all year. On the surface, it looks like just another industry panel. But there’s far more at play here than a generic talk track.
Historical lift analytics also help forecast: If a $100K account-based effort generated 20% more pipeline historically, show how similar investments should produce predictable returns again. For this quarter, we’re forecasting $750K pipeline, based on funnel metrics and historical lift from similar campaigns.”
It also extends into the B2B world, where go-to-market (GTM) teams—notably, sales, marketing, and customer success—must work in tandem to deliver exceptional experiences across the buyer’s journey through a thoughtful customer engagement model that builds brand loyalty. ” The post What is customer engagement?
GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Wrap an agent around an existing workflow If your team already has some structure (regular pipeline reviews, onboarding processes, forecast prep, etc.) Here’s one example: PATH 2. Top takeaways here.
The Great SDR Downsizing: 36% of B2B Companies Cut Sales Development Teams in 2025 Based on data from Emergence Capital’s “Beyond Benchmarks” report surveying 560+ venture-backed B2B software companies The whispers have been growing louder in SaaS corridors: “Is this the end of the SDR?”
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Austin Hughes is the founder and CEO of Unify, a platform helping high-growth teams turn buying signals into pipeline. at an earlier stage, you just have to take big swings. at an earlier stage, you just have to take big swings.
ROI in B2Bmarketing was meant as a noble metric to evaluate the effectiveness of marketing investments. Complex B2B buying situations take months, involve many stakeholders and rely on things we can’t know or see because buyers choose to self-educate until they refine their shortlist. Processing.
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube What’s actually working in go-to-market right now? Gaiia’s “donut drop” strategy—personally delivering treats to rural ISP offices—created brand awareness and unlocked new pipeline. Trying to exist to make that easier.
“The state of B2B advertising” is the name of a recent report from ABM advertising, customer intelligence and data platform Demandbase. But what about the state of B2Bmarketing itself? “You need twice as much pipeline as you thought you needed to hit the same revenue. The message got through.
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Jessica Gilmartin has nearly 20 years of go-to-market leadership experience, most recently serving as both the Chief Revenue Officer and Chief Marketing Officer at Calendly. Your go to market motion has to be driven by the product.
At Procore, he led all customer-facing functions—Sales, Marketing, CS, RevOps, and BD. He’s now an investor, advisor, and board member to iconic B2B SaaS companies, and one of the most respected voices in GTM for vertical SaaS. Build the team that builds the company.” – that is part of your go-to-market strategy responsible for growth.
The first half of 2025 has made one thing unmistakably clear: B2Bgo-to-market teams are overwhelmed by tools, but starved for strategy. Marketing teams are stitching together point solutions in hopes of unlocking scale. Yet pipeline growth is stalling. One drives pipeline, and the other drives marketers insane.
The HubSpot AI Playbook: How Yamini Rangan Is Leading the Most Aggressive B2B AI Transformation HubSpot’s CEO came to SaaStr Annual + AI Summit to do a deep and honest dive on how she’s transforming the company into an AI-first $2.75B+ ARR B2B leader. And what it means for the future of B2B software. The result?
” “I had never been on a go-to-market org before,” Raaz recalls. I did not know the first thing about marketing. I knew what pipeline was, but very high level. ” But what she lacked in marketing vocabulary, she made up for in deep customer understanding. What are you talking about?”
They work with startups and scaling businesses to help take HR off your plate, so you can stay focused on building product, growing revenue, and hiring great people – the go-to-market engine. This is your host, Sophie Boni, VP marketing at VC Firm GTMfund, and our media brand here GTMnow I am joined today by a very special guest.
Discussed in this Episode: Why marketers must now structure content not for humans, but for machines. How Yext evolved from managing listings to powering AI-ready data pipelines. B2B companies like Hivebrite and Equilend trust TriNet to help handle the infrastructure of their workforce, so their teams can focus on execution.
AI is driving a radical shift in how go-to-market (GTM) teams navigate an increasingly complex landscape of fiduciary responsibility. Sales, marketing, customer success and channel partnerships are no longer siloed functions that simply execute campaigns and close deals.
The Great Spending Showdown: AI vs SaaS in 2025/2026 — What Every B2B Leader Needs to Know We’re witnessing the most dramatic shift in enterprise tech spending since the cloud migration began 15 years ago. Historical precedent : Companies that survived the cloud transition were those that disrupted themselves first.
GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. The market also took notice. Its a bet and a signal that go-to-market isnt just a function, its the system every company needs to win. Go-to-market becomes your edge. ZoomInfo shares jumped 7.4%
GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. B2B and high-ticket B2C buyers are watching product deep-dives, expert interviews, and tutorials to guide their buying decisions. They now consistently get 4,000 views per video, which is very strong for a B2B channel.
We organize all of the trending information in your field so you don't have to. Join 26,000+ users and stay up to date on the latest articles your peers are reading.
You know about us, now we want to get to know you!
Let's personalize your content
Let's get even more personalized
We recognize your account from another site in our network, please click 'Send Email' below to continue with verifying your account and setting a password.
Let's personalize your content