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At a time when technology is raining down and radically changing the business landscape, B2Bmarketing is hiding under an umbrella. Dig deeper: Driving customer growth with value-based B2Bmarketing Are we optimally organized? Having separate sales and marketing departments is an old and inefficient way to operate.
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.
HubSpots co-founder and CTO Dharmesh Shah says were at an inflection point where AI skills are essential for marketing career growth and acceleration. Those who can strategically use AI will gain a clear advantage. But why is AI proficiency so critical for marketers and why is this happening now? Contact enrichment.
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.
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.
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Guy Yalif is a seasoned B2B SaaS executive with over 20 years of go-to-market experience. 49:07) The effectiveness of small group events in go-to-market strategies. (31:55) So I guess I should do a quick bio.
There’s a sales approach that is helping many B2B reps boost their sales productivity, gain new sales skills, and develop genuine connections and nurture relationships with the right prospects: social selling—a proven, virtual-selling technique employed by many leading sales teams. The good news?
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. Sustained success demands a strategic approach backed by powerful technology.
market cap (12x ARR) This is what a 12x ARR vertical B2B leader looks like today. These products, like Fleet Pro and Dispatch Pro, are not just add-onstheyre strategically designed to deepen customer reliance on the platform while increasing ServiceTitans effective earn rate from 1% to 2% of GTV. 5 Interesting Learnings: 1.
As AI-powered workflows become central to sales and RevOps, go-to-market (GTM) execution is increasingly dominated by high-volume, sales-led outreach. Marketing should have stepped into a larger strategic role as revenue movements evolved. “The volume game has simply been automated and accelerated. subsidiary.
In a candid conversation, he shared why traditional metrics fail to address the critical uncertainties of marketing spend and how a shift in mindset is essential for navigating today’s volatile landscape. A CEO’s perspective on investment effectiveness Risk on marketing investment. What they think about us is what matters.
At first, I assumed these were AI outliers—exceptional products in a hot market getting away with unconventional approaches. But new data from ICONIQ’s survey of 205 B2B SaaS GTM executives reveals something much more systematic: AI-native companies are fundamentally restructuring how go-to-market teams operate.
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.
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.
times higher than those that dont, and companies integrating AI into forecasting have seen their forecast accuracy improve by 40%, enabling better strategic decisions. With tools like AI, sales and marketing can be better aligned, increasing overall operational effectiveness. Sales teams utilizing AI experience revenue growth 1.3
👉 10 Things Deel Did to Get from $1M to $100M ARR in 20 Months Deel recently announced it had crossed $1 billion in ARR, joining the exclusive club of B2B companies that have reached true unicorn revenue status. and international markets. But how did they actually get there? Onboarding became “very inefficient.”
Use that control to your strategic advantage. Broad surfaces require strategic anchoring The homepage and core website pages need to clarify the “what” of your product and answer the question of “who are you?” The audience expects specificity (high-consideration B2B, regulated industries, technical roles).
When I first started consulting for B2B SaaS companies, I made the mistake of thinking the buyer journey and the customer journey were basically the same thing — just two sides of the same funnel. Yet most teams still structure their go-to-market (GTM) motions around one goal: acquisition. They aren’t.
In a candid conversation, he shared why traditional metrics fail to address the critical uncertainties of marketing spend and how a shift in mindset is essential for navigating today’s volatile landscape. A CEO’s perspective on investment effectiveness Risk on marketing investment. What they think about us is what matters.
That’s why we put together this FAQ: to introduce ourselves, share what we’re all about, and help you decide whether we might be the right partner for your marketing needs. In this blog, we’ve compiled the most frequently asked questions we hear from B2Bmarketers when getting to know Heinz Marketing.
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.
Consider this: According to McKinsey, more than half (54%) of B2B decision-makers say they would abandon a purchase or switch suppliers after experiencing a poor omnichannel experience. The challenge for B2B companies is balancing these expectations with the financial impact of delivering them. And today, thats not an easy task.
GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Many make this shift reactively rather than strategically. If youre looking to scale your sales and marketing teams with top talent, we couldnt recommend our partner Pursuit more.
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?”
Your go-to-market (GTM) tech stack and the workflows implemented around your GTM tools—including your sales enablement platform—play a pivotal role in increasing sales efficiency. Sales efficiency is a key performance indicator (KPI) that measures the effectiveness with which a company’s sales and marketing teams generate revenue.
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.
Benchmarks CFOs Actually Care About Benchmarks can be a valuable reference point—they give CFOs familiar ratios and comparisons to evaluate marketing performance. Relying too heavily on benchmarks without the context of your specific business model, sales cycle, or go-to-market maturity can lead to flawed conclusions.
In B2B, the account-based strategies that delivered results just a few years ago are now table stakes. Complexity exists everywhere: multiple buyers, products and solutions, markets and geographies, and direct sales versus partner-led sales motions. It’s too much for basic ABM to handle. How do you evolve your strategy?
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube What’s actually working in go-to-market right now? B2B companies like Hivebrite and Equilend trust TriNet to help handle the infrastructure of their workforce, so their teams can focus on execution. Trying to exist to make that easier.
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 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.
GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Beware the fractional trap Fractional roles can be appealing, but they’re not always strategic. At Procore, he led all customer-facing functions—Sales, Marketing, CS, RevOps, and BD. You split your energy.
But working as a marketing consultant for the last few years, Ive been reminded about the importance of questions particularly the FAQ document. Its a strategic asset, the starting point for many, if not all, projects. Dig deeper: Whats the role of marketing in a crisis? Why are FAQs so important? Company news/press releases.
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. His entire practice is built on stitching together modern platforms in elegant, strategic ways.
Solve one problem obsessively : Instead of trying to build traditional marketing funnels, Raaz focused laser-like on one issue: “Nobody has heard of Wiz.” ” This clarity drove every strategic decision. ” “I had never been on a go-to-market org before,” Raaz recalls. Her response?
Marketing orchestration, often viewed as the next evolution in marketing operations, focuses on creating synergy across channels, teams, and technologies to drive consistent and scalable results. Use platforms like Marketo or Pardot to streamline marketing operations. Reach out for a free brainstorm call.
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.
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Jordan Crawford is an AI innovator, the Founder of Blueprint, and one of the top go-to-market engineers working today. Uh, so Jordan Crawford is a go to market engineer and advisor for some of the fastest growing companies out there.
That’s precisely what AI did to Go-to-Market (GTM). The strategic leverage of AI search AI search replaces ranking with retrievability. Train for strategic interlock : GTM must interlace with finance, product and ops not just scale itself. In jujitsu, you don’t overpower your opponent. It let GTM overextend.
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. QBRs) is the leading factor in reducing churn.
GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. It’s a 340-slide deep dive into how AI is reshaping business, product, and go-to-market strategy. Mary Meeker highlights a shift to real-time expectations across B2B and B2C. They want value, and they want it fast.
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Casey Woo is the Founder and CEO of Operators Guild, an invite-only community for professionals in strategic finance and operations roles. Prior to Landing, he served as the Global Head of Strategic Finance at WeWork. That is so table stakes.
A product manager accelerates go-to-market strategies via an AI agent that instantly analyzes customer feedback and predicts trends. Consider a B2B sales team using an agentic workflow to manage follow-ups with prospective customers. Rather, they embed AI agents into workflows that dont follow a predetermined script.
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