SaaStr

MARCH 23, 2025

What makes this growth story particularly fascinating is how quickly their go-to-market (GTM) organization scaled from just 3 people to 75 in less than a year. The 5 Key Elements of Codeium’s GTM Scaling Playbook 1. The first GTM hires are your most important Your initial sales team sets the culture and performance bar.

GTM 92

GTM Territory Pipeline Growth 92

Sales Hacker

JUNE 20, 2025

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow highlights the strategies, along with the stories from the top 1% of GTM executives, VCs, and founders behind these strategies and companies. 80% of exec-level jobs never hit job boards. Keep me in mind!

GTM 96

GTM Construction Referrals Networking 96

SaaStr

APRIL 6, 2025

A little ways back Databricks VP of Sales Heather Akuiyibo joined SaaStr to share unexpected things that work well at Databricks GTM organization as well as some things that havent worked as well. These alerts go to the same Slack channel where deal closings are celebrated, creating a natural extension of the success narrative.

Growth 76

Growth Territory Teamwork Cross-sell 76

Martech

SEPTEMBER 14, 2023

Continuing to navigate the “next normal” world, marketing and GTM teams have been under new pressures due to inflation, talent shortages, slowing economic conditions, possible renewed COVID restrictions, and the digital transformation hangover. Price and product are only two of many operational GTM levers.

GTM 134

GTM Market share Growth Technology 134

Sales Hacker

JUNE 27, 2025

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow highlights the strategies, along with the stories from the top 1% of GTM executives, VCs, and founders behind these strategies and companies. A discussion with three portfolio companies on what’s working in GTM.

GTM 89

GTM Legal Trust B2C 89

Gong.io

SEPTEMBER 9, 2021

Here’s what you need to know if you want to close six-figure deals: Bigger deals need more multi-threading. We analyzed 10,332 sales deals and uncovered a strong correlation between deal value and the number of buyers involved in closed-won deals: Complex deals take longer, involve more people, and require building multiple use cases. .

Closing 162

Closing Sports GTM Legal 162

SaaStr

JULY 1, 2025

While AI has exploded in coding (Cursor) and legal (Harvey) and parts of GTM (Clay), sales itself is still waiting for its breakthrough AI moment. It spans marketing attribution, lead scoring, outbound sequencing, meeting booking, discovery calls, proposal generation, contract negotiation, and post-sale expansion. Sales is messier.

Territory 83

Territory CRM Negotiate Relationship building 83

Sales Hacker

MARCH 21, 2025

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow highlights the strategies, along with the stories from the top 1% of GTM executives, VCs, and founders behind these strategies and companies. Inbound requests for larger contracts and enterprise agreements.

Growth 75

Growth GTM Product Government 75

Highspot

JULY 3, 2025

Buy-in and continual support from go-to-market (GTM) leadership is crucial to building highly impactful—and high-converting—sales enablement approaches. Think deals tied to software subscriptions that require annual or multi-year contracts.) However, every GTM team plays a part in the success of B2B buyer enablement strategies.

B2B 52

B2B GTM Objectives and Key Results Sales 52

Sales Hacker

NOVEMBER 14, 2023

He was one of the first few reps hired at Yammer to sell into the Fortune 500, responsible for closing some of their largest, 7-figure contracts. Prior to Klaviyo, Sean served in enterprise sales roles at Localytics, Yammer (acquired by Microsoft for $1.2B) and SuccessFactors (IPO & acquisition by SAP for $3.4B).

GTM 119

GTM Growth Referrals Contract 119

Sales Hacker

MARCH 25, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Ray Smith is the VP of AI Agents at Microsoft. GTM 139 Episode Transcript Scott Barker: Hello, and welcome back to the GTM podcast. Or is that all behind closed doors? The emerging architecture of multi-agent workflows.

GTM 66

GTM X-functional Start-ups Relationship building 66

Highspot

JUNE 19, 2025

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. They sense that they are part of something more than a contract.

GTM 52

GTM Customers Cross-sell Contract 52

Sales Hacker

FEBRUARY 3, 2025

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow highlights the strategies, along with the stories from the top 1% of GTM executives, VCs, and founders behind these strategies and companies. 7 CRO tips for smarter annual planning 1. ” 6.

GTM 66

GTM Objectives and Key Results Quota Real Estate 66

Sales Hacker

APRIL 1, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Hayden Stafford is the President and Chief Revenue Officer (CRO) at Seismic, where he oversees the global go-to-market (GTM) organization, including pre-sales, sales, customer success, services, partners, and more.

GTM 62

GTM Up-sell Start-ups Gaming 62

Sales Hacker

NOVEMBER 10, 2023

Contract renewal dates. A spotlight falls on customer loyalty, an influential force on the revenue secured during contract renewals. This is something that strong operators such as Farlan Dowell (GTM / Sales Coach / Advisor) suggest. GTM Total Compensation and Rewards Manager at Vanta – more details here.

Intrinsic 121

Intrinsic GTM Customers Contract 121

SaaStr

APRIL 15, 2025

Dear SaaStr: In Consumption-Based Models, Should We Pay Out on Deals Closed or Usage? Almost everyone in a consumption based model today pays some on close, but most on usage. Typically, they pay 40%-50% of the annualized commission upfront at contract execution, and the rest is paid out based on actual usage throughout the year.

Closing 56

Closing GTM Commission Contract 56

SaaStr

JULY 20, 2024

It’s essential to take a step back, slow down in terms of consecutive hiring, and ensure you’re working with third-party providers to find the right talent, especially on the GTM and technical side. Aligning and Scaling the GTM Engine One of the core functions when hiring talent is engineering, product, and design. How do you do that?

GTM 116

GTM X-functional Engineering Referrals 116

Highspot

FEBRUARY 20, 2025

A solid curriculum empowers: Sales to confidently build relationships, handle objections, meet customer expectations, and close deals faster. When defining a GTM strategy , stakeholders must understand what the product does, whom it serves, and how it adds value. Armed with this knowledge, teams can drive GTM success.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Sales Hacker

JUNE 16, 2021

Here’s my guess: you’d see a GTM organization working together like a well-oiled machine. The mandate for sales enablement is to increase the effectiveness of their go-to-market (GTM) strategy by providing coaching, training, and introducing sales enablement platforms and tools. What is sales enablement? Not exactly.

GTM 120

GTM Contract Quota CRM 120

SaaStr

SEPTEMBER 5, 2024

I.e., if you pay the reps a 10% commission on what they close … and the customer pays say $500 a month … you pay the rep $50 a month. In the end, once cash isn’t a huge stressor, what’s easiest is to pay the reps the way they want to paid (upfront, at contract execution), but the amount you want to pay (i.e.,

Commission 114

Commission Customers GTM Contract 114

Sales Hacker

DECEMBER 1, 2023

Most often, it comes down to go-to-market (GTM) execution. UserGems : Behind the curtains UserGems just had their best quarter in company history across GTM metrics – all revenue, logos, and brand metrics (organic growth, category creation, etc.). However, there are companies excelling despite the challenging macro environment.

GTM 116

GTM Contract Represent CRM 116

SaaStr

MAY 12, 2022

They need specific features built into the product in order to close the deal, and they need these features fast. A $1 million contract with a customer doesn’t automatically translate as revenue. The post Proven Models that Help GTM and Product-led Teams Scale with CircleCI CEO Jim Rose (Pod 554 + Video) appeared first on SaaStr.

GTM 103

GTM Product Price Contract 103

Martech

JULY 3, 2023

” Brands were working on transformative GTM efforts pre-pandemic. From my analysis, the significant new GTM investments we saw led to severely diminishing returns. They shared our long-term GTM mindset and that helped to make them resilient through the pandemic. More GTM tactics to shift away from Sidelined partnerships.

Go To Market 114

Go To Market GTM Strategize Growth 114

SaaStr

NOVEMBER 1, 2022

Having a leg in SV could help build a global team and work closely with customers. Learnings on GTM. Pricing/Packaging (PP) is a key component of GTM. PP could be a strategic enabler of GTM scale up if done well. It’s a close-knit buyer/seller group. PMF and GTM execution are table stakes.

GTM 114

GTM Niche Cross-sell Contract 114

Sales Hacker

APRIL 10, 2018

Where you can apply this GTM strategy. How to map your GTM strategy to different customer segments. Using CAC to model your GTM strategy. B2B segments in focus: Enterprise/Company wide – selling a platform (CRM/ERP) using multi-year contracts. GTM Approaches as a function of Annual Contract Value.

Go To Market 94

Go To Market GTM X-functional Territory 94

Martech

APRIL 7, 2023

. “The pandemic and volatile economy are certainly factors, but not the underlying cause of what’s stalling a large percentage of business-to-business purchases and deals companies were confident they had closed-won,” said Dixon. why change now) and then focus on customer indecision (i.e., how to change now).

B2B 129

B2B Customers GTM Pipeline 129

Sales Hacker

FEBRUARY 7, 2018

One of the key shortcuts is to use automated forms of outbound to identify leads that want to have a meeting and use low-cost sales resources to run those meetings in an effort to close. In 2016 Randy was on track to grow the business from $4M to $6M with a big deal that could take it close to $7M. Originally this worked well.

Growth 100

Growth GTM SQL Strategic partnership 100

SaaStr

SEPTEMBER 23, 2022

To illustrate the turbulence, consider the following metrics: The BVP NASDAQ Emerging Cloud Index (the public benchmark of software performance) has contracted by more than 40%. Cloud Will Help Close the Gap in Global Productivity. These cloud businesses have product-market fit, scalable GTM, and a growing customer base. .

GTM 119

GTM Contract Growth Follow-up 119

SaaStr

APRIL 30, 2024

How do you build GTM efficiency in SMB sales? The CRO at Owner, Kyle Norton, shares his learnings and strategies for building better efficiency into your GTM motion at Workshop Wednesday, held every Wednesday at 10 a.m. Owner’s journey sets the stage for Kyle’s top three lessons for building GTM efficiency.

Go To Market 117

Go To Market GTM X-functional Objectives and Key Results 117

Sales Hacker

SEPTEMBER 1, 2022

They make major decisions for the tech stack — they own the budget and can sign contracts. Titles you’re likely to see for this role include Sales Manager, Enablement Manager, and GTM Specialist. They have a firm grasp of GTM strategies, value propositions, and positioning, as well as familiarity with your company’s KPIs and workflows.

GTM 105

GTM Contract CRM Meeting 105

SaaStr

FEBRUARY 8, 2022

You’re not the only SMB asking this question as you navigate perpetual pitches, closing clients, and growth. . Waze defines value as the deal size or amount of the contract. Additionally, look at why you’re not closing more accounts by zooming into the reasons you’re losing out on them. . Let’s look at them: Value.

Objectives and Key Results 114

Objectives and Key Results Pitch GTM Cold Call 114

Martech

MAY 28, 2024

I think HubSpot has outpaced any other offering in the space and will soon be the go-to player for all things GTM. Why it’s valuable Let’s say you’re contracting in some content or your team has to use AI to keep up with the ideal output required for success. Originality.ai A tool like Originality.ai

GTM 127

GTM Drivers/motivators B2B Campaign 127

Sales Hacker

OCTOBER 7, 2019

What You Need to Know About SaaS GTM Models. B2B SaaS go-to-market (GTM) models range from no-touch, transactional approaches to highly specialized, consultative strategies. Your GTM approach determines the type of sales roles you hire, the technology you implement, and your overall approach to demand generation. Infographic).

GTM 81

GTM Education Sales Contract 81

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. Now, the AE must work with sales ops, salesforce admins, and legal to close this opportunity. It may take days before the rep can actually send a contract for signature. Stay close to three things: the data, the money, and the strategy.

Finance 114

Finance Cross-sell SQL GTM 114

Hubspot

MARCH 26, 2025

Sales teams need the right tools, content, and data to talk to customers and close deals faster. These tools help teams work better, close more sales, and make more money. Revenue Enablement vs. Sales Enablement While sales enablement tools focus on helping sales teams close deals, revenue enablement takes a broader approach.

Price 52

Price Sales CRM GTM 52

SaaStr

OCTOBER 10, 2023

For many organizations, friction can arise between the GTM engine and the legal team. Danaher says, “Sales, particularly enterprise sales, but all sales and legal have worked together closely [at G2]. At G2, they have found that a close relationship between sales and legal has moved processes along more quickly.

Legal 64

Legal Closing GTM Finance 64

Sales Hacker

SEPTEMBER 2, 2023

Thanks for reading The GTM Newsletter! Forecast prediction: Uses augmented analytics to offer insight on deals in the pipeline that sellers expect to close in a given period through an AI-driven predictive forecast recommendation at multiple levels of the sales hierarchy. See more top GTM jobs here. That’s it for this week.

GTM 96

GTM Negotiate Pipeline Contract 96