Martech

JULY 3, 2023

Looking forward to the second half of 2023, we are recalibrating go-to-market plans for what I call the “next normal.” These also should be closely monitored and managed for sustained growth. Reps used whatever tactics they could to close deals. Random acts of sales. Let us know.

Go To Market 117

Go To Market GTM Strategize Growth 117

Salesforce

OCTOBER 31, 2023

Build a comprehensive go-to-market (GTM) strategy that combines careful research with tailored messaging that hits on the right buyer pain points. What you’ll learn: What is a go-to-market strategy? Why is a go-to-market strategy important? See how it works Why is a go-to-market strategy important?

Go To Market 119

Go To Market Objectives and Key Results GTM Price 119

Gong.io

SEPTEMBER 9, 2021

I don’t just sell — I coach and direct a go-to-market team.”. Here’s what you need to know if you want to close six-figure deals: Bigger deals need more multi-threading. Visibility into who you’re working with and how engaged they are is critical for closing complex, six-figure deals. (Or Or any deals, really.

Closing 162

Closing Sports GTM Legal 162

Sales Hacker

MAY 28, 2024

Kelly Hopping is currently the Chief Marketing Officer (CMO) for Demandbase where she is responsible for differentiating the go to market platform, increasing brand presence, and accelerating acquisition and conversion of potential customers. How to create alignment and shared metrics between sales and marketing teams.

GTM 119

GTM Go To Market B2C B2B 119

SaaStr

APRIL 30, 2024

2022 was a foundation-building year, fixing a very leaky bucket where the product crushed it with the right customers, but they were closing a lot of poor-fit customers. You shouldn’t be adding a bunch of sales reps or spending a bunch of money on marketing if the economics aren’t sustainable. So highly efficient.

Go To Market 119

Go To Market GTM X-functional Objectives and Key Results 119

SaaStr

NOVEMBER 30, 2023

A great product, while necessary, isn’t sufficient to build a market leader and eventually a public company. Companies that win a market are just as good at Go-to-Market as they are at building great products. Most successful companies grow by moving up-market, increasing ACVs, and closing larger Enterprise customers.

Go To Market 108

Go To Market GTM Cross-sell Growth 108

SaaStr

FEBRUARY 9, 2024

In this latest episode of CRO Confidential , Sam Blond, Partner at Founders Fund and former CRO at Brex, sits down with the CRO of Zapier, Giancarlo Lionetti (GC), to chat about Product-Led Growth (PLG) and Go-To-Market (GTM). Either way, the foundation for success in Go-To-Market starts with the right team.

Go To Market 125

Go To Market Growth GTM Product 125

SaaStr

FEBRUARY 27, 2024

Go-to-market (GTM) design and efficiency are sometimes overlooked, but they’re a critical driver of any SaaS business. Rajeev Dham and Karan Singh, Partners at Sapphire Ventures, and Jane Lee, Vice President at Sapphire walk us through how to double your “Magic Number,” a shorthand for your sales and marketing efficiency.

Go To Market 108

Go To Market GTM Non-Profits Quota 108

Sales Hacker

OCTOBER 11, 2024

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. Product : Vanta Your deal is almost closed, and all that’s left is the security review.

GTM 112

GTM X-functional Pipeline Construction 112

Martech

SEPTEMBER 20, 2024

.” Jason’s mission is clear: Lead the company through the final stage of go-to-market maturity, platform-market fit, where integrated solutions drive customer value and position the company for long-term growth. Product-market fit. Platform-market fit. He knows that this is no small feat.

GTM 117

GTM Product Cross-sell Profit margin 117

Heinz Marketing

MAY 15, 2025

ICPs align go-to-market teams. Marketing uses them to target the right accounts, content, and channels. Validators such as Procurement or Legal: One of the final hurdles to get through before closing. Marketing and sales use the buying committee map to tailor each role’s outreach, content, and messaging.

Drivers/motivators 89

Drivers/motivators B2C Cross-sell B2B 89

Highspot

MARCH 12, 2025

With a focus on go-to-market (GTM) efficiency, you’ll break down silos and align people, processes, and technology. What is Go-To-Market Efficiency and Why Does It Matter? GTM efficiency is a metric that compares the performance of your sales, marketing, and customer success teams to your spending.

GTM 52

GTM Go To Market Objectives and Key Results Follow-up 52

Martech

JULY 17, 2024

As performance becomes harder to predict, Emma is caught in a whirlwind of soaring CPAs, long “gap-close meetings,” and the desperate need to meet ever-higher quotas. While marketing focuses on developing awareness and customer preference, GTM aims to shorten the distance between the product or service and the customer.

GTM 104

GTM Product Strategize Drivers/motivators 104

SaaStr

JANUARY 8, 2025

Having joined Checkr from Google in 2022, Lindsay shared valuable insights about identifying and executing on major opportunities for improvement within an already mature go-to-market organization. Checkr’s go-to-market strategy was already well-established when Lindsay joined in 2022.

Objectives and Key Results 116

Objectives and Key Results Growth Engineering Quota 116

SaaStr

FEBRUARY 20, 2024

In a recent Workshop Wednesday, Tolithia Kornweibel, CRO, and Jamie Edwards, Head of Go-to-Market Operations and Tools, share how Gusto maximizes revenue so that you can do the same. They were pleasantly surprised with those reps incrementally lifting close rates without sacrificing ACV.

Go To Market 107

Go To Market Territory Technique A/B testing 107

Sales Hacker

NOVEMBER 29, 2024

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. Reflection across go-to-market trends, but also on the investment front (not to mention community !).

GTM 109

GTM Real Estate Represent Territory 109

Martech

SEPTEMBER 23, 2024

The martech manager uses this data to optimize marketing strategies and improve ROI. Collaboration with cross-functional teams: The martech manager acts as a liaison between marketing, IT, and other departments. This includes tracking key performance indicators (KPIs) and generating reports for the marketing team.

Technology 114

Technology Technology Customer Relationship Management Campaign 114

Martech

JANUARY 22, 2024

Imagine this: Your agency has created a clear and effective digital marketing plan. You have worked closely with the client, prepared all the necessary content, assets and targeting, and are confident about the potential success. For digital marketing agencies, driving campaigns is only half the battle.

Clients 117

Clients Closing Objectives and Key Results SQL 117

SaaStr

JULY 5, 2023

Let’s find out the go-to-market models Divvy used to go from zero to a $2.5B To align the funnel and reduce waste and friction, Divvy would compensate each group, from marketing to customer support, one stage below where they were actually responsible in the funnel. How did they do it?

Go To Market 98

Go To Market GTM Quota Up-sell 98

SaaStr

FEBRUARY 21, 2023

Some of the benefits of PLG are: The ability to grow faster A more accessible product for potential customers Greater communication and closeness with customers At this week’s Workshop Wednesday — held every Wednesday at 10 a.m. It’ll take away from your inbound optimization and won’t be as efficient. Sign up HERE !

Go To Market 97

Go To Market Growth GTM X-functional 97

Sales Hacker

APRIL 4, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Theyre redesigning their go-to-market architecture from the ground up to scale with systems, not just people. More for your eyeballs OpenAI closes a $40B round at a $300B post-money valuation.

GTM 99

GTM X-functional Engineering Government 99

Salesforce

OCTOBER 31, 2023

Build a comprehensive go-to-market (GTM) strategy that combines careful research with tailored messaging that hits on the right buyer pain points. Find ready-to-buy prospects faster Learn how Sales Cloud can help you score your best leads and prioritize them by how likely they are to close. As Howard Brown, CEO of Revenue.io

Go To Market 72

Go To Market Objectives and Key Results GTM Price 72

Martech

APRIL 30, 2025

How are we going to market? Despite that many companies, especially new ones, use wide-net marketing tactics. Not even close. Will marketing survive? If reengineering marketing for greater relevance and impact doesnt fire you up, maybe survival will. AI is eyeing marketing and licking its chops.

B2B 116

B2B GTM Strategize Commission 116

SaaStr

DECEMBER 5, 2024

Sydney explains: “The advice for the go-to-market teams is, if you’re not yet, which I can’t imagine, but if you’re not yet leading with AI in your story, you better figure out how to do that fast because that’s what buyers are looking for.” People are already buying it.

GTM 108

GTM Cold Call Follow-up Technology 108

SaaStr

MARCH 16, 2025

The best time to negotiate marketing pilot terms is in the last two weeks of a quarter – Vendors are more flexible with minimum spend and commitment requirements when they’re trying to close their books. Marketing channels need to be treated like products – they require iteration, cycles, and feedback to get right.

Negotiate 89

Negotiate GTM Campaign Growth 89

Sales Hacker

JANUARY 24, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. acquisition and 7 startups The most successful companies understand that product and go-to-market strategy must be deeply interconnected. Insight from a $1.3B Size of mind beats size of wallet.

GTM 95

GTM Cross-sell Finance Price 95

Martech

SEPTEMBER 11, 2024

For example: Marketing is responsible for attracting prospects to the top of the funnel and is sometimes measured on converted revenue. Robust martech stacks support marketing and are barely used outside of marketing team goals. Sales is in charge of closing opportunities — and sometimes in charge of renewals.

Cross-sell 116

Cross-sell Customers UX A/B testing 116

Sales Hacker

NOVEMBER 8, 2024

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. Product : Vanta Your deal is almost closed, and all that’s left is the security review.

GTM 108

GTM Customers Hospitality UX 108

SaaStr

APRIL 28, 2025

The Journey: From WiFi to IoT Fleet Management Sekar’s journey began unexpectedly when he joined Meraki (founded by MIT researchers Sanjit Biswas and John Bicket) to help them figure out marketing and sales “from first principles.”

Product 103

Product Transportation Growth Launch 103

Martech

DECEMBER 3, 2024

A pipe to close conversion rate of around 20% to 30% was once considered a good average. ” Looking at Google searches, Hopping found that the number of queries around the term “account-based” has slightly declined; the number around “go-to-market,” while lower, is growing.

B2B 125

B2B GTM Pipeline B2C 125

Search Engine Land

AUGUST 14, 2024

If you can’t go from lead to closed deal often enough, you might need to rework one or more of these areas. Alignment between marketing and sales. If you have three levels of lead qualification before a deal closes, you’ll need to assign each stage a value based on your real-world conversion data. What keeps them busy.

CRM 116

CRM Campaign Niche Negotiate 116

SaaStr

MARCH 23, 2025

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?

GTM 88

GTM Territory Pipeline Growth 88

Martech

NOVEMBER 11, 2024

Collaborating closely with developers to bring user-centered designs to life. Dig deeper: How to align your martech COE with organizational and go-to-market goals CRM and lead management: Building lasting customer relationships This team is pivotal in nurturing relationships and managing leads as they move through the sales funnel.

A/B testing 119

A/B testing UX CRM Strategize 119

SaaStr

MARCH 5, 2025

Codium is one of the fastest-growing startups in the AI coding assistant space, having scaled its go-to-market team from 3 to 75 in just under a year. Before hiring their first sales reps, the founders personally closed millions in revenue. Key Growth Drivers 1.

Territory 69

Territory Drivers/motivators Quota Pipeline 69

Force Management

APRIL 3, 2025

When Patra, an insurance-tech provider, crossed the $100M in ARR benchmark, their leadership launched a partnership with Force Management to elevate their go-to-market approach with the goal of doubling their revenue. Read the full Patra-Force Management Case Study here.

GTM 115

GTM Launch B2B Growth 115

SaaStr

JANUARY 19, 2025

. $100m+ ARR Vertical SaaS for Pizzerias with CRO Loren Padelford: A great deep dive (and SaaStr post here ) on just what it takes to close $100,000,000 of SaaS from small independant pizza shops. It takes getting out in the field, and creating a ton of true value — before the sale. #2.

Legal 75

Legal Go To Market Closing Sales 75

Sales Hacker

OCTOBER 18, 2024

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. Product : Vanta Your deal is almost closed, and all that’s left is the security review.

GTM 99

GTM E-commerce Real Estate Networking 99