SaaStr

JANUARY 6, 2023

In this session, Attentive Co-founder & CEO Brian Long walks through some of the lessons learned at Attentive on their path to over 5,000 customers in 5 years. He’ll dig into real-world examples for reducing friction in sales, product, and customer success. “Go-to-market innovation today is significantly undervalued.”

Legal 52

Legal Prospecting Customers Contract 52

SalesHandy

JULY 12, 2022

“Everyone is not your customer.” — Seth Godin. Most businesses spend a considerable amount of resources on acquiring and converting customers hoping they remain profitable for years to come. Generating revenue requires building a successful marketing and sales strategy while keeping customers at the forefront.

Customers 59

Customers Cross-sell Represent Contract 59

Heinz Marketing

MARCH 28, 2023

By Payal Parikh , VP of Client Services at Heinz Marketing Most of us marketers have a generic idea of who our ideal customer is, and it’s crucial to communicate this information to everyone in the go-to-market (GTM) teams. When was the last time you defined your business’s Ideal Customer Profile (ICP)?

GTM 107

GTM Contract Clients Consult 107

SaaStr

DECEMBER 21, 2023

By the time companies get to Series B, they’ve figured out their product-market fit but they still haven’t scaled. Series B is where the go-to-market expertise is essential – you have to know how to truly understand who your target customers are and set up an experimental channel strategy.

Gambling 91

Gambling GTM Legal Contract 91

SaaStr

SEPTEMBER 5, 2022

If a company has started out with a heavy sales focus, its onboarding process within the actual product may not be intuitive enough for customers. Customers are impatient, and the time from product download to demonstrated value may take too long. . Many product-led companies do not go to market with the right pricing.

Contract 100

Contract Price Growth User Experience 100

Martech

SEPTEMBER 14, 2022

Over 90% of buyers said ease of implementation was a critical factor when it came to the decision to renew a contract. Other important considerations were ROI within six months and ease of use (most contracts were six months or less). There was a smaller increase in preference for value-added resellers. A lack of trust. In your inbox.

Contract 98

Contract B2B Technology Technology 98

Sales Hacker

DECEMBER 21, 2023

Over the past year at Stytch, we saw a meaningful acceleration in paid customers and revenue. Contracted $ARR quadrupled, win rates doubled, and ACV increased by 150%. Each helped, but one “secret” weapon accelerated revenue and customers at an outsized rate: our highly technical Solutions Engineering team.

Engineering 99

Engineering Objectives and Key Results Drivers/motivators Teamwork 99

SaaStr

SEPTEMBER 12, 2023

I think this is some pretty helpful reading here, a good slice of some of the most tactical insights: Got 100 Customers? Believe It Or Not, It’s Time for Your First User Conference One thing that always works in marketing is bringing your customers and prospects together IRL. Your Customer Success Team. Hire Early.

Price 92

Price Contract Territory Growth 92

Veloxy

FEBRUARY 15, 2024

These podcasts cover a diverse range of sales topics, including mastering the sales funnel, customer relationship building, sales psychology, leadership, personal growth, and the latest sales trends and innovations. They also discuss motivational and ethical selling practices, providing a comprehensive understanding of the sales process.

Gaming 233

Gaming Sell GTM Technique 233

SBI

FEBRUARY 9, 2021

Customer References & Buyer Confidence. I can’t think of a more humbling, stressful purchase decision than the one we go through when buying a home. Enter Customer References You may have noticed one exclusion from the sales and marketing activities listed above. Customer references.

Customers 46

Customers B2B Contract Quota 46

SaaStr

MARCH 7, 2023

Some other strategies for creating a more efficient go-to-market are: Adjusting pricing and contract terms with customers. Companies are giving price breaks this year to reduce churn and increase retention, with the caveat that it might go up next year. Incentives for multi-year contracts are another tactic.

GTM 65

GTM Growth Profit margin Contract 65

Hubspot

MARCH 25, 2024

First, A Refresher What we’re discussing here don’t include enterprise contracts, where you get paid millions a year by big clients. The ideal subscription business model has: A long potential use case A lot of potential customers So don’t get excited by the promise of recurring revenue just yet. Source: Dan Layfield 2.

Niche 57

Niche Price Contract B2B 57

Martech

SEPTEMBER 14, 2023

4 Defend marketing efficiency and effectiveness above budget In challenging times , CEOs and boards can look to scale back go-to-market efforts, leaving marketing in a defensive stance when it comes to budget. Here, in reverse order, are the top four deeper dive areas where we found direct success. #4

GTM 133

GTM Market share Growth Technology 133

Gong.io

DECEMBER 14, 2022

Well, they closely match your ideal customer profile (ICP) and share characteristics with your top buyers. Sales reps don’t waste time chasing low-quality leads that won’t close or whose annual contracts are barely worth their time. Achieve higher annual contract value (ACV). Go-to-market outreach.

Sell 62

Sell Cold Call Contract GTM 62

SBI

FEBRUARY 25, 2020

What Your CMO Doesn’t Know About Customer Advocate Programs. At the change of each year, we scour thought pieces on the web for chief marketing officer (CMO) trends that we must be attuned to in the coming year. The anticipated priorities in 2020, for instance, include some form of: Deepen customer knowledge through advanced analytics.

Customers 49

Customers Strategize Cross-sell B2B 49

Salesforce

JULY 28, 2022

Talk of an impending recession likely has your customers worried. Instead of obsessing over quota attainment, find ways to deliver more value and support to your existing customer base so they know their investment is worthwhile — and won’t disappear. Train your reps to deliver the best customer experiences.

Cross-sell 98

Cross-sell GTM Quota Contract 98

SalesLoft

JANUARY 16, 2024

But the reality for most go-to-market teams is that only about a third of that is spent engaging customers and prospects. We want there to be a way to unlock more of those 2,080 hours so you can give your sellers more time to engage with prospects and customers than they ever have. Customer validation.

Trust 52

Trust Up-sell Contract Technology 52

InsightSquared

MARCH 6, 2018

They’ll ensure guidelines are properly adhered to and contracts are being executed, all while simultaneously working to eliminate barriers that slow down the contracting process. This means that sales ops will build a comprehensive tech stack (prospecting tools, email tracking, dialers, contract automation, etc.) Conclusion.

Contract 119

Contract CRM Territory Sales 119

SaaStr

NOVEMBER 23, 2022

It’s up to the CRO to keep a company’s marketing and product strategy in the kind of lockstep that drives it to produce the revenue it needs. For example, over the years, Angolia’s go-to-market strategy has tied together every part of its company, from finance to legal. . The life of a CRO is all about results.

Drivers/motivators 109

Drivers/motivators Trust Legal Finance 109

Highspot

DECEMBER 12, 2023

Since implementing Highspot, customers report a 2.3x Highspot’s heavy adopters [within our organization] become the above-average performers for pipeline generation and conversion,” said Alessandro Canzian, head of group go-to-market at Vodafone Business. In fact, customers who adopt the Rep Scorecard experience 1.2x

Contract 59

Contract Pipeline Drivers/motivators Technology 59

SaaStr

APRIL 5, 2024

But sometimes, you do encourage prospective customers to compare products competitively, or you highlight why your product is better than the competition. Do you need to discount to match competitors or buy them out of contracts to compete in this space? What’s most important is going back to the value you provide.

Sell 77

Sell GTM Price Up-sell 77

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. Sales has limited access to prospects and customers. We know the facts. Processing.Please wait.

B2B 118

B2B GTM Cross-sell High impact 118

Sales Hacker

SEPTEMBER 1, 2022

The executive sponsor will often have the title of VP of Sales, VP of Sales Operations, VP of Marketing, or Director of Sales Enablement. They make major decisions for the tech stack — they own the budget and can sign contracts. Meet your go-to-market guru. Chris Asmar, Customer Success Manager.

GTM 86

GTM Contract CRM Meeting 86

SaaStr

JANUARY 5, 2022

We restructured all of our messaging around our Content Cloud to create a simplified go-to-market message that says what it does, and does what it says. At Box, we’ve found a lot of success in getting customers to adopt new features within Content Cloud. Go big or go home.

Growth 105

Growth Contract Up-sell Product 105

Salesforce

OCTOBER 12, 2021

Businesses are realizing that to stay agile, strategic, and most importantly, sustainable, they need a CRO who can fold marketing, sales, and customer success into one seamless revenue machine. “In It’s an evolving discussion that comes up with our customers every day. It’s a big job with plenty of responsibility.

Gaming 98

Gaming Cross-sell Sales Finance 98

InsightSquared

APRIL 14, 2021

They work tirelessly to assess the funnel quality, sales process adherence, and the overall go-to-market strategy. Average Annual Contract Value. Because of this, we tend to overlook the individual value customer contracts are bringing us each year. But, the truth is, time is not on their side. In-Period Bookings

Contract 62

Contract Territory Cross-sell Pipeline 62

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.” Making marketing an afterthought When marketing is done incorrectly, you can severely injure your brand. As experiential muscles atrophy, you can see a loss of market share.

Go To Market 113

Go To Market GTM Strategize Growth 113

SaaStr

NOVEMBER 1, 2022

They help open doors to potential customers and provide advice. Proximity to customers helps too. Having a leg in SV could help build a global team and work closely with customers. Marketing is more than just demand gen! For application, it’s more demand gen followed by brand marketing. Learnings on GTM.

GTM 86

GTM Cross-sell Niche Strategize 86

SaaStr

DECEMBER 7, 2020

Gainsight – Build Products Your Customers Will Love with User Analytics and In-App Engagement. . With the right tools, you can leverage product-led growth, a disruptive go-to-market strategy, that’s been adopted by the most successful companies in the subscription business, including Slack, Dropbox, Twilio and Shopify.

Contract 63

Contract Growth Start-ups Service 63

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions.

Go To Market 69

Go To Market Process GTM Launch 69

SaaStr

FEBRUARY 8, 2022

Waze defines value as the deal size or amount of the contract. Do you have a Go-to Market (GTM) for different market opportunities? To test your go-to-market strategies, understand the different opportunities, verticals, and company sizes in the market. Let’s look at them: Value.

Objectives and Key Results 92

Objectives and Key Results Pitch GTM Cold Call 92

Lead Fuze

DECEMBER 1, 2021

SMB and mid-market businesses may be tempted to go straight into selling to enterprise. Those deals are large, with 3 year contracts and prestigious logos. One of the most important parts about being a successful SaaS company is understanding how to go-to market. We even included some examples for you.

Sell 52

Sell Account management Contract Price 52

Lead Fuze

JANUARY 1, 2022

The new joint solution is improved by having the OEM technology embedded into its application, providing increased value to the end customer. Finally, customers receive an innovative product at lower cost. For example, Accenture has a client that pays them $2 million for customized training and implementation of their CRM system.

Negotiate 52

Negotiate Profit margin Contract GTM 52

Lead Fuze

NOVEMBER 30, 2021

If you are looking to improve your customer acquisition, ABSD may be worth considering. There are many different go-to-market models in SaaS. The Sales Cycle Length is a measurement of how long it takes your company to close a deal, from the first meeting until the contract has been booked.

GTM 52

GTM Price Contract Sales 52

Salesforce

AUGUST 12, 2021

By improving marketing workflows. When work flows, relationships grow, and relationships are the key to creating the white-glove experiences customers want. Slack is changing the way demand gen teams engage with projects, vendors, partners, and customers. In that sense, we function as strategic partners and project managers.

Campaign 98

Campaign Contract B2B Conversion 98

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. So within Kyle’s first 90 days, they were losing way too many customers to feel like he wanted to put more money in the top of that funnel.

Go To Market 103

Go To Market GTM X-functional Objectives and Key Results 103

Sales Hacker

SEPTEMBER 2, 2023

Here’s what we use: CRM (SFDC), Sales Acceleration (SalesLoft), Forecasting (SalesLoft), Conversation Intelligence (Gong), Data (custom in-house), Automation (Momentum). Brian Weinberger – SVP of Sales We have re-negotiated contracts as the renewals come in. Kyle Norton – SVP My main RevTech stack isn’t too complex.

GTM 80

GTM Negotiate Pipeline Contract 80