Sales Hacker

JULY 29, 2019

Today he’s discussing how to go to market with an enterprise solution. He has a deep background in enterprise sales, and it’s an incredible conversation about how you go to market with a true enterprise solution. Ed is the co-founder and President of Seismic, where he leads the company’s go-to-market efforts.

Go To Market 52

Go To Market Electricity Healthcare Education 52

CloserIQ

APRIL 8, 2019

Most startups spend more time thinking about the color of their logo than how to price their product. This might sound harsh, but here’s the truth: The color of your logo will not save you if you price your product wrong. Pricing is one of the most important parts of a startup’s sales strategy, but it’s often overlooked.

Price 59

Price Finance Sales Contract 59

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. The Takeaway There’s only so much you can cut.

GTM 69

GTM Growth Profit margin Contract 69

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 112

Drivers/motivators Trust Legal Finance 112

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

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

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. Price and product are only two of many operational GTM levers. SLA performance and roadmap alignment.

GTM 122

GTM Market share Growth Technology 122

Lead Fuze

JANUARY 1, 2022

Who currently have job openings for marketing help. Understanding OEM software Pricing Models. 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.

Negotiate 52

Negotiate Profit margin Contract GTM 52

Sales Hacker

JANUARY 11, 2021

The contracts are often non-standard and you may need sign-off from several teams and stakeholders. Deal desks create efficiency, speed, and greater visibility across go-to-market teams. However, a certain small subset of companies do run pricing of standard deals through the deal desk as well. What is a Deal Desk?

Legal 71

Legal Contract Price Negotiate 71

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

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. Average Selling Price (ASP). The average selling price is the value of all closed deals. It takes too long and frustrates the customer. Length of the Sales Cycle.

GTM 52

GTM Price Contract Sales 52

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 66

Contract Growth Start-ups Service 66

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. Pricing/Packaging.

Sell 52

Sell Account management Contract Price 52

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. Pricing/Packaging (PP) is a key component of GTM. Marketing is more than just demand gen! The SaaS community in India is very vibrant.

GTM 89

GTM Cross-sell Niche Strategize 89

Sales Hacker

OCTOBER 7, 2019

What you need to know about go-to-market models in SaaS. B2B SaaS go-to-market (GTM) models range from no-touch, transactional approaches to highly specialized, consultative strategies. Average Selling Price (ASP). Average Selling Price is defined as the average value of your closed won deals. Infographic).

GTM 69

GTM Education Sales Contract 69

Lead Fuze

DECEMBER 1, 2021

SMB and mid-market businesses may be tempted to go straight into the Enterprise market. 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. Pricing/Packaging.

Product 40

Product Account management Contract Price 40

SalesHandy

MAY 4, 2020

At this time, the most important thing for businesses like yours is to keep communicating with prospective customers and bring up their confidence. It would be easy to mess up your prospects with potential customers if you don’t get this right. It will help you connect, convince and convert leads into paying customers.

Pipeline 81

Pipeline Campaign Price Up-sell 81

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

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 108

Go To Market GTM Strategize Growth 108

Sales Hacker

SEPTEMBER 11, 2020

This funding generally gives the company a couple of years to further develop its products, team, and begin to tackle its GTM (go-to-market) strategy. This can be difficult for a customer success manager to manage. Security/Compliance: Early-stage startups are likely not going to be SOC certified.

Sell 78

Sell Minimum Viable Product Objectives and Key Results Cross-sell 78

SaaStr

JANUARY 17, 2020

Prior to Automation Anywhere, Yousuf was the CIO & VP of Customer Success @ Moveworks. Why does Yousuf believe now more than ever, the buyer experience is more important than the price? How does Yousuf advise CIOs to approach pricing strategy when pitching CIOs? What must startups remember about how CIOs think about price?

Pitch 53

Pitch Contract Objectives and Key Results Negotiate 53

SaaStr

MARCH 31, 2022

So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. Rico Mallozzi: So marketplaces are fundamentally changing, go to market motions for a lot of enterprise technology companies.

Cross-sell 81

Cross-sell Finance Strategize Technology 81

Sales Hacker

JUNE 17, 2019

With Conga, you can simplify documents, automate contracts, and execute e-signatures so you can focus on accelerating sales cycles and closing business faster. Essentially, what we do is we present each traveler with a price to beat. If they go below that price, they keep half the savings and the company keeps half the savings.

Contract 63

Contract Drivers/motivators Sales Price 63

Cience

NOVEMBER 6, 2019

The most important thing about any go-to-market approach is the buyer and the buying process. It’s the seller’s responsibility to adapt its approach to the market ; it’s not the market’s responsibility to adapt to any company. Our customers are shopping with us on average for 2.5 Buying a car is an example.

Retail 42

Retail Manufacturing Price Up-sell 42

SaaStr

NOVEMBER 2, 2019

* What does Krish mean when he says, “In SaaS, you either sell to one of 2 customer profiles”? How does Krish think about purely serving the SMB market? Does one have to expand the product line to retain customers? First, what is continuous customer development? Does one have to move to enterprise?

GTM 53

GTM Price Up-sell Product 53

SBI

MAY 12, 2020

Revenue Enablement recognizes this reality and seeks to maximize the customer experience at each touchpoint. This focus on customer experience enables the buyer, or more often, the buying group, to better understand their challenges, best practices for solving these problems, their requirements, and so forth.

Technology 48

Technology Technology Contract Price 48

Sales Hacker

MAY 27, 2019

How to assess your go to market strategy. With Conga, you can simplify documents, automate contracts, and execute e-signatures so you can focus on accelerating sales cycles and closing business faster. When I joined IBM I spent 18 months in training before they’d actually let me talk to real customers. What You’ll Learn.

Product 60

Product Objectives and Key Results Up-sell Contract 60

SaaStr

MAY 8, 2020

What does Jessica believe is the right way for sales reps to engage with new customers during this time? Does Jessica agree with the rule of thumb that in enterprise, on an annual basis, 95% of your customers should retain? So, you really need to speed up onboarding, especially for an enterprise customer.

Cross-sell 74

Cross-sell Contract Start-ups Up-sell 74

Sales Hacker

AUGUST 23, 2018

You might optimize your prices and meet compliance regulations or you might have the best sales tools at your disposal. Their needs are simpler, they are easier to satisfy, and the cost of customer acquisition is lower. Their motive is limited to finding out if a customer is interested in their product. It sucks to get a “yes”.

B2B 56

B2B Cross-sell Negotiate Pitch 56

SaaStr

JUNE 10, 2021

Ep #402: Mårten Mickos, CEO of HackerOne, explains their innovative approach of packaging customer value derived from a variety of activities into an annually recurring subscription offering that delivers outstanding value to customers while simplifying the buying process and the customer journey.

Customers 57

Customers Price Contract Objectives and Key Results 57

Hubspot

NOVEMBER 21, 2018

So, here’s my step-by-step guide to building your own go-to-market strategy using the strategies I’ve implemented to build multiple companies throughout the years. But first, what is a go-to-market strategy? What is a go-to-market (GTM) strategy? But first, what is a go-to-market strategy?

Go To Market 97

Go To Market Process GTM Education 97

Sales Hacker

JANUARY 13, 2021

The new joint solution is improved by having the OEM technology embedded into its application, providing increased value to the end customer. The end-customer is the beneficiary of a new and improved solution – everybody wins. These companies resell the solution and bundle services around the solution to add value to the customer.

GTM 74

GTM Negotiate Profit margin Contract 74

SaaStr

MARCH 19, 2019

We’re really proud of it and want to do more with it of course, but we have about a couple thousand partners in our ecosystem today helping bring businesses onto Stripe through their platforms or extending the Stripe functionality once customers have a Stripe account. Ceci Stallsmith : Great, and Niall. This went really really well.

Engineering 50

Engineering Launch Contract Start-ups 50

Lead Fuze

JANUARY 1, 2022

What sales outsourcing should NOT be: In order to reach more customers, I began hiring resellers and solution partners. As it turns out, there are a lot of outside services that can be contracted to do your marketing. Finding a product/market fit. Price is just one of them. Is it Possible to Outsource Sales?

Commission 52

Commission Territory Sales Objectives and Key Results 52

Sales Hacker

SEPTEMBER 2, 2020

The best sales teams don’t just sell — they keep customers happy and drive serious upsell, cross-sell, and expansion revenue. They do this by first identifying and focusing on the sales motions that are best for their product, team, and customer. Field sales are great for: Companies with large enterprise or government customers.

Inside sales 110

Inside sales Cold Call Contract Price 110

SalesLoft

JUNE 20, 2019

I also mentioned that John’s firm is a key strategic partner to SalesLoft, he does train us and we do recommend him to many of our customers. So it wasn’t even like I could negotiate on contract, my price is my price. John, welcome to the show. John: Hey Jeremey, thanks for having me. I appreciate it.

Territory 63

Territory Sales Construction Manufacturing 63

SaaStr

JUNE 3, 2020

How do we win back the trust of our customers? Today, I’m going to start by telling you a little bit more about me. Then we went on to build another company called SteelBrick, another SaaS configure price quoting solution. And what is also exciting is that SaaS customers are buying more and more software.

Trust 75

Trust Technology Technology Government 75