SaaStr

NOVEMBER 1, 2022

Companies in our region are good at achieving PMF and scaling to $1 million-$5 million ARR efficiently. 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. Learnings on GTM.

GTM 84

GTM Cross-sell Niche Strategize 84

SaaStr

AUGUST 27, 2019

This is generally the first zero to $1 million in ARR, with the founder trying to find product market fit and getting those very first customers. I’ll start because I’m living this right now, and where we’re contract value. So all these customers who might not have been a great fit. So Michaela?

Territory 52

Territory Contract Cross-sell Drivers/motivators 52

Sales Hacker

JUNE 2, 2020

Common mistakes in entering a new market [07:59]. Lessons learned from international customers [12:06]. Record, share, review, and coach your team based on the voice of your customer. Go to Chorus.ai/saleshacker And then the other piece which is a hurdle is just getting into the local market. Sam’s Corner [30:17].

Pharmaceutical 67

Pharmaceutical Territory Cold Call Networking 67

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

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. Field reps usually come from the same region and industry.

Commission 52

Commission Territory Sales Objectives and Key Results 52

Highspot

APRIL 2, 2020

A sales operations team also streamlines processes in order to improve sales productivity and give reps more time to engage with customers. Growth forecasts of sales territories. Planning and strategizing go-to-market plans. Customer engagement tools, processes, and analysis. Contract lifecycle management.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

SaaStr

NOVEMBER 19, 2021

Doug Landis, Growth Partner at Emergence Capital shares his expertise on the art of business conversations and how your customers should inform your go-to-market messaging. Doug Landis: So, now I’m using what I’ve learned from other customers that I feel are pretty similar to you.

Pitch 91

Pitch Conversion Sales Territory 91

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 78

Cross-sell Finance Strategize Technology 78

criteria for success

APRIL 1, 2020

How long will regional lockdowns last? You need to know what you’re going to market with and why people should want to buy it. Consider both industry and regional factors. In some cases, now might be a good time to invest in new systems like an eSign platform so people don’t need to print and sign contracts.

Sell 97

Sell Prospecting Up-sell Territory 97

SaaStr

JULY 28, 2021

From her advice on how to not be ‘that guy’ to what she learned while forging her own path through uncharted startup territory, there’s plenty of food for thought and discussion to be found throughout. After three years, we had one paying customer. This customer came to us and it went something like this.

Start-ups 108

Start-ups Gaming Up-sell Contract 108

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. It really wasn’t event marketing. You were sitting in a region with like five or six other sales reps and a manager and your job was to just blanket the entire region.

Territory 63

Territory Sales Construction Manufacturing 63

Sales Hacker

SEPTEMBER 30, 2019

This week on the Sales Hacker podcast, we talk to Vikas Bhambri , SVP of Global Sales and Customer Experience at Kustomer. Vikas leads customer sales and customer experience department overseeing sales, BD implementation, customer success and support. It’s a customer experience platform. Who is Kustomer?

Engineering 50

Engineering Negotiate Technology Technology 50

SaaStr

JULY 29, 2022

I think, I try to focus on things after you have 10 or 15 or 20 customers. So you’re really asking how do you get a business going, like selling to restaurants that not only is hard to penetrate but has a hardware component. And if you can, at least get the customers to pay the hardware cost upfront. Jason Lemkin: Yeah.

Price 85

Price Product Start-ups Niche 85

SaaStr

MAY 27, 2020

So people were paying people to take their futures contracts. That means specifically they’re going to cancel contracts. And that means they’re going to renegotiate prices for tools that they deem essential. I think most SaaS startups haven’t seen the full effects of what you’re going to see.

Finance 77

Finance Government Price Contract 77

Heinz Marketing

MARCH 29, 2021

And I think we’ve seen this, to get into it, we’ve seen this fascinating change in the customer of, I would say early denial, then very rapid, can my people even do their job? I got reps that are used to going to someone’s office with a box of samples. Oh, what did we agree to last time? Yes, no, okay, great.

Pipeline 124

Pipeline Sales Gaming Up-sell 124

SaaStr

AUGUST 19, 2020

In a B2B context, you can imagine overlaying the concept of go-to-market fit which really outlines your approach and your playbook at every step of the way from awareness to evaluation, purchase, and then pricing and renewals. You have to actually go and talk to your customers. So that’s one example of many.

E-commerce 100

E-commerce Price Start-ups Growth 100

SaaStr

AUGUST 13, 2019

Dropbox Chief Customer Officer Yamini Rangan draws on 20 years of experience to challenge five common misconceptions about SaaS success. When organizations actually go from starting up to selling to SMBs and going up market, the pool up market is undeniable. Local contracts support, which we didn’t have.

Cross-sell 61

Cross-sell Sales Support Growth Up-sell 61

SaaStr

AUGUST 8, 2019

So, you’ve got to split your territory between pools of 2,000, 3,000 prospect per person. How you decide on this model and go-to market strategy? What I told you that a success factor for sales for us is not just signing the contract. It’s really having happy customer that has usage of our product.

Appointment 43

Appointment Hospitality Sales Inside sales 43

SaaStr

AUGUST 8, 2019

So, you’ve got to split your territory between pools of 2,000, 3,000 prospect per person. How you decide on this model and go-to market strategy? What I told you that a success factor for sales for us is not just signing the contract. It’s really having happy customer that has usage of our product.

Appointment 42

Appointment Hospitality Sales Inside sales 42

SaaStr

JANUARY 10, 2020

297: Bob Moore is the Founder & CEO @ Crossbeam, the startup that helps companies find overlapping prospects and customers while keeping the rest of their data private and secure. How important is it to own the entire customer journey? Why is this? What are the drivers of its death? At what scale does that become impossible?

X-functional 52

X-functional Start-ups Drivers/motivators Go To Market 52

SaaStr

JUNE 28, 2019

Jason Vandeboom is the Founder of ActiveCampaign, a sales and marketing automation platform that enables small businesses around the world to meaningfully connect and engage with their customers. What can founders do to their pricing model to extract as much value from each customer? Common go-to-market myths and lessons.

Price 45

Price Cross-sell Up-sell Start-ups 45

InsightSquared

JULY 1, 2021

Revenue operations is a methodology that drives cross-functional collaboration in order to close gaps in the customer experience and maximize revenue for the business. It aligns the organization by combining the functions of sales, marketing, and customer success into a single team that drives strategy based on revenue impact. .

Cross-sell 62

Cross-sell Contract Objectives and Key Results Quota 62

SaaStr

AUGUST 28, 2020

If that was not enough, Hilary is also a Limited Partner in Stage 2 Capital, the venture firm focused purely on go-to-market. If that wasn’t enough, Hilary’s also a limited partner in Stage 2 Capital, the venture firm focused entirely on go-to-market. And in customer ops, that can be cut a couple ways.

Sales 63

Sales Start-ups Meeting Follow-up 63

Sales Hacker

APRIL 21, 2021

Revenue operations (RevOps) is a centralized org within a company that supports all revenue-generating business operations including Sales Ops, Marketing Ops, Customer Success Ops, and systems management. An emerging need to support multiple GTM plans across segments and regions. Proliferation of marketing and sales technology.

Finance 103

Finance GTM Cross-sell SQL 103

Gong.io

JUNE 11, 2021

Rapidly evolved into a strategic, go-to-market function. They continue, “What was once the responsibility of product marketing, sales operations, or of a single sales trainer, sales enablement is now supported by dedicated teams founded within the sales organization” (bold is mine). Scripts can be bucketed into 3 categories: .

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

Gong.io

JULY 21, 2021

Customer lifecycle. That’s why m odern go-to-market teams started aligning those teams a while back. Done well, RevOps means higher revenue and a smoother go-to-market (GTM) process. And once it’s lost, it’s gone for the rest of the customer journey. That results in customer churn. .

Growth 62

Growth GTM Cross-sell Pipeline 62

Sales Hacker

NOVEMBER 15, 2017

Average Contract Value. AB Testing (or Split Testing) is an experiment involving two variants, usually for measuring and comparing market response to each. Accounts Receivable refers to the amount of money yet to be collected from your customers who purchased a product or subscribed to a service. Account Executive.

B2B 99

B2B E-commerce Cold Call Represent 99

SaaStr

NOVEMBER 21, 2019

To build the initial team, to build the product, to build the initial go to market, to build the first customers and to build the ARR, the starting. Pietro : This journey used to end at the legendary, mythical product/market fit. You want to start thinking about customer success and that’s not just support.

B2C 58

B2C B2B Start-ups Growth 58

The Lost Book of Sales

JULY 12, 2021

Because it brings you a good mental model for understanding modern high-tech marketing, as well as the importance of segmenting and understanding your customers in a manner that I haven't seen anywhere else. In both cases, the reason we have separate markets is that the customers could not have referenced each other.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SaaStr

MARCH 12, 2019

As for Erica, under her CRO role, she leads all go-to-market functions including Marketing, Sales, Operations, Customer Success, Services, and Support. As for Erica, under her CRO role, she leads all go to market functions including marketing, sales, operations, customer success, services, and support.

Contract 66

Contract Sports Cross-sell Start-ups 66

Hubspot

AUGUST 8, 2019

That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Average lifetime value (LTV) of user or customer. Revenue by territory.

X-functional 94

X-functional Quota Cross-sell Contract 94

SaaStr

JULY 19, 2019

Why is it no longer to come into large enterprises with a small contract and expand? The founder has to be the one in there selling the software, selling the solution, and learning from the customers, and the prospects. And it’s foundational to a company to have customers and users. What is that founding moment? *

Cross-sell 52

Cross-sell Up-sell Start-ups Engineering 52

Sales Hacker

FEBRUARY 7, 2018

However, in a SaaS model , the customer acquisition team can grow revenue to $1M in year 1. What is new in today’s B2B software world is that products sold against an OpEx (SaaS) model experience an exponential growth due to a variety of factors; An increase in Online Spend – B2B customers are increasing their online spend.

Growth 89

Growth GTM SQL Strategic partnership 89

Sales Hacker

NOVEMBER 2, 2021

Conga’s expertise in comprehensive solution suites for commercial operations help businesses meet customer needs while increasing agility to adapt to change. He has built and led AE and SDR sales teams, achieved individual revenue quotas, developed go to market strategies, managed regional sales, and recently has been a hiring machine.

Drivers/motivators 82

Drivers/motivators Engineering Promote Up-sell 82

Sales Hacker

DECEMBER 8, 2020

And the first thing they’re doing is searching around on the internet for solutions and beginning to educate themselves, and 6sense can help you find those companies when they’re beginning to search for your solution and then get them right at the moment that they’re going to be most interested. Really cool stuff.

Sales 101

Sales E-commerce Technology Technology 101

SBI

NOVEMBER 7, 2019

Seismic Acquires Percolate to Create Exceptional Content Experiences at Every Point in the Customer Journey. Seismic , the market leader for sales enablement platforms, today announced the acquisition of Percolate, a leading marketing campaign orchestration and content management platform.

Customers 20

Customers Tradeshows Technology Technology 20

Salesforce

MAY 2, 2022

This year, we’re adding 13 new names to our top-tier cohort, featuring experts in go-to-market strategies, diversity and inclusion, mental health, productivity, and revenue growth in our digital-first world. Think about folks from different industries, regions, and educational backgrounds. Follow her on LinkedIn.

Gaming 98

Gaming GTM Consult Sales 98