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. How to Segment B2B Your Customers. Distribution of B2B deals as a function of price (a product of discount and list price). A customer signs up for a free service.

Go To Market 72

Go To Market GTM X-functional Territory 72

SaaStr

NOVEMBER 2, 2019

* What does Krish mean when he says, “In SaaS, you either sell to one of 2 customer profiles”? Does one have to expand the product line to retain customers? First, what is continuous customer development? How does Krish think your customer acquisition and GTM strategy has to change with the movement from SMB to enterprise?

GTM 51

GTM Price Up-sell Product 51

Sales Hacker

JANUARY 13, 2021

The licensee embeds the third-party software into its application to improve it by adding new functionality or features, or enhancing existing functionality or features. The new joint solution is improved by having the OEM technology embedded into its application, providing increased value to the end customer.

GTM 74

GTM Negotiate Profit margin Contract 74

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. 2023 saw the team grow from 6-10 reps, which is pretty modest, and they built an SDR function.

Go To Market 97

Go To Market GTM X-functional Objectives and Key Results 97

ConversionXL

AUGUST 27, 2019

In a marketing technology stack, a taxonomy includes the names of the actions people take and the naming structure for the values you store about your customers. These customer values are recorded as dimensions and metrics (as you can see in our tracking plan example below). Confusing GTM and Segment. Stay focused. Stay focused.

GTM 124

GTM X-functional CRM Technology 124

SaaStr

MAY 10, 2019

How does Jason believe SaaS companies can use a “swarming” effect to create the best buyer experience for their customer? How should North Star’s be segregated between GTM teams and biz ops teams? Why is alignment actually a negative for the customer experience? What does this involve? What does Jason view as vanity metrics?

X-functional 52

X-functional SQL Pipeline GTM 52