SaaStr

JANUARY 6, 2023

“Go-to-market innovation today is significantly undervalued.” ” When a lot of companies talk about innovation today, they often immediately jump to what that means for engineering and product. However, you should spend a similar amount of time on how you can innovate in your go-to-market team.

Legal 52

Legal Prospecting Customers Contract 52

Salesforce

JULY 28, 2022

Additionally, simple tweaks to payment options and contract terms go a long way to addressing customers’ budgetary concerns. To ensure you’re hitting on the right training topics as an economic recession approaches, identify sticking points in your sales engine. Automate tasks to maximize efficiency.

Cross-sell 98

Cross-sell GTM Quota Contract 98

SaaStr

NOVEMBER 1, 2022

The former CRO of a successful prosumer SaaS company shared how they gave away free annual licenses for all new users over and above the ones contracted. There was a consensus among CPOs we met that product leaders need to be close to the customer vs. engineering. PP could be a strategic enabler of GTM scale up if done well.

GTM 87

GTM Cross-sell Niche Strategize 87

Veloxy

FEBRUARY 15, 2024

Moreover, these podcasts delve into problem-solving methods for common challenges like contract negotiations and lead generation. Interviews with tech executives and venture capitalists on ‘The GTM Podcast’ provide firsthand accounts of successful go-to-market strategies.

Gaming 233

Gaming Sell GTM Technique 233

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.” Over-engineering the customer experience CX is one of the most valued company assets in gaining market share and growing margins. There was also a drop in average contract value and referrals.

Go To Market 101

Go To Market GTM Strategize Growth 101

Sales Hacker

SEPTEMBER 16, 2021

To help demystify this sales POC term and provide context for all go-to-market professionals, let’s expand on each of these terms and identify five things the pre-sales professional can do to drive more revenue within the middle of the funnel. My sales POC case study.

Objectives and Key Results 73

Objectives and Key Results Technical Sales Engineering Sales 73

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

APRIL 30, 2024

You shouldn’t be adding a bunch of sales reps or spending a bunch of money on marketing if the economics aren’t sustainable. The growth engine from both sales and marketing should to be working before you add gas to it. They’re the engine of the business. Kyle made this mistake in his first startup.

Go To Market 101

Go To Market GTM X-functional Objectives and Key Results 101

Lead Fuze

JANUARY 1, 2022

OEM licenses are larger than direct to end-user contracts because the licensee is usually pushing out software to their entire customer base or a large portion of it. One OEM contract can give thousands or tens of thousands access to licensors software. Using an OEM go-to-market strategy. Licensing OEM software Sellers.

Negotiate 52

Negotiate Profit margin Contract GTM 52

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

InsightSquared

OCTOBER 31, 2019

While others might be thinking of candy and costumes on October 31st, those of us who are part of the go-to-market engine are hoping we receive treats from our prospects and not tricks. Halloween is here and there are spooky things all around us, but your sales pipeline should not be one of them.

Pipeline 63

Pipeline Contract Prospecting Engineering 63

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. We even included some examples for you.

Product 40

Product Account management Contract Price 40

SalesLoft

JANUARY 19, 2017

At this time I was tasked with developing & executing sales account strategy and managing the training of all go-to-market teams. The benefits of investing in a well-defined ICP includes faster sales cycles, higher conversion rates, and better customer metrics like the annual contract value and lifetime value.

Cross-sell 52

Cross-sell Sales Contract Prospecting 52

SaaStr

JANUARY 17, 2020

What other elements of the contract should startups really spend a lot of time focusing on? 300: When it comes to seamlessly scaling your applications, a top-notch engineering team will be your foundation. I think letting a customer tell your story is a very, very powerful way from a go-to market standpoint.

Pitch 53

Pitch Contract Objectives and Key Results Negotiate 53

Gong.io

NOVEMBER 6, 2019

When I coach sales leaders and CEOs, and when I go out and speak, it’s like, “Listen, we under appreciate how quantifiable sales is. You cannot walk into a room of engineers and say, ‘that right there is my best engineer by 7%.’ If they sign a contract, what do they want to do next? You can do that in sales.”.

Product 48

Product Government Strategize Contract 48

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. Before we go, we want to thank our sponsors. With Conga you can simplify documents, automate contracts, and execute esignatures. This has been a great show.

Contract 63

Contract Drivers/motivators Sales Price 63

Sales Hacker

SEPTEMBER 23, 2019

We hear his best practices on developing a sales team, measuring rep productivity, why companies should lead with their product first, and what the sales team’s responsibility is inside of a product-led go-to-market strategy. How experience as a sales engineer can play into your role as a sales leader. What You’ll Learn.

Product 52

Product Pipeline Engineering Cross-sell 52

Sales Hacker

SEPTEMBER 30, 2019

Vikas is a well-respected sales leader in NYC and comes from a sales engineering and product background, with more than 20 years experience. We hear what makes a great entry point for sales and sales engineering and why having deep authentic technical product knowledge actually works in sales. What You’ll Learn. We’re on iTunes.

Engineering 50

Engineering Negotiate Technology Technology 50

Sales Hacker

MAY 23, 2018

Derek Grant: SalesLoft is a technology company here in Atlanta that overlays Salesforce.com and it helps you codify your go to market strategy. SalesLoft is there to help you define your play and help reps to drive forward to the thing that’s going to drive the most revenue for their businesses. You work for SalesLoft.

Pipeline 48

Pipeline Quota Contract Healthcare 48

SaaStr

MARCH 19, 2019

Then on the go to market side just over 40% of new ARR comes indirectly around the world through partners. I’m happy to talk about both of those as we go through this session. Ceci Stallsmith : Awesome. How do you make sure that you don’t lose sight of the long tail?

Engineering 48

Engineering Launch Contract Start-ups 48

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. – Robert Conrad, Head of Engineering, Crunchbase. Conduct an RFP process and negotiate contract terms among the front-runners. It’s no longer just an idea.

Sell 77

Sell Minimum Viable Product Objectives and Key Results Cross-sell 77

Gong.io

JANUARY 5, 2019

Up-Front Contracts : Agree on a plan with the buyer to ensure you secure the next step in the sales cycle. The Sandler methodology places significant emphasis on maintaining control of the sales process by using upfront contracts with your buyer. Market Intelligence: What’s happening in this market?

Pitch 131

Pitch Sales Up-sell Contract 131

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 95

Go To Market Process GTM Education 95

SaaStr

MAY 8, 2020

Prior to Work-Bench, Jessica was a Learning and Development Manager at Cisco Systems, where she worked with the Engineering organization on Agile transformation, innovation and culture. Jessica Lin: Then, serendipitously again, took on a role at Cisco Systems, working with really great internal engineering teams.

Cross-sell 70

Cross-sell Contract Start-ups Up-sell 70

SaaStr

MARCH 31, 2020

My focus is SaaS and my job is to create a defensible go-to market moat, right? When we talk of hypergrowth and I go back to Drift and Segment to give you an idea of how fast and how much growth there is, we did 3X revenue at Segment in 18 months and we made 5X revenue at Drift in 18 months. Easy, after product market fit.

Growth 53

Growth Engineering Launch Commission 53

Sales Hacker

SEPTEMBER 29, 2020

Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. Sam Jacobs: Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. Sam’s Corner [28:45]. Show Introduction [00:10]. What is LinkSquares?

Contract 107

Contract X-functional Objectives and Key Results Legal 107

Sales Hacker

JANUARY 13, 2021

OEM licenses are significantly larger deal sizes than direct to end-user contracts because the licensee is usually pushing out the software to their entire customer base or a large portion of their customer base. One OEM contract can give thousands or tens of thousands of end-users access to the licensor’s software. Exclusivity.

GTM 74

GTM Profit margin Negotiate Contract 74

SaaStr

JANUARY 10, 2020

In terms of replacement, what does Bob believe will be the emerging trends in SaaS Go To Market that will replace it? * Bob Moore: And I was t nerdy engineer in college, so getting the opportunity to have to pitch, it’s really a sales job at the end of the day. How important is it to own the entire customer journey?

X-functional 53

X-functional Start-ups Drivers/motivators Go To Market 53

Martech

MAY 30, 2023

Clari leanred how to ‘wake the dead’ Back in the day, Clari , a revenue platform, utilized a “spray and pray” go-to-market strategy instead of focusing on companies expressing genuine buying intent. Furthermore, the campaign has hit 8,000+ personalized experiences with zero engineering hours. The result?

Sports 121

Sports SQL CTR Entertainment 121

SalesLoft

JUNE 20, 2019

While most of us know Pete for his work building the MSP community, but did you know he started a talent search engine that sold to Monster? So it wasn’t even like I could negotiate on contract, my price is my price. At first, I was trying to do what every other sales rep at Xerox was doing, which was just go flip copiers.

Territory 63

Territory Sales Construction Manufacturing 63

InsightSquared

OCTOBER 30, 2019

While others might be thinking of candy and costumes on October 31st, those of us who are part of the go-to-market engine are hoping we receive treats from our prospects and not tricks. Halloween is here and there are spooky things all around us, but your sales pipeline should not be one of them.

Pipeline 9

Pipeline Contract Prospecting Process 9

InsightSquared

OCTOBER 29, 2019

While others might be thinking of candy and costumes on October 31st, those of us who are part of the go-to-market engine are hoping we receive treats from our prospects and not tricks. Halloween is here and there are spooky things all around us, but your sales pipeline should not be one of them.

Pipeline 9

Pipeline Contract Prospecting Process 9

Gong.io

SEPTEMBER 9, 2021

I don’t just sell — I coach and direct a go-to-market team.”. Those who dwell in due diligence: Budget approvers, legal/contract reviewers, and procurement analysts . The right person to do that might be you, but it might be a sales engineer or someone from customer success. But your engineers? They’re experts.

Closing 162

Closing Sports GTM Legal 162

SaaStr

NOVEMBER 2, 2019

Krish Subramanian: We are software engineers by training. A classic example is a Shopify selling to, let’s say, contract. When I say we, it’s me and my four co-founders. My co-founders cut their teeth at Zoho for over 10 years building product and for over six years [inaudible] software products.

GTM 51

GTM Price Up-sell Product 51

SaaStr

JANUARY 28, 2020

They’re just going to cut spending, especially if you are in kind of like media, or advertising, or short term marketing. Jason : I think my mental learning, I remember the first revenue team, when JD went to Trello in the beginning, he’s like, “My whole marketing team’s distributed.”

Growth 82

Growth Promote Engineering Up-sell 82

Sales Hacker

AUGUST 25, 2023

We’ll continue on our mission to provide real stories/strategies/insights from the best go-to-market operators on the planet, spanning sales, marketing, customer success, operations/enablement, product and hiring. Creating these roles and structuring it this way was how we continued to fuel the growth engine. Very simple.

GTM 52

GTM Contract Cross-sell Account management 52

SaaStr

MARCH 1, 2019

Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? How does Tom think about calculating churn when it comes to multi-year contracts? And the first one as you said, Harry, is around annual contracts.

Contract 46

Contract Price Commission Conversion 46