SaaStr

MARCH 31, 2020

Founder Guillaume Cabane provides information on when and how to run a growth team and provides multiple examples of growth models. Use these tools to determine how to run growth experiments at your organization. Guillaume Cabane | Founder @ Growth Ex Machina. Want to see more content like this? FULL TRANSCRIPT BELOW.

Growth 52

Growth Engineering Launch Commission 52

SaaStr

MARCH 12, 2019

He provides an in-depth guide to driving revenue growth at your company and what to expect at each stage. The three stages are product-market fit, then go-to-market fit and lastly growth and moat. Awesome revenue growth on the X axis, awesome revenue retention on the Y. Thirty, 50% revenue growth.

Growth 83

Growth Cross-sell Contract X-functional 83

SaaStr

SEPTEMBER 12, 2023

Measure customer success teams based on renewal rates and revenue growth from the existing customer base, aiming for 80-90% renewal rates and 110-120% revenue growth from upsells. The company will likely need 1 Sales Engineer for every 8-10 sales reps to support the technical side. • Long-Term Contracts 8. Integrations 6.

Price 91

Price Contract Territory Growth 91

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 90

Gambling GTM Legal Contract 90

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 75

Objectives and Key Results Technical Sales Engineering Sales 75

SaaStr

NOVEMBER 1, 2022

SaaS has never been bigger, and growth is secular. In 2022, companies are rapidly fixing economics, sometimes even at the expense of growth. AI is likely the next platform, dev tools are strategic given the scarcity of developers, cybersecurity is front and center for enterprises, and the data stack is still going strong.

GTM 86

GTM Cross-sell Niche Strategize 86

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.” The category creation aspiration failure Popularized by evangelists from high-growth point solutions, this advice to create a new category was both the least achievable and most costly.

Go To Market 103

Go To Market GTM Strategize Growth 103

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

Sales Hacker

SEPTEMBER 11, 2020

While there are various metrics and KPIs they will be tracking, there’s one underlying theme — growth. “ The only essential thing is growth. Everything else we associate with startups follows from growth.”. Each round of funding is typically designed for a specific growth cycle. Funding rounds. And so on.”.

Sell 78

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

SaaStr

NOVEMBER 21, 2020

Tripod was a search engine there, which exited to AltaVista. Both of us and our third co-founder, Jason Purcell, were at a company called Endeca, which was a search engine for e-commerce, exited to Oracle for over a billion dollars in 2011. In 1999, I was at Williams College with my co-founder Jeremy Redburn.

E-commerce 103

E-commerce Manufacturing X-functional Retail 103

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

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

AUGUST 27, 2019

Unless you’re Jason Lemkin, and that’s also why we’re going to talk through the four different stages of sales today. So all the way from founder led sales to growth stage sales. I’ll start because I’m living this right now, and where we’re contract value. Either work or not work. So Michaela?

Territory 54

Territory Contract Cross-sell Drivers/motivators 54

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. Before Moveworks Yousuf was CIO of Pure Storage during their period of hyper growth, both as a private and as a public company.

Pitch 53

Pitch Contract Objectives and Key Results Negotiate 53

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. We’ve just seen a lot of growth and success of the platform since then. Ceci Stallsmith : Awesome.

Engineering 49

Engineering Launch Contract Start-ups 49

SaaStr

JULY 28, 2021

We have a business problem, we don’t have any engineers, we have money. I said, “You have engineers. Terrifying because back in those days, big companies didn’t even know what SaaS was, much less they weren’t going to put their financial information out in the cloud. What if we trade?” My big idea.

Start-ups 110

Start-ups Gaming Up-sell Contract 110

Gong.io

JANUARY 5, 2019

The sales methodology that works in one stage of your company’s growth may actually harm it at a different stage. Up-Front Contracts : Agree on a plan with the buyer to ensure you secure the next step in the sales cycle. Market Intelligence: What’s happening in this market? Conduct discovery and qualif y them.

Pitch 131

Pitch Sales Up-sell Contract 131

SaaStr

AUGUST 19, 2020

Get back into experimentation mode with our business model, with our pricing to really think about not just how we can shrink costs, but inflect growth on the top line so we could ultimately control our own destiny which is in fact what we did. ” And that’s really the third which is really about charting a new course for growth.

E-commerce 101

E-commerce Price Start-ups Growth 101

SaaStr

AUGUST 20, 2020

I started seeing some people from Dropbox go to be founding engineers over at Figma, the collaborative space design, still working in desktop apps. We had so many inbound referrals, and in terms of recruiting and hiring, people knew that there were a lot more roles on the go-to-market and business side.

Sales 79

Sales Price Quota Start-ups 79

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

SEPTEMBER 18, 2020

And in this way, we under invested in middle management along the way, especially in our go to market motion. Instead of investing a bunch in automation, they invested a bunch in managers in that go to market motion. Not just in engineering and product, but in every level. And they trusted people. It molded-.

Account management 96

Account management Engineering Launch Start-ups 96

SaaStr

JULY 2, 2019

We’re here to talk for the next 25 minutes or so about our experience going from freemium to enterprise. Kevin : We kept it fairly vague, if you will, but we’re going to be really focused on the go-to-market elements of the freemium to enterprise model. Dannie : It made for a really nice go-to market model.

Follow-up 60

Follow-up Go To Market Technology Technology 60

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

SaaStr

AUGUST 13, 2019

We are as an organization and we are as an industry really hooked to hyper growth. It’s all about 50% growth, 100% growth. In almost any other industry, whether it is healthcare or consumer or manufacturing, 20% growth is phenomenal. But in the case of SaaS, 20% growth is just not enough. Solution engineers.

Cross-sell 63

Cross-sell Sales Support Growth Up-sell 63

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

SaaStr

JUNE 2, 2021

Designers make mocks and interactive prototypes in Figma, but there a whole set of other stakeholders that use and interact and get value from Figma, engineers, product people, even some folks on the go-to-market team. Olof Mathé: Now, of course, designers are the ones that get most value. Looker is kind of similar.

Sales 97

Sales Up-sell Price Start-ups 97

SaaStr

DECEMBER 12, 2020

What is the role of sales in a product-led growth organization? How can product and marketing also collaborate productively? And so I ended up starting there in support early days, I started up through their like support and engineer or in sales, which we were just starting sales at the time. We should just start paying you.

Customers 68

Customers Strategize Start-ups Growth 68

SaaStr

AUGUST 26, 2022

Yes, Zoom and Shopify and folks that were huge COVID beneficiaries had a bit of a hit, but even those have resumed their growth path. So crossover ventures, they’re investing 0% in the private market. Jason Lemkin: Then there are different types of growth, late growth and growth. It could come back.

Quota 79

Quota Growth Product Closing 79

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 52

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

SaaStr

JUNE 3, 2020

Michael Katz: So I took over sales, after we re-orged the go-to-market teams at the end of Q3 2019. We had grown a bunch, but our market had changed, and our go-to-market really needed to change as well. Michael Katz: I’ve always been pretty hands on with go-to-market, both on sales and marketing.

Pipeline 72

Pipeline Meeting Start-ups Up-sell 72

SaaStr

JANUARY 28, 2020

Aaron’s going to talk about what in a few minutes? Aaron : The playbook for reigniting growth. So, putting a little bit more money in everybody’s pocket and creating a little more growth is probably a great topic for today. You’re going to put less in and you may get less out. Jason : All right.

Growth 84

Growth Promote Engineering Up-sell 84

SaaStr

FEBRUARY 1, 2019

Where does Amanda believe most people go wrong with pricing? How does Amanda think the go-to-market has to change with every stage of development? I didn’t know how much my career was going to change at the time, but Zendesk had a great product market fit, and I was on a growth path there that was just unstoppable.

Customers 43

Customers Price Cross-sell Start-ups 43

SaaStr

JULY 10, 2020

351: Chris O’Neill (Google, Evernote) shares his lessons from previous downturns and how to chart a new course for growth in today’s changing market. ” And that’s really the third, which is really about charting a new course for growth. This episode is sponsored by Lightmatter.

E-commerce 75

E-commerce Price Start-ups Growth 75

SaaStr

AUGUST 5, 2019

And recently we raised around from Goldman Sachs in September of last year to fuel our go-to-market expansion. And so the initial sale to us in a SaaS situation is all about establishing that value contract. What is the value that the customer is going to see? They are like Kleiner Perkins, Google Ventures.

Gaming 68

Gaming Customers Construction Contract 68

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. If you missed episode 128, check it out here: How to Unshackle Your Career Growth With a Mentor with Tom Martin. Vishal works to prevent his customers from having to read each contract one by one.

Contract 108

Contract X-functional Objectives and Key Results Legal 108

SaaStr

NOVEMBER 21, 2019

Series A money is to fund the growth energy and the Series B money and C the expansion and the scale up. 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. It’s known that you can probably sell those first couple of contracts.

B2C 60

B2C B2B Start-ups Growth 60

SaaStr

NOVEMBER 22, 2019

As for Travis, prior to joining Redpoint, Travis was head of Customer Growth at Front, after spending 5 years building the global Sales organization at Optimizely, the world’s most popular experimentation platform. If you sign up for the product and you don’t renew that first contract. There’s some experimentation here.

Start-ups 65

Start-ups Customers Objectives and Key Results Growth 65