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

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

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

Gong.io

JANUARY 5, 2019

Instead, they introduced strategic, high-value questions purposefully designed to gain key information and guide the conversation. 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? Inbound Sales Methodology.

Pitch 131

Pitch Sales Up-sell Contract 131

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

Sales Hacker

SEPTEMBER 11, 2020

VCs are always on the lookout for the next Lyft, so they strategically partner with founders who they believe will provide them with a 10X return. 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. It’s no longer just an idea.

Sell 78

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

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

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

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 Negotiate Profit margin Contract 74

Gong.io

SEPTEMBER 9, 2021

I don’t just sell — I coach and direct a go-to-market team.”. Decisions makers: Senior leaders and executives who care about how the purchase affects their budget, strategic goals, and org alignment. Those who dwell in due diligence: Budget approvers, legal/contract reviewers, and procurement analysts . They’re experts.

Closing 162

Closing Sports GTM Legal 162

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? 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. John, welcome to the show. I appreciate it. .’

Territory 63

Territory Sales Construction Manufacturing 63

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 84

Growth Promote Engineering Up-sell 84

Sales Hacker

APRIL 21, 2021

It may take days before the rep can actually send a contract for signature. The marketing team ran a super successful campaign and generated hot leads. Google search engine using the terms “RevOps jobs” and “Revenue Operations jobs”. Full time offer with Intel on their strategic finance team. Manager, Revenue Operations.

Finance 101

Finance GTM Cross-sell SQL 101

SalesLoft

JUNE 21, 2022

As a value engineer, I am constantly talking with sales teams about the ROI of sales tech. Your legal and finance teams are likely reviewing and negotiating vendor contracts. More challenging to identify where the problem is if something breaks; time spent troubleshooting takes away from more strategic work . Points of Failure.

Negotiate 52

Negotiate Legal Finance Technology 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

SaaStr

DECEMBER 12, 2020

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. And I think being between product and revenue, it gave me an opportunity to be crisp on how to identify which problems we’re going to solve. Kate Taylor: Yes.

Customers 68

Customers Strategize Start-ups Growth 68

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

Sales Hacker

DECEMBER 9, 2019

If you missed episode 86 , check it out here: PODCAST 86: Strategic Vs Tactical Approach in Sales Planning with Mary Rogul. Anthony’s journey from sales to product to marketing. Take control with the DocuSign agreement cloud, a suite of tools that automates sales contracts and quotes ,all right in your CRM. What You’ll Learn.

Pitch 54

Pitch B2C Contract Up-sell 54

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

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

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

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? How to ensure customer support is strategic and not just reactionary? You can also take your SaaStr to go: Listen on iTunes. What are the challenges with this? *

Customers 43

Customers Price Cross-sell Start-ups 43

SaaStr

JANUARY 3, 2020

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 10

Contract Price Commission Conversion 10

SaaStr

OCTOBER 22, 2020

I studied electrical engineering. And I was always on the product side, product management, product marketing. But I think the ultimate test of that, you want to launch when you know you have repeatability in your go-to-market. Harry Stebbings: You mentioned the VP of strategic marketing there.

Pipeline 69

Pipeline Cross-sell Launch Start-ups 69

SaaStr

AUGUST 26, 2022

So any best practices around, do you just go higher because you need bigger budgets, or do you go lower and split up the solutions so you get your foot in the door? First is strategic, and then the tactical. The strategic thing is for everyone, it is true, but in most cases and these freezes are new.

Quota 79

Quota Growth Product Closing 79

SaaStr

JUNE 16, 2020

Matt Garratt: All of our mid-market business and we are going to be talking about how our portfolio companies and how Salesforce ventures, and how Salesforce is shifting our go to market strategies during these very uncertain times and really excited to have Adnan here, one of the best sales leaders I’ve ever had the privilege of working with.

GTM 65

GTM Healthcare Pipeline Sales 65

SaaStr

NOVEMBER 22, 2019

Travis Bryant: So I was in services at a software company and then had this pivot point to go either into product management or into sales and sales engineering. If you sign up for the product and you don’t renew that first contract. So that ends up being a very useful skill for customer facing roles.

Start-ups 65

Start-ups Customers Objectives and Key Results Growth 65

SaaStr

AUGUST 13, 2019

I spent a lot of time talking to CEOs and CROs, exchanging best practices and having conversations about go to market strategies. Solution engineers. Every one of them are going to help you increase the win rate. Local contracts support, which we didn’t have. Myth number three. He has a $10 million business.

Cross-sell 63

Cross-sell Sales Support Growth Up-sell 63

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. Sizing the evaluation and the round is a strategic decision. That cannot be an afterthought.

B2C 60

B2C B2B Start-ups Growth 60

The Lost Book of Sales

JULY 12, 2021

That is, if I sell an oscilloscope for monitoring heartbeats to a doctor in Boston and the identical product for the same purpose to a doctor in Zaire, and these two doctors have no reasonable basis for communicating with each other, then I am dealing in two different markets. Separating us from our goal is the chasm (the English Channel).

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SBI

NOVEMBER 7, 2019

Join us for “From Vendor to Strategic Partner: Uncovering Insights to Generate Customer Value” webinar. ZoomInfo powered by DiscoverOrg is a powerful sales prospecting and go-to-market solution for salespeople, marketing, and even C-Level execs. Think how effective it would be. Video Reviews. Account Planning.

Customers 20

Customers Tradeshows Technology Technology 20

SaaStr

JULY 19, 2019

Why is it no longer to come into large enterprises with a small contract and expand? If you go too long without that, it really creates a lot of dysfunction. When you have an engineering organization that lives in an ivory tower, they get annoyed, there’s a feature request, “How can this be we’ve got great plans here?”

Cross-sell 54

Cross-sell Up-sell Start-ups Engineering 54