Martech
SEPTEMBER 14, 2023
Continuing to navigate the “next normal” world, marketing and GTM teams have been under new pressures due to inflation, talent shortages, slowing economic conditions, possible renewed COVID restrictions, and the digital transformation hangover. Price and product are only two of many operational GTM levers.
Martech
JUNE 28, 2022
Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. Drive the shift from push to pull marketing. It doesn’t have to be over complicated.
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Martech
APRIL 7, 2023
To do this, the GTM team must have a strategy and playbook on how to help their customers tackle the status quo (i.e., For example, marketing can work with sales, customer success and finance to: Craft a mutual value map, identifying key areas of ownership and accountable milestones and metrics. how to change now).
SaaStr
DECEMBER 5, 2023
You don’t want to end up in The Valley of Death, where you can’t get the big dollar contracts. Miro was trying to make the shift to more of a hybrid GTM. You also need dedicated resources across your organization — marketing, customer success, product, legal, and finance. The warning — You have to be patient. The lesson learned?
SaaStr
OCTOBER 10, 2023
For many organizations, friction can arise between the GTM engine and the legal team. Balance Long-Term Risk with Short-Term Gain : Every business arrangement or contract balances risk and reward, both for the present and future. And it often comes down to a misalignment in goals. Remember the hierarchy of needs!
SaaStr
NOVEMBER 24, 2021
Says Roberge, “We’re using a sales comp plan that was invented in the 1980s, and it’s causing our customers to utilize their licenses at a lower rate, and it’s causing revenue contraction.”. Once you find your product-market fit, you figure out your GTM fit, and you are ready to ramp up growth and begin to scale.
SaaStr
JUNE 16, 2020
Leveraging survey data from 66+ enterprise SaaS companies, Matt Garratt, Managing Partner of Salesforce Ventures shares the landscape of how businesses are shifting their sales & GTM strategies to react to today’s uncertain times. Contract modifications were still so decentralized. We learned from that early on.
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