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

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

Pointclear

JANUARY 27, 2017

I start with Matt Heinz : If we could get more sales and marketing teams to develop and agree on this model TOGETHER, we’d have a foundation for much better, more efficient and effective sales results well into 2017 and beyond. Finally, some valuable insight from Ardath Albee : I dislike the reduction of marketing and sales to a numbers game.

SQL 51

SQL Pipeline Strategize Contract 51

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 98

Go To Market Process GTM Education 98

Gong.io

JUNE 11, 2021

Rapidly evolved into a strategic, go-to-market function. They continue, “What was once the responsibility of product marketing, sales operations, or of a single sales trainer, sales enablement is now supported by dedicated teams founded within the sales organization” (bold is mine). 3: Accelerate strategic initiatives.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

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

Heinz Marketing

JUNE 24, 2019

Are you a big Esports, do you play games and watch competitive Esports? team apparently is scoring touchdowns not goals in their games. Hey how can we invest in something that isn’t going to generate impact right away if we need to generate logos right now against the next round of funding. And I came across Esports.

Pipeline 60

Pipeline Sports Sales Real Estate 60

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. Look for games. Look for sales games. Look for games. Look for sales games. Aaron : And they just have to do it. But it’s not to the customer. Look for shenanigans.

Growth 84

Growth Promote Engineering Up-sell 84

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 48

Contract Price Commission Conversion 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. There’s not a game room. And they trusted people. And we just invested in automation.

Account management 98

Account management Engineering Launch Start-ups 98

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 73

Pipeline Meeting Start-ups Up-sell 73

Gong.io

NOVEMBER 11, 2019

And it’s great insight for sellers to be able to go in, and if you’re the top salesperson in the company, to go in there and say, “Alright, what’s she doing at what stage of the cycle? Why is her game so much better than mine?” And then analyze all of that, and make everything better as we go. Listen now at gong.io/podcasts.

Pipeline 48

Pipeline Start-ups Contract Up-sell 48

SaaStr

MAY 10, 2019

Currently growing 100% year over year, working with companies to un-silo their operations and create one strategic revenue ops team to support their Go To Market strategy. In the past, Go Nimbly has helped companies like Zendesk, Twilio, PagerDuty and Coursera to achieve alignment and increase revenue by 26%. . *

X-functional 54

X-functional SQL Pipeline GTM 54

SaaStr

MAY 27, 2020

So people were paying people to take their futures contracts. That means specifically they’re going to cancel contracts. And that means they’re going to renegotiate prices for tools that they deem essential. I think most SaaS startups haven’t seen the full effects of what you’re going to see.

Finance 82

Finance Government Price Contract 82

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

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. Every one of them are going to help you increase the win rate. Local contracts support, which we didn’t have. Local marketing resources, local support resources, localized everything.

Cross-sell 63

Cross-sell Sales Support Growth Up-sell 63

SaaStr

AUGUST 26, 2022

Jason Lemkin: You don’t know who wants to be a mentor, but you might be surprised if you do a volume game. 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.

Quota 89

Quota Growth Product Closing 89

Salesforce

MAY 2, 2022

This year, we’re adding 13 new names to our top-tier cohort, featuring experts in go-to-market strategies, diversity and inclusion, mental health, productivity, and revenue growth in our digital-first world. Co-Founder, Women in Sales Club and Strategic Account Executive, Alyce, Chicago, Illinois. Alexine Mudawar.

Gaming 98

Gaming GTM Consult Sales 98

SaaStr

NOVEMBER 22, 2019

If you sign up for the product and you don’t renew that first contract. You actually go out of business faster because most SaaS companies payback periods are longer than a year. You’re not in control over the outcome of the game. ” Travis Bryant: And it does us no good.

Start-ups 66

Start-ups Customers Objectives and Key Results Growth 66

The Lost Book of Sales

JULY 12, 2021

Early adopters | Visionaries The key point is that, in contrast with the technology enthusiast, a visionary focuses on value not from a system’s technology per se but rather from the strategic leap forward such technology can enable. This can only happen if the sales effort is focused on a single niche market.

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. We talk about ABM, Purchase Intent, the number's game. Video Reviews.

Customers 20

Customers Tradeshows Technology Technology 20