Martech

SEPTEMBER 14, 2022

Over 90% of buyers said ease of implementation was a critical factor when it came to the decision to renew a contract. Other important considerations were ROI within six months and ease of use (most contracts were six months or less). There was a smaller increase in preference for value-added resellers. A lack of trust.

Contract 98

Contract B2B Technology Technology 98

SaaStr

APRIL 16, 2023

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: Is the Employer-Employee Social Contract in Tech … Now Broken? Your Marketing Site Really Should Be Even Better Than Your Product Dear SaaStr: How Much Of My Startup Do I Need To Sell In Each Venture Round?

Education 67

Education Contract Go To Market Up-sell 67

SaaStr

SEPTEMBER 5, 2022

Many product-led companies do not go to market with the right pricing. Think of a team of five to ten recruitment representatives who need to send out contracts for signature. Each rep is probably sending out multiple contracts per week. Each rep is probably sending out multiple contracts per week.

Contract 96

Contract Price Growth User Experience 96

SaaStr

MARCH 7, 2023

Some other strategies for creating a more efficient go-to-market are: Adjusting pricing and contract terms with customers. Companies are giving price breaks this year to reduce churn and increase retention, with the caveat that it might go up next year. Incentives for multi-year contracts are another tactic.

GTM 65

GTM Growth Profit margin Contract 65

Sales Hacker

AUGUST 24, 2023

Links and Resources Eli’s Linkedin: [link] MatterMade’s Website: [link] NoBoringDesign Website: [link] The GTM Podcast Don’t miss The GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world.

GTM 52

GTM Start-ups Up-sell Sell 52

Highspot

JANUARY 19, 2024

Airtight collaboration across go-to-market teams eliminates waste and enhances seller capacity. Successful revenue engines require alignment across the board, where marketing and revenue operations play crucial roles in enabling sales.

Strategize 64

Strategize Growth Quota Sports 64

Sales Hacker

AUGUST 22, 2023

Links and Resources Eli’s Linkedin: [link] MatterMade’s Website: [link] NoBoringDesign Website: [link] The GTM Podcast Don’t miss The GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world.

GTM 52

GTM Start-ups Up-sell Sell 52

Sales Hacker

DECEMBER 21, 2023

Contracted $ARR quadrupled, win rates doubled, and ACV increased by 150%. Several leading indicators contributed here, including product maturity, a better understanding of our customers and competition, and better coordination across sales and marketing. Here are the areas of greatest impact SEs have made at Stytch: 1.

Engineering 97

Engineering Objectives and Key Results Drivers/motivators Teamwork 97

Heinz Marketing

MARCH 28, 2023

By Payal Parikh , VP of Client Services at Heinz Marketing Most of us marketers have a generic idea of who our ideal customer is, and it’s crucial to communicate this information to everyone in the go-to-market (GTM) teams. When was the last time you defined your business’s Ideal Customer Profile (ICP)?

GTM 105

GTM Contract Clients Consult 105

SaaStr

SEPTEMBER 12, 2023

Jason discusses two successful cold emails that he received and then funded – one from Mapistry that summarized the opportunity, customers, and growth profile, and one from Talkdesk that highlighted metrics, case studies, and go-to-market strategy when they were at $1M in ARR. Long-Term Contracts 8. Structured Data 4.

Price 87

Price Contract Territory Growth 87

SaaStr

JUNE 22, 2023

At Rattle , we are redefining the way revenue teams and leaders interact with their go-to-market systems! We empower companies of all sizes to pay and manage full-time and contract workers around the world. Banking services provided by Choice Financial Group and Evolve Bank & Trust®; Members FDIC.

Contract 73

Contract Engineering Trust Technique 73

Gong.io

DECEMBER 14, 2022

Sales reps don’t waste time chasing low-quality leads that won’t close or whose annual contracts are barely worth their time. Achieve higher annual contract value (ACV). You’ll generate fewer deals when you use target account selling, but those deals will have a significantly higher annual contract value than previous deals.

Sell 62

Sell Cold Call Contract GTM 62

Hubspot

MARCH 25, 2024

First, A Refresher What we’re discussing here don’t include enterprise contracts, where you get paid millions a year by big clients. If you look at a list of the “fastest” growing SaaS companies, besides having a great product and great go-to-market skills, they’re usually B2B sales-led products. Can I Afford To Be Patient?

Niche 53

Niche Price Contract B2B 53

InsightSquared

MARCH 6, 2018

They’ll ensure guidelines are properly adhered to and contracts are being executed, all while simultaneously working to eliminate barriers that slow down the contracting process. This means that sales ops will build a comprehensive tech stack (prospecting tools, email tracking, dialers, contract automation, etc.)

Contract 119

Contract CRM Territory Sales 119

Salesforce

JULY 28, 2022

Additionally, simple tweaks to payment options and contract terms go a long way to addressing customers’ budgetary concerns. Sales leaders like Belal Batrawy , head of GTM (Go To Market) at GTM Buddy, implement tech that helps reps stay focused on high-impact selling activities instead of manual tasks.

Cross-sell 98

Cross-sell GTM Quota Contract 98

SalesLoft

JANUARY 16, 2024

But the reality for most go-to-market teams is that only about a third of that is spent engaging customers and prospects. Because the sooner your buyers trust the process, the faster they are to go all in with you — without smaller deal sizes or shorter contract terms. You guessed it: administrative work.

Trust 52

Trust Up-sell Contract Technology 52

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.” There was also a drop in average contract value and referrals. The post Go-to-market tactics that won’t work in a post-pandemic world appeared first on MarTech. Let us know.

Go To Market 112

Go To Market GTM Strategize Growth 112

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

NOVEMBER 23, 2022

It’s up to the CRO to keep a company’s marketing and product strategy in the kind of lockstep that drives it to produce the revenue it needs. For example, over the years, Angolia’s go-to-market strategy has tied together every part of its company, from finance to legal. . The life of a CRO is all about results.

Drivers/motivators 104

Drivers/motivators Trust Legal Finance 104

Highspot

DECEMBER 12, 2023

“Highspot’s heavy adopters [within our organization] become the above-average performers for pipeline generation and conversion,” said Alessandro Canzian, head of group go-to-market at Vodafone Business. That’s how I justify not only the contract value, but how my boss then sees my performance.”

Contract 59

Contract Pipeline Drivers/motivators Technology 59

SaaStr

APRIL 5, 2024

Do you need to discount to match competitors or buy them out of contracts to compete in this space? Instead of hiring from a competitor, she’s more focused on hiring salespeople and go-to-market leaders who know “the motion” vs. the product. No, you don’t. Instead, they’re pricing based on the value they provide.

Sell 73

Sell GTM Price Contract 73

Martech

SEPTEMBER 14, 2023

4 Defend marketing efficiency and effectiveness above budget In challenging times , CEOs and boards can look to scale back go-to-market efforts, leaving marketing in a defensive stance when it comes to budget. Here, in reverse order, are the top four deeper dive areas where we found direct success. #4

GTM 132

GTM Market share Growth Technology 132

SaaStr

JANUARY 6, 2023

“Go-to-market innovation today is significantly undervalued.” However, you should spend a similar amount of time on how you can innovate in your go-to-market team. Of course, product innovation is very important, but we often forget how important going to market innovation is.

Legal 52

Legal Prospecting Customers Contract 52

Sales Hacker

SEPTEMBER 1, 2022

The executive sponsor will often have the title of VP of Sales, VP of Sales Operations, VP of Marketing, or Director of Sales Enablement. They make major decisions for the tech stack — they own the budget and can sign contracts. Meet your go-to-market guru. They’ll also review and champion ROI internally.

GTM 84

GTM Contract CRM Meeting 84

InsightSquared

APRIL 14, 2021

They work tirelessly to assess the funnel quality, sales process adherence, and the overall go-to-market strategy. Average Annual Contract Value. Because of this, we tend to overlook the individual value customer contracts are bringing us each year. But, the truth is, time is not on their side. In-Period Bookings .

Contract 62

Contract Territory Cross-sell Pipeline 62

SaaStr

FEBRUARY 8, 2022

Waze defines value as the deal size or amount of the contract. Do you have a Go-to Market (GTM) for different market opportunities? To test your go-to-market strategies, understand the different opportunities, verticals, and company sizes in the market. Let’s look at them: Value.

Objectives and Key Results 87

Objectives and Key Results Pitch GTM Cold Call 87

Martech

OCTOBER 11, 2021

She has had a front-row seat for the evolution of those roles during a period when B2B go-to-market has become less transactional and more focused on long-term customer engagement. “Success managers, as we call them, are assigned to a customer from the moment they sign the contract.

Customers 107

Customers Account management Real Estate Contract 107

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

SaaStr

DECEMBER 7, 2020

With the right tools, you can leverage product-led growth, a disruptive go-to-market strategy, that’s been adopted by the most successful companies in the subscription business, including Slack, Dropbox, Twilio and Shopify. No need to wait for your existing eSignature contract to end, you can switch to Conga Sign today!

Contract 62

Contract Growth Start-ups Service 62

Salesforce

OCTOBER 12, 2021

They see how all departments can drive revenue for the company; those departments can include sales, marketing, customer success, and finance. The CRO leverages cross-functional knowledge to create a complete view of the customer lifecycle from bringing in new leads to closing deals to renewing customer contracts. Not exactly.

Gaming 98

Gaming Cross-sell Finance Sales 98

Sales Hacker

SEPTEMBER 2, 2023

Have you re-negotiated current contracts given the market? —- Robert Simmons – VP of Sales Yes, at time of renewal we’ve negotiated and came to mutually beneficial terms. Brian Weinberger – SVP of Sales We have re-negotiated contracts as the renewals come in. What are you currently experimenting with?

GTM 78

GTM Negotiate Pipeline Contract 78

SaaStr

JANUARY 5, 2022

We restructured all of our messaging around our Content Cloud to create a simplified go-to-market message that says what it does, and does what it says. Go big or go home. When Box was looking to reaccelerate and reinvigorate our growth, the first place we looked was our messaging.

Growth 101

Growth Contract Up-sell Product 101

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.

B2B 117

B2B GTM Cross-sell High impact 117

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. PP could be a strategic enabler of GTM scale up if done well. The PP journey is unique for every company. Differentiation comes from customer obsession. We’d like to do more.

GTM 83

GTM Cross-sell Niche Strategize 83

Sales Hacker

JANUARY 11, 2021

The contracts are often non-standard and you may need sign-off from several teams and stakeholders. Deal desks create efficiency, speed, and greater visibility across go-to-market teams. Lower the amount of improperly priced contracts that go out? Create greater alignment between go-to-market teams?

Legal 70

Legal Contract Price Negotiate 70

Spiro Technologies

MAY 26, 2023

The contract is signed, and you’ve received the payment. It’s also crucial to extend this knowledge beyond Spiro users and ensure that everyone on the go-to-market team understands the stages and their impact on the business. Closed Won: Congratulations! These definitions and stages are just suggestions.

Pipeline 52

Pipeline CRM Represent Contract 52

Lead Fuze

NOVEMBER 30, 2021

There are many different go-to-market models in SaaS. The Sales Cycle Length is a measurement of how long it takes your company to close a deal, from the first meeting until the contract has been booked. Target Addressable Market (TAM). Your target addressable market, or TAM, will help dictate that.

GTM 52

GTM Price Contract Sales 52