Sales Hacker

DECEMBER 1, 2023

Most often, it comes down to go-to-market (GTM) execution. Behind the Curtains of 2 Companies Killing It Take a peek behind the curtains at some of the go-to-market strategies and tactics behind these two companies excelling despite challenging times Owner : Behind the curtains Year-to-date in 2023 (11 months) Owner has grown 2.6X

GTM 87

GTM Contract Represent CRM 87

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. Creating the ICP is a crucial step in developing a successful GTM strategy.

GTM 106

GTM Contract Clients Consult 106

SaaStr

MARCH 7, 2023

Is Your GTM Strategy Poking Holes In The Ship GTM strategy has been one of the biggest areas of inefficiency over the last two years. To build resilience in GTM, many companies are cutting the least experienced people, typically the newest ones, particularly salespeople who aren’t ramped and haven’t reached attainment yet.

GTM 65

GTM Growth Profit margin Contract 65

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

SaaStr

APRIL 5, 2024

In a way, how they scale their GTM has created a virtuous cycle that helps them keep offering the best data set, and therefore bringing in new people to buy it. Do you need to discount to match competitors or buy them out of contracts to compete in this space? No, you don’t. Instead, they’re pricing based on the value they provide.

Sell 76

Sell GTM Price Contract 76

Sales Hacker

SEPTEMBER 2, 2023

Thanks for reading The GTM Newsletter! 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.

GTM 78

GTM Negotiate Pipeline Contract 78

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.

B2B 106

B2B GTM Cross-sell High impact 106

SaaStr

NOVEMBER 1, 2022

Learnings on GTM. Pricing/Packaging (PP) is a key component of GTM. PP could be a strategic enabler of GTM scale up if done well. 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. Marketing is more than just demand gen!

GTM 85

GTM Cross-sell Niche Strategize 85

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

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

Sales Hacker

OCTOBER 7, 2019

What you need to know about go-to-market models in SaaS. What You Need to Know About SaaS GTM Models. B2B SaaS go-to-market (GTM) models range from no-touch, transactional approaches to highly specialized, consultative strategies. Target Addressable Market (TAM). Is ABSD for you? Infographic).

GTM 68

GTM Education Sales Contract 68

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 91

Objectives and Key Results Pitch GTM Cold Call 91

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

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.” ” Brands were working on transformative GTM efforts pre-pandemic. From my analysis, the significant new GTM investments we saw led to severely diminishing returns.

Go To Market 103

Go To Market GTM Strategize Growth 103

Lead Fuze

NOVEMBER 30, 2021

There are many different go-to-market models in SaaS. What You Need to Know About SaaS GTM Models. 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). Is ABSD for developers like you?

GTM 52

GTM Price Contract Sales 52

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

SaaStr

APRIL 30, 2024

How do you build GTM efficiency in SMB sales? The CRO at Owner, Kyle Norton, shares his learnings and strategies for building better efficiency into your GTM motion at Workshop Wednesday, held every Wednesday at 10 a.m. While this title is SMB-oriented, the advice applies to Mid-Market and Enterprise, too.

Go To Market 96

Go To Market GTM X-functional Objectives and Key Results 96

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

SalesLoft

OCTOBER 21, 2016

From the OG, Account Based Marketing, to the new front man Account Based Sales Development , the lift in annual contract values alone is proof that the targeted approach to customer acquisition is working.As Go-to-Market alignment: segment the ICP by value and align to the GTM (organization, target list, and offers + plays).

Cross-sell 52

Cross-sell GTM Referrals Contract 52

Sales Hacker

SEPTEMBER 11, 2020

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. Conduct an RFP process and negotiate contract terms among the front-runners. The company is past the MVP (minimum viable product) and is showing initial signs of success.

Sell 77

Sell Minimum Viable Product Objectives and Key Results Cross-sell 77

SaaStr

MARCH 31, 2022

Director of GTM Ops, Sapphire Ventures. Rico Mallozzi: So marketplaces are fundamentally changing, go to market motions for a lot of enterprise technology companies. And with that being said, today we’re going to discuss how you assess that, how you become successful on these. Rico Mallozzi, Sr.

Cross-sell 79

Cross-sell Finance Strategize Technology 79

Hubspot

NOVEMBER 21, 2018

Steps for developing a GTM strategy. When your unveiling a new product, the last thing you want is to waste time and resources bringing a product to market where or when it’s unnecessary. But first, what is a go-to-market strategy? What is a go-to-market (GTM) strategy? Pick a sales strategy.

Go To Market 95

Go To Market Process GTM Education 95

SaaStr

MAY 12, 2022

Offering its services as a freemium-based model, CircleCI recognizes driving trials as the cornerstone of a go-to-market strategy for any developer tool. . Jim Rose, CEO of CircleCI, leverages his experience marketing to software developers to discuss the merits of moving from a subscription-based to a usage-based business model.

GTM 94

GTM Product Price Contract 94

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

Sales Hacker

JUNE 16, 2021

Here’s my guess: you’d see a GTM organization working together like a well-oiled machine. They’re all on board – marketing, sales, product, customer success, and executive leaders. Marketing automation tools. Your GTM teams are made up of people, and people are resistant to change how they learn and sell.

GTM 99

GTM Contract Quota CRM 99

Sales Hacker

AUGUST 25, 2023

Now that we’ve officially combined The Sales Hacker newsletter with The GTM Newsletter, we’re almost 60K strong! Thanks for being part of the GTM community. As always, you can catch up on past articles, podcasts and newsletters all in one place at the new home of Sales Hacker: GTMnow.com Thanks for reading The GTM Newsletter!

GTM 52

GTM Contract Cross-sell Account management 52

SaaStr

NOVEMBER 2, 2019

How does Krish think your customer acquisition and GTM strategy has to change with the movement from SMB to enterprise? A classic example is a Shopify selling to, let’s say, contract. Does it have to be in person? What questions reveal the most? How should this data feedback into your product roadmap and pipeline? *

GTM 51

GTM Price Up-sell Product 51

SaaStr

MARCH 22, 2023

Your Commercial Market Will Define You Throughout Lenta’s experiences with these three journeys, he’s learned some key lessons for those looking to do similar. The commercial market you choose to build and offer your customers defines you, yes. But it also defines your GTM efforts. This changed the conversations with customers.

Growth 78

Growth Cross-sell GTM Up-sell 78

Gong.io

JULY 21, 2021

GTM leaders are demanding reliable and predictable growth. That’s why m odern go-to-market teams started aligning those teams a while back. Done well, RevOps means higher revenue and a smoother go-to-market (GTM) process. When those GTM execs ask you, “What is RevOps?” Targeting new markets?

Growth 62

Growth GTM Cross-sell Pipeline 62

Gong.io

SEPTEMBER 9, 2021

I don’t just sell — I coach and direct a go-to-market team.”. Those who dwell in due diligence: Budget approvers, legal/contract reviewers, and procurement analysts . As long as you do it efficiently , you can go deeper with customers, using team-selling as your differentiator. How to win as a team.

Closing 162

Closing Sports GTM Legal 162

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. There we go. So everyone is adjusting their go to market strategy.

GTM 63

GTM Healthcare Pipeline Sales 63

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. Proliferation of marketing and sales technology. 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. That didn’t go so well at all!

Finance 100

Finance GTM Cross-sell SQL 100

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

Outreach

JUNE 3, 2021

Here are the top 10 Unleash takeaways from every angle of our very own GTM team: Harmony Anderson , Senior Director of Demand Generation. Companies are now able to make decisions quicker but they still need to go through the ‘buying’ process. There were so many great nuggets of knowledge that came out of Unleash 2021!

GTM 59

GTM Objectives and Key Results Angle Legal 59

Sales Hacker

FEBRUARY 7, 2018

One of the keys to growth in today’s business model is to identify the most effective and efficient GTM model using a variety of sales and marketing channels. The challenge is that organizations are primarily looking at the result, not using metrics to measure effectiveness and efficiency of each GTM strategy.

Growth 86

Growth GTM SQL Strategic partnership 86

InsightSquared

AUGUST 24, 2018

Annual Contract Value (ACV): Measurement of discounting, indicative of the effectiveness of negotiation. Conversion Rate 7 (CR7/Upsell): Upsell during usage during the length of the contract. The model runs 1,000 prospects through the system with an Annual Contract Value (ACV) of $30,000. Key Takeaways.

SQL 54

SQL Contract Growth GTM 54