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? * Where do most startups go wrong both in hiring for partnerships and in the engagements themselves? How important is it to own the entire customer journey? At what scale does that become impossible?

X-functional 53

X-functional Start-ups Drivers/motivators Go To Market 53

Gong.io

JULY 21, 2021

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. Boosting annual contract values? Targeting new markets? How can we rationalize our use of tools across different go-to-market teams?

Growth 62

Growth GTM Cross-sell Pipeline 62

SaaStr

MAY 27, 2020

Maybe you want to launch a business. So people were paying people to take their futures contracts. Well, in a booming market, executives are paid to innovate. Executives at companies are told, engage with startups, launch new initiatives, be first to market. It all begins with an idea. FULL TRANSCRIPT BELOW.

Finance 78

Finance Government Price Contract 78

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. You just go copy. Go copy ZoomInfo. Go copy anything. And they trusted people.

Account management 97

Account management Engineering Launch Start-ups 97

SaaStr

OCTOBER 22, 2020

Harry Stebbings: Can I ask, how do you feel about the build in public marketing strategy that a lot of companies are pursuing, where they’re aggressively telling the story, trying to category create, and in a lot of cases, pre-product and pre-product launch to build the community and that engagement within the community.

Pipeline 67

Pipeline Cross-sell Launch Start-ups 67

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 20, 2020

As for Kyle, prior to Figma he spent over 5 years at Dropbox achieving some incredible milestones including launching and scaling the Austin, Texas office from 3 to 80 people and being responsible for growing Dropbox’s leading partner ecosystem. I’m really intrigued how sales works with marketing on the high ACV, heavy enterprise deals.

Sales 78

Sales Price Quota Start-ups 78

The Lost Book of Sales

JULY 12, 2021

Being sales vs. market driven when crossing the chasm. Launching the invasion. They sometimes even seek them out even before a formal marketing program has been launched. The problem goes beyond pitches and positioning, though. How does the "D-Day" strategy help companies cross the chasm? Define the battle.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SaaStr

NOVEMBER 22, 2019

Almost like in the meeting with the pitch meeting itself. 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. Like all first emails or follow up emails or rejection emails.

Start-ups 63

Start-ups Customers Objectives and Key Results Growth 63

SaaStr

JUNE 28, 2019

What is the right way to present that when pitching VCs? Where do many founders go wrong in how they present and discus ACVs with investors? Common go-to-market myths and lessons. ” How do you respond to the common VC statement of, Ah, such small ACVs, the difficulty with the go to market?

Price 46

Price Cross-sell Up-sell Start-ups 46

SBI

NOVEMBER 7, 2019

ZoomInfo powered by DiscoverOrg is a powerful sales prospecting and go-to-market solution for salespeople, marketing, and even C-Level execs. DiscoverOrg and ZoomInfo Merge Brands to Launch Innovative B2B Data Platform To Power Go-To-Market Success. Prospect Intelligence. Video Reviews. Prospect Engagement.

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? But you look at what’s going on in enterprise now, if some person, a manger of a department, brings in a SaaS vendor without an InfoSec check, they’re going to be fired. What is that founding moment? * Do they really mean anything?

Cross-sell 53

Cross-sell Up-sell Start-ups Engineering 53