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

Sales Hacker

FEBRUARY 7, 2018

Previously they may have only spent $1,000 when buying a SaaS service online. Now the services have matured where buyers are spending 20x in online services is relatively comfortable. HIT THE LAUNCH WINDOW. How do you know when you are in a launch window? Tell tale signs of being in the launch window.

Growth 87

Growth GTM SQL Strategic partnership 87

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

Sales Hacker

DECEMBER 21, 2017

Contract Lifecycle Management. Contract Management. Business Intelligence Services. Contract Lifecycle Management. When ARR consistently exceeds $10 million, then a separate unit managed by a new Sales Operations Director may be launched. Customer contract life cycle management. Process and Performance.

Territory 89

Territory Non-Profits Contract Quota 89

Heinz Marketing

JANUARY 10, 2020

There’s no doubt analyst relationships (with firms such as Gartner, Forrester and the like) hold considerable influence over industries and buyers in numerous industries – IT, financial services, sales and marketing and much more. Looking for market insights from those already deeply embedded with history and perspective?

Referrals 47

Referrals Negotiate Contract High impact 47

Sales Hacker

APRIL 21, 2021

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! I turned to sales for a technical recruiting agency and project management services. A sales rep has won over a new customer.

Finance 101

Finance GTM Cross-sell SQL 101

Gong.io

JANUARY 5, 2019

Rackham and his team found that the top salespeople rarely pitch their products or services. Up-Front Contracts : Agree on a plan with the buyer to ensure you secure the next step in the sales cycle. Market Intelligence: What’s happening in this market? Step 2: Sales Methodology Training and Launch.

Pitch 131

Pitch Sales Up-sell Contract 131

SBI

FEBRUARY 25, 2020

Your company: is launching a new product/service offering. Beta or early-adopter customers logically represent the tip of the arrow of your go-to-market efforts, but only if that’s been planned. Renewal rates are certainly important, but a customer advocate is worth multiples of their annual contract value.

Customers 49

Customers Strategize Cross-sell B2B 49

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 76

Finance Government Price Contract 76

SaaStr

MAY 8, 2020

Harry Stebbings: In terms of optimizing the onboarding, often for enterprise it can be a launch part, coaching, professional services, very much in-person, high touch, where the team really comes in and spends time on site. How do you think that high touch professional services onboarding changes in a COVID world?

Cross-sell 69

Cross-sell Contract Start-ups Up-sell 69

SaaStr

MARCH 19, 2019

Then on the go to market side just over 40% of new ARR comes indirectly around the world through partners. I’m happy to talk about both of those as we go through this session. I run platform marketing at Slack. Our hope when we launched the platform, and you can actually look up this blog post.

Engineering 47

Engineering Launch Contract Start-ups 47

SaaStr

NOVEMBER 19, 2021

Doug Landis, Growth Partner at Emergence Capital shares his expertise on the art of business conversations and how your customers should inform your go-to-market messaging. What that means is you need to know the industry that you service and you serve and you support inside and out everything about the industry. Is it growing?

Pitch 92

Pitch Conversion Sales Territory 92

SaaStr

JULY 28, 2021

I’m also a serial launch entrepreneur. Not fun, but in one of our offices, we didn’t have a cleaning service so yeah, it got gross. You have to do all of that while you are selling all the time, while you are cheerleading, and while you are dealing with the stress of whether or not it’s going to work.

Start-ups 108

Start-ups Gaming Up-sell Contract 108

SaaStr

JANUARY 10, 2020

Prior to Crossbeam, Bob founded Stitched, a powerful ETL service built for developers that was acquired by Talend in 2018. In terms of replacement, what does Bob believe will be the emerging trends in SaaS Go To Market that will replace it? * How important is it to own the entire customer journey? Kind of solve the problem.

X-functional 52

X-functional Start-ups Drivers/motivators Go To Market 52

SaaStr

JUNE 16, 2020

Matt Garratt: All of our mid-market business and we are going to be talking about how our portfolio companies and how Salesforce ventures, and how Salesforce is shifting our go to market strategies during these very uncertain times and really excited to have Adnan here, one of the best sales leaders I’ve ever had the privilege of working with.

GTM 63

GTM Healthcare Pipeline Sales 63

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 66

Pipeline Cross-sell Launch Start-ups 66

The Lost Book of Sales

JULY 12, 2021

Being sales vs. market driven when crossing the chasm. Launching the invasion. By being the first to implement this change in their industry, the early adopters expect to get a jump on the competition, whether from lower product costs, faster time to market, more complete customer service, or some other comparable business advantage.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SaaStr

NOVEMBER 2, 2019

Billion story from its launch in 2008 to its 2018 acquisition by Recruit Holdings. A classic example is a Shopify selling to, let’s say, contract. How do you think about services revenue streams today in SaaS, especially when scaling into enterprise? That’s the beauty of that business.

GTM 50

GTM Price Up-sell Product 50

SaaStr

AUGUST 8, 2019

We are online booking solution for patients, and for doctors, what we do is that we have a full software for doctors that does booking management, patients CRM, doctor-to-doctor collaboration, and also recently launched a video conservation in France. How you decide on this model and go-to market strategy? Andrei B.:

Appointment 42

Appointment Hospitality Sales Inside sales 42

SaaStr

AUGUST 8, 2019

We are online booking solution for patients, and for doctors, what we do is that we have a full software for doctors that does booking management, patients CRM, doctor-to-doctor collaboration, and also recently launched a video conservation in France. How you decide on this model and go-to market strategy? Andrei B.:

Appointment 42

Appointment Hospitality Sales Inside sales 42

SaaStr

MAY 15, 2020

So, our products and services are around how can we help companies utilize open source more effectively, more securely, more responsibly, as well as contribute. Harry Stebbings: How do you think about professional services, and the challenges that naturally occur in terms of delivering that in a COVID world? . Bridget Gleason: Right.

Trust 76

Trust Start-ups Customers Up-sell 76

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

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

JUNE 28, 2019

Common go-to-market myths and lessons. Harry Stebbings: So first I want to start on the matter and if we hear ACV so much, average contract value, just how important is it and is it the most important metric? ” How do you respond to the common VC statement of, Ah, such small ACVs, the difficulty with the go to market?

Price 45

Price Cross-sell Up-sell Start-ups 45

SaaStr

NOVEMBER 22, 2019

Travis Bryant: So I was in services at a software company and then had this pivot point to go either into product management or into sales and sales engineering. It doesn’t matter if you’re in marketing, sales, customer success, services, everyone is thinking about how we achieve that manifest destiny with the customer.

Start-ups 62

Start-ups Customers Objectives and Key Results Growth 62

SaaStr

JULY 19, 2019

250: Peter Yared is the Founder & CEO @ InCountry, the startup that allows you to operate globally with data residency as a service meaning they store your mission-critical data in it’s country of origin, without compliance. Why is it no longer to come into large enterprises with a small contract and expand?

Cross-sell 52

Cross-sell Up-sell Start-ups Engineering 52

SaaStr

DECEMBER 12, 2020

And it was just an awesome launching pad. Like picking early on as a company which type of direction you want to go, is important because if you’re not very decisive on that, you bring on a sales team, but you’re not actually driving the product in that direction, they’re probably not going to be successful.

Customers 65

Customers Strategize Start-ups Growth 65

Martech

MAY 28, 2024

Marketing automation and CRM 1. HubSpot HubSpot integrates marketing automation, customer service, sales and operations software into a single solution. With the rise of AI-generated content across all markets, Originality.ai I’m a huge fan of this platform (although I wish they’d notify us before updates happen).

GTM 100

GTM Drivers/motivators B2B Campaign 100