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. Target market identification.

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

Cience

NOVEMBER 6, 2019

The most important thing about any go-to-market approach is the buyer and the buying process. It’s the seller’s responsibility to adapt its approach to the market ; it’s not the market’s responsibility to adapt to any company. What are the key requirements in developing an effective multi-channel go-to-market effort?

Retail 42

Retail Manufacturing Price Up-sell 42

SalesLoft

JUNE 20, 2019

What can Toyota Lean Manufacturing teach us about sales performance? So it wasn’t even like I could negotiate on contract, my price is my price. At first, I was trying to do what every other sales rep at Xerox was doing, which was just go flip copiers. Why should you approach hiring as a pipeline activity?

Territory 63

Territory Sales Construction Manufacturing 63

Heinz Marketing

MARCH 29, 2021

But also I remember a lot of explicit conversations from 12 months ago talking to go-to-market leaders, especially in some of our manufacturing industrial clients saying like, what am I going to do? I got reps that are used to going to someone’s office with a box of samples. Yes, no, okay, great.

Pipeline 124

Pipeline Sales Gaming Up-sell 124

SaaStr

NOVEMBER 21, 2020

398: Rob Gonzalez is the Co-Founder & CMO @ Salsify, empowering brand manufacturers to deliver the product experiences consumers demand at every point in their buying journey. So if you think about just a manufacturer and you’re making a toy, you might sell it direct to consumer on your own website.

E-commerce 103

E-commerce Manufacturing X-functional Retail 103

Sales Hacker

JANUARY 13, 2021

Enterprise original equipment manufacturer (OEM) software is when one software company (the licensor) licenses its software to another software company (the licensee). One OEM contract can give thousands or tens of thousands of end-users access to the licensor’s software. Understanding enterprise OEM software. OEM deal structure.

GTM 74

GTM Negotiate Profit margin Contract 74