Martech

FEBRUARY 18, 2025

AI is driving a radical shift in how go-to-market (GTM) teams navigate an increasingly complex landscape of fiduciary responsibility. Sales, marketing, customer success and channel partnerships are no longer siloed functions that simply execute campaigns and close deals. QBRs) is the leading factor in reducing churn.

GTM 105

GTM Contract Government Legal 105

Hubspot

NOVEMBER 21, 2018

So, here’s my step-by-step guide to building your own go-to-market strategy using the strategies I’ve implemented to build multiple companies throughout the years. But first, what is a go-to-market strategy? What is a go-to-market (GTM) strategy? But first, what is a go-to-market strategy?

Go To Market 101

Go To Market Process GTM Education 101

Sales Hacker

SEPTEMBER 2, 2020

This is where a sales rep physically meets a potential customer to discuss needs, budgets, volumes, prices, requirements, timelines, and other contract details. Companies with small customer counts (10-100) and large annual contract values ($100,000+). Their website doesn’t list prices and only offers product demo.

Inside sales 130

Inside sales Cold Call Contract Price 130

Sales Hacker

FEBRUARY 13, 2020

Transitioning from mid-market selling to enterprise selling isn’t easy. In our first post we focused on how to be product- and market-ready, but that’s still only part of the solution. 1) Marketing: Does your marketing appeal to enterprise orgs? Until we can see a realistic path to contracting, it’s not.

Go To Market 84

Go To Market Up-sell Sales Strategize 84

SaaStr

JUNE 20, 2025

This isn’t just about productivity — it’s about economic disruption : The Agent Economics: Traditional SaaS: $3,500 per employee annually across organizations AI Agents: Can replace entire job functions for <$100/month The math may be devastating for high priced seat-based pricing models 3.

Government 109

Government Legal Engineering Growth 109

Sales Hacker

JUNE 17, 2025

Build the team that builds the company.” – that is part of your go-to-market strategy responsible for growth. Product and Go-To-Market. Product and Go-To-Market. But behind every product launch and revenue milestone is a team – and building that team is one of the hardest and important parts of the journey.

GTM 81

GTM Customers Construction X-functional 81

SaaStr

SEPTEMBER 5, 2022

Secret #2: Pricing. Many product-led companies do not go to market with the right pricing. These pricing frameworks can seem appealing, but they fail to capture the appropriate value in the heavy usage of a product. Each rep is probably sending out multiple contracts per week. Secret #3: Growth & NRR.

Contract 111

Contract Price Growth User Experience 111

SaaStr

JUNE 13, 2025

Higher Willingness to Pay Enterprise customers are demonstrating unprecedented willingness to pay premium prices for AI solutions that augment human capabilities. This compression of time-to-value is fundamentally changing enterprise buying behavior.

Contract 68

Contract B2B Growth Drivers/motivators 68

Sales Hacker

MAY 30, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Shared decision-making on pricing, packaging, and promotions. ACD (average contract duration). If youre looking to scale your sales and marketing teams with top talent, we couldnt recommend our partner Pursuit more.

GTM 104

GTM Cross-sell Pipeline Launch 104

SaaStr

SEPTEMBER 8, 2024

Make sure you know how your customers buy and tailor your go to market strategy and messaging to that. Pricing is always evolving. Be willing to iterate and push the envelope on pricing, and make sure your pricing lines up with your sales process. Get great at list building.

Non-Profits 126

Non-Profits Price Contract Start-ups 126

Highspot

JUNE 19, 2025

It also extends into the B2B world, where go-to-market (GTM) teams—notably, sales, marketing, and customer success—must work in tandem to deliver exceptional experiences across the buyer’s journey through a thoughtful customer engagement model that builds brand loyalty. Did you know?

GTM 52

GTM Customers Cross-sell Contract 52

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. But Not Lower Prices, Usually. Integrations 6.

Price 111

Price Contract Territory Quota 111

SaaStr

FEBRUARY 26, 2025

The 5 Key Things You Need to Know About Modern Go-To-Market Adam Gross, former CEO of Vimeo and Heroku and and veteran of Salesforce and Dropbox joined SaaStr Annual for a deep dive on the evolution of SaaS go-to-market strategies. Why PLG Matters More Than Ever First, let’s talk numbers.

GTM 59

GTM Cross-sell Inside sales Contract 59

Salesforce

SEPTEMBER 27, 2021

Add to that, the company had previously signed a three-year contract with Slack for several thousand users, and five months later, it had blown past that allotment. Their contract was originally in our mid-market segment, but they outgrew our segment lines, which brought them into our enterprise team. see what's new.

Closing 98

Closing Contract Legal Cross-sell 98

Sales Hacker

JULY 29, 2019

Today he’s discussing how to go to market with an enterprise solution. He has a deep background in enterprise sales, and it’s an incredible conversation about how you go to market with a true enterprise solution. Ed is the co-founder and President of Seismic, where he leads the company’s go-to-market efforts.

Go To Market 59

Go To Market Electricity Healthcare Education 59

SaaStr

FEBRUARY 10, 2025

25x’d Revenue and Crossed $100M ARR Apollo.io, an all-in-one go-to-market platform, underwent a significant transformation in its business model that led to remarkable growth. From Sales-Led to Product-Led: How Apollo.io They shifted to a fully self-service model, moving away from the traditional sales-driven approach.

Growth 63

Growth Product A/B testing Strategize 63

CloserIQ

APRIL 8, 2019

Most startups spend more time thinking about the color of their logo than how to price their product. This might sound harsh, but here’s the truth: The color of your logo will not save you if you price your product wrong. Pricing is one of the most important parts of a startup’s sales strategy, but it’s often overlooked.

Price 59

Price Sales Finance Contract 59

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 85

GTM Negotiate Profit margin Contract 85

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 122

Drivers/motivators Trust Legal Finance 122

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 103

GTM Product Price Contract 103

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. However, a certain small subset of companies do run pricing of standard deals through the deal desk as well. What is a Deal Desk?

Legal 85

Legal Contract Price Negotiate 85

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). Unique differentiators.

Objectives and Key Results 103

Objectives and Key Results Price GTM Territory 103

Sales Hacker

NOVEMBER 15, 2017

Average Contract Value. Average Sale/Selling Price. AB Testing (or Split Testing) is an experiment involving two variants, usually for measuring and comparing market response to each. Annual Recurring Revenue (ARR) is the value of contracted, often subscription-based revenues normalized for one calendar year. Gatekeeper.

B2B 105

B2B E-commerce Cold Call Sales 105

Highspot

FEBRUARY 20, 2025

Marketing to connect what your product does to how it solves customer problems with compelling promotions and campaigns. Ensuring they have the same basic understanding of key differentiators, pricing, company offers, different sales techniques, and GTM strategies enables them to drive sales just as well as your direct sales team.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Sales Hacker

OCTOBER 7, 2019

What you need to know about go-to-market models in SaaS. B2B SaaS go-to-market (GTM) models range from no-touch, transactional approaches to highly specialized, consultative strategies. Average Selling Price (ASP). Average Selling Price is defined as the average value of your closed won deals. Infographic).

GTM 81

GTM Education Sales Contract 81

SaaStr

APRIL 5, 2024

How to Deal with Pricing in a Hyper-Competitive Environment If you’re in a crowded space, it can feel like a race to the bottom on pricing, but it doesn’t have to be. Do you need to discount to match competitors or buy them out of contracts to compete in this space? Instead, they’re pricing based on the value they provide.

Sell 92

Sell GTM Price Up-sell 92

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. Be sure to offer growth-friendly plans in the form of tiered pricing models (usage or rolling seats) to accommodate their future growth. It’s no longer just an idea.

Sell 100

Sell Minimum Viable Product Objectives and Key Results Cross-sell 100

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. Price and product are only two of many operational GTM levers.

GTM 134

GTM Market share Growth Technology 134

Sales Hacker

APRIL 21, 2022

We changed our product, evolved our marketing programs, and transitioned the sales team. This was all in an effort to increase our average contract value (ACV). The ICP determines decisions across the company from the go-to-market to product strategy. Pricing and Packaging. Product usage. Revenue number.

Cross-sell 102

Cross-sell Legal Contract Price 102

Sales Hacker

FEBRUARY 7, 2018

There are three clear tell-tale signs; INCREASE IN PRICE – Instead of $24,000 in ARR you start winning clients at $48,000 ARR. EXECUTE THE GO TO MARKET PLAN. To meet the growth potential a Go To Market (GTM) plan is imperative. Pursue new accounts for example from SMB to Mid Market to Enterprise.

Growth 99

Growth GTM SQL Strategic partnership 99

SaaStr

NOVEMBER 1, 2022

Pricing/Packaging (PP) is a key component of GTM. 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. This community accelerates learning, shortens feedback cycles and helps build a world-class org. Proximity to customers helps too.

GTM 114

GTM Niche Cross-sell Contract 114

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 77

Niche Price Contract B2B 77

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. The Takeaway There’s only so much you can cut.

GTM 67

GTM Growth Profit margin Contract 67

Martech

MAY 28, 2024

With the rise of AI-generated content across all markets, Originality.ai Why it’s valuable Let’s say you’re contracting in some content or your team has to use AI to keep up with the ideal output required for success. So much of what we marketing folks focus on in demand generation relies on creative and visual elements.

GTM 127

GTM Drivers/motivators B2B Campaign 127

Sales Hacker

FEBRUARY 5, 2019

If you have a product that is absolutely crushing it in SMB/mid-market, you may be tempted to dive straight into the Enterprise market. Who could avoid dreaming of those seven-figure deal sizes, 3-year contracts, and trophy logos? Related: The SaaS Executive’s Guide To Building A Winning Go-To Market Strategy.

Product 66

Product Contract Cross-sell Account management 66

SaaStr

MARCH 22, 2023

You need to marry your go-to-market strategy to specific commercial structures that you, as a SaaS company, decide to offer your customers. At VMware, they priced based on physical CPUs customers chose — a hugely transactional service that constrained growth. This changed the conversations with customers.

Growth 102

Growth Cross-sell GTM Up-sell 102

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 71

Contract Growth Start-ups Closing 71