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

SEPTEMBER 11, 2020

VCs are always on the lookout for the next Lyft, so they strategically partner with founders who they believe will provide them with a 10X return. 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. It’s no longer just an idea.

Sell 79

Sell Minimum Viable Product Objectives and Key Results Cross-sell 79

SaaStr

MARCH 1, 2019

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 46

Contract Price Commission Conversion 46

SBI

FEBRUARY 25, 2020

80% of B2B buying decisions are based on a buyer’s direct or indirect customer experience, and only 20% is based on the price or the actual offering. One-to-one peer recommendations, original research, and product reviews are the most influential content in affecting purchase decisions (Content Marketing Institute and SmartBrief).

Customers 49

Customers Strategize Cross-sell B2B 49

SaaStr

MAY 27, 2020

Anyone who studied economics will know when supply greatly exceeds demand, prices drop. This is an example just of the oil market compared just from April 2019 to April 2020. Many of you may have noticed this past week, actually oil future prices went negative. So people were paying people to take their futures contracts.

Finance 77

Finance Government Price Contract 77

ConversionXL

APRIL 7, 2021

In that case the amount of money a customer pays you is low, but you sell at a higher volume so you sell more but at a lower price. The way you sell & market will be different. In this scenario, the customer is paying a few hundred thousand ($100,000+) but you have a low volume, high ticket price + addons.

GTM 98

GTM CRM Cross-sell Cold Call 98

SaaStr

FEBRUARY 1, 2019

What does Amanda mean when she says “pricing is made up of 3 components?” Where does Amanda believe most people go wrong with pricing? Is there such thing as no man’s land in SaaS pricing? How does Amanda think the go-to-market has to change with every stage of development? What are the challenges with this?

Customers 42

Customers Price Cross-sell Start-ups 42

SaaStr

AUGUST 20, 2020

We had so many inbound referrals, and in terms of recruiting and hiring, people knew that there were a lot more roles on the go-to-market and business side. I’m really intrigued how sales works with marketing on the high ACV, heavy enterprise deals. It wasn’t just engineering, product, and design roles.

Sales 77

Sales Price Quota Start-ups 77

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 96

Go To Market Process GTM Education 96

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. And why are gas prices going up right now? Enter your email below for the latest SaaStr updates. Subscribe Please do not fill in this field.

Pitch 91

Pitch Conversion Sales Territory 91

The Lost Book of Sales

JULY 12, 2021

A high-level perspective It is not uncommon for a high-tech company to announce a modest shortfall in its quarterly projections and incur a 30 percent devaluation in stock price on the following day of trading. High-tech innovation and marketing expertise are two cornerstones of the U.S. Pragmatists are reasonably price-sensitive.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

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 Negotiate Profit margin Contract 74

Lead Fuze

JANUARY 1, 2022

If you dont see this as a strategic investment, it might be difficult to listen and understand the feedback from your sales team. As it turns out, there are a lot of outside services that can be contracted to do your marketing. Price is just one of them. Sales Development Representatives secure such a meeting.

Commission 52

Commission Territory Sales Objectives and Key Results 52

SaaStr

AUGUST 13, 2019

But it’s also undeniable that going up market means your company will get pulled. You may actually have to pricing differentiate. You may actually need to build a sales team that can serve up market. And unfortunately by the time we got to the CIO’s, we were heavily price negotiated. Myth number three.

Cross-sell 61

Cross-sell Sales Support Growth Up-sell 61

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. What’s the go to market motion look like? What does pricing and packaging look like?

Account management 96

Account management Engineering Launch Start-ups 96

SaaStr

MAY 10, 2019

Currently growing 100% year over year, working with companies to un-silo their operations and create one strategic revenue ops team to support their Go To Market strategy. In the past, Go Nimbly has helped companies like Zendesk, Twilio, PagerDuty and Coursera to achieve alignment and increase revenue by 26%. . *

X-functional 52

X-functional SQL Pipeline GTM 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

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). A best-in-class onboarding program.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

SaaStr

JUNE 3, 2020

The company went public in 2009 and was acquired by Yahoo in 2012 for $270m, a 50% premium on existing share price. The company went public in 2009, and was acquired by Yahoo in 2012, for $270 million, a 50% premium on the existing share price. Why did Michael make the move to CRO 8 months ago? Just some quick context.

Pipeline 70

Pipeline Meeting Start-ups Up-sell 70

SalesLoft

JUNE 20, 2019

I also mentioned that John’s firm is a key strategic partner to SalesLoft, he does train us and we do recommend him to many of our customers. So it wasn’t even like I could negotiate on contract, my price is my price. John, welcome to the show. John: Hey Jeremey, thanks for having me. I appreciate it. .’

Territory 63

Territory Sales Construction Manufacturing 63

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

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 99

B2B E-commerce Cold Call Represent 99

SaaStr

AUGUST 26, 2022

So any best practices around, do you just go higher because you need bigger budgets, or do you go lower and split up the solutions so you get your foot in the door? First is strategic, and then the tactical. The strategic thing is for everyone, it is true, but in most cases and these freezes are new.

Quota 80

Quota Growth Product Closing 80

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? Your data and analytics won’t help you make bold, strategic plans.

Growth 62

Growth GTM Cross-sell Pipeline 62

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. It’s a more strategic, creative sale.

Legal 88

Legal Cross-sell Contract Price 88

SalesLoft

JUNE 21, 2022

I suggest creating a simple spreadsheet that outlines: Sales technologies : Vendor, price, contact information, average onboarding time, etc. Your legal and finance teams are likely reviewing and negotiating vendor contracts. Multiple contracts to negotiate and manage. That’s right, it isn’t just a revenue issue.

Negotiate 52

Negotiate Legal Finance Technology 52

SaaStr

OCTOBER 22, 2020

But I think the ultimate test of that, you want to launch when you know you have repeatability in your go-to-market. Harry Stebbings: Can I ask in terms of the measurements in that pipeline, I always believe that it has to be tied, when you’re measuring marketing team success, it has to be tied directly to a revenue number.

Pipeline 66

Pipeline Cross-sell Launch Start-ups 66

SaaStr

JANUARY 28, 2020

They’re just going to cut spending, especially if you are in kind of like media, or advertising, or short term marketing. This rep, this seasoned rep, he refused to give my head of marketing a demo. It’s because we’re not thinking about the overall go to market and saying what’s important for us.

Growth 82

Growth Promote Engineering Up-sell 82

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 89

Growth GTM SQL Strategic partnership 89

Gong.io

NOVEMBER 11, 2019

They know what customers like you, what customers hate you, what your price points are. And if you don’t use that to your advantage, you’re going to lose a lot more than you win. . You know, selling today, the buyers have become more complex. 70% of the buyer’s journey is done before the sales rep shows up. So they know who you are.

Pipeline 48

Pipeline Start-ups Contract Up-sell 48

SBI

NOVEMBER 7, 2019

Join us for “From Vendor to Strategic Partner: Uncovering Insights to Generate Customer Value” webinar. ZoomInfo powered by DiscoverOrg is a powerful sales prospecting and go-to-market solution for salespeople, marketing, and even C-Level execs. Think how effective it would be. Video Reviews. Account Planning.

Customers 20

Customers Tradeshows Technology Technology 20

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 101

GTM Drivers/motivators B2B Campaign 101