SaaStr

SEPTEMBER 5, 2022

Product-led growth (PLG) companies have become a major trend in the world of SaaS over the last few years. These companies are characterized by being product-led; in other words, conversion, retention, and growth are led by the product itself. Going from sales-led to PLG is doable, but it is not easy. Secret #2: Pricing.

Contract 99

Contract Price Growth User Experience 99

SaaStr

DECEMBER 21, 2023

Their product increases enrollment and utilization while reducing employee costs and providing a substantially better experience. #2. By the time companies get to Series B, they’ve figured out their product-market fit but they still haven’t scaled. What’s your most recent disclosed investment? Why did you do the deal?

Gambling 90

Gambling GTM Legal Contract 90

Sales Hacker

DECEMBER 1, 2023

Most often, it comes down to go-to-market (GTM) execution. Behind the Curtains of 2 Companies Killing It Take a peek behind the curtains at some of the go-to-market strategies and tactics behind these two companies excelling despite challenging times Owner : Behind the curtains Year-to-date in 2023 (11 months) Owner has grown 2.6X

GTM 89

GTM Contract Represent CRM 89

Lead Fuze

DECEMBER 1, 2021

SMB and mid-market businesses may be tempted to go straight into the Enterprise market. Those deals are large, with 3 year contracts and prestigious logos. I have seen organizations that were successful in their product enterprise website, but I’ve also worked with ones who failed to make the transition.

Product 40

Product Account management Contract Price 40

SaaStr

APRIL 23, 2023

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: A Look Back: Slack at $30,000,000 in ARR 5 Interesting Learnings from Asana at $600,000,000 in ARR Is the Employer-Employee Social Contract in Tech … Now Broken? Want to Understand SaaS?

Contract 75

Contract Education Go To Market Product 75

Martech

SEPTEMBER 14, 2022

Over 90% of buyers said ease of implementation was a critical factor when it came to the decision to renew a contract. Other important considerations were ROI within six months and ease of use (most contracts were six months or less). There was a smaller increase in preference for value-added resellers. A lack of trust.

Contract 94

Contract B2B Technology Technology 94

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 58

Product Contract Cross-sell Account management 58

SaaStr

APRIL 16, 2023

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: Is the Employer-Employee Social Contract in Tech … Now Broken? Your Marketing Site Really Should Be Even Better Than Your Product Dear SaaStr: How Much Of My Startup Do I Need To Sell In Each Venture Round?

Education 70

Education Contract Go To Market Up-sell 70

Sales Hacker

DECEMBER 21, 2023

Contracted $ARR quadrupled, win rates doubled, and ACV increased by 150%. Several leading indicators contributed here, including product maturity, a better understanding of our customers and competition, and better coordination across sales and marketing. Here are the areas of greatest impact SEs have made at Stytch: 1.

Engineering 99

Engineering Objectives and Key Results Drivers/motivators Teamwork 99

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

FEBRUARY 16, 2024

Sales teams in companies with a focus on product-led growth are rapidly adopting this approach. Anthony Kennada (Founder & CEO of AudiencePlus) highlights how his response was a masterclass in product-oriented content in this post. For marketers, the ads were even better though. The output seems impressive.

GTM 94

GTM Quota Construction Contact 94

Gong.io

NOVEMBER 6, 2019

According to Forbes and CB Insights , nine out of 10 startups fail, and the number one reason is no product-market fit. Part of that is the product—the features and functionality you need to achieve product-market fit. The lesser discussed aspect of product-market fit is the market side of things.

Product 48

Product Government Strategize Contract 48

SaaStr

JUNE 22, 2023

At the 9th ever SaaStr Annual, ~200 of the best and hottest companies on earth will go BIG as partners/sponsors. At Rattle , we are redefining the way revenue teams and leaders interact with their go-to-market systems! We empower companies of all sizes to pay and manage full-time and contract workers around the world.

Contract 77

Contract Engineering Trust Technique 77

Sales Hacker

SEPTEMBER 29, 2020

Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. They sell that product to general councils, operations teams, and deal desks. They sell that product to general councils, operations teams, and deal desks. What is LinkSquares?

Contract 108

Contract X-functional Objectives and Key Results Legal 108

Sales Hacker

MAY 27, 2019

After 16 years at IBM, Scott has learned a thing or two about assessing marketing strategy and how effective your product is. How to focus on the “how” of your product. How to assess your go to market strategy. I’m just going to tell my company here’s what we need to do to get that order.

Product 60

Product Objectives and Key Results Up-sell Contract 60

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. Incentives for multi-year contracts are another tactic.

GTM 64

GTM Growth Profit margin Contract 64

Sales Hacker

SEPTEMBER 2, 2020

They do this by first identifying and focusing on the sales motions that are best for their product, team, and customer. 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 complex or custom-tailored products.

Inside sales 109

Inside sales Cold Call Contract Price 109

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. Long-Term Contracts 8. I Was Wrong.

Price 91

Price Contract Territory Growth 91

Heinz Marketing

MARCH 28, 2023

By Payal Parikh , VP of Client Services at Heinz Marketing Most of us marketers have a generic idea of who our ideal customer is, and it’s crucial to communicate this information to everyone in the go-to-market (GTM) teams. When was the last time you defined your business’s Ideal Customer Profile (ICP)?

GTM 107

GTM Contract Clients Consult 107

SaaStr

APRIL 5, 2024

What they did for marketers, Apollo is trying to do for sales. For Apollo, Leandra’s sales model is built around a Product-Led Growth (PLG) motion. Apollo’s product actually gets better with scale, so they have a community with millions of free users unlocking that network effect. How do you do that? No, you don’t.

Sell 75

Sell GTM Price Up-sell 75

SaaStr

JANUARY 6, 2023

On any given day, the enterprise buyer has many priorities that will come before your product, and those priorities may not be what you expect. He’ll dig into real-world examples for reducing friction in sales, product, and customer success. “Go-to-market innovation today is significantly undervalued.”

Legal 52

Legal Prospecting Customers Contract 52

Gong.io

DECEMBER 14, 2022

Sales reps don’t waste time chasing low-quality leads that won’t close or whose annual contracts are barely worth their time. Achieve higher annual contract value (ACV). You’ll generate fewer deals when you use target account selling, but those deals will have a significantly higher annual contract value than previous deals.

Sell 62

Sell Cold Call Contract GTM 62

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. . What is your total addressable market?

Drivers/motivators 108

Drivers/motivators Trust Legal Finance 108

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.

Niche 57

Niche Price Contract B2B 57

Highspot

DECEMBER 12, 2023

The more reps use your enablement platform, the more they’ll realize its impact on their productivity, and the more leaders will see its value in driving sales outcomes. “It’s about being able to prove value back to my boss,” said Allyson Moellenhoff, director of product marketing at Kalderos Inc.

Contract 59

Contract Pipeline Drivers/motivators Technology 59

SaaStr

JANUARY 5, 2022

We restructured all of our messaging around our Content Cloud to create a simplified go-to-market message that says what it does, and does what it says. The product roadmap aligned with this messaging, too. Make the move to multi-product. Go big or go home.

Growth 104

Growth Contract Up-sell Product 104

InsightSquared

MARCH 6, 2018

They’ll ensure guidelines are properly adhered to and contracts are being executed, all while simultaneously working to eliminate barriers that slow down the contracting process. This means that sales ops will build a comprehensive tech stack (prospecting tools, email tracking, dialers, contract automation, etc.)

Contract 119

Contract CRM Territory Sales 119

SalesLoft

JANUARY 16, 2024

But the reality for most go-to-market teams is that only about a third of that is spent engaging customers and prospects. It’s the ultimate word of mouth and reputation building that helps sales teams continue to push your products and services to new heights. So what’s happening during the other two-thirds of those hours?

Trust 52

Trust Up-sell Contract Technology 52

Sales Hacker

SEPTEMBER 23, 2019

We hear his best practices on developing a sales team, measuring rep productivity, why companies should lead with their product first, and what the sales team’s responsibility is inside of a product-led go-to-market strategy. Kevin’s rep productivity model. Why rep productivity is the output, not the input.

Product 52

Product Pipeline Engineering Cross-sell 52

Sales Hacker

JUNE 16, 2021

They’re all on board – marketing, sales, product, customer success, and executive leaders. The mandate for sales enablement is to increase the effectiveness of their go-to-market (GTM) strategy by providing coaching, training, and introducing sales enablement platforms and tools. How do they do it? What is your timeline?

GTM 101

GTM Contract Quota CRM 101

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

SaaStr

NOVEMBER 1, 2022

Companies, especially those with an undifferentiated product, may want to think strategically about the evolution of their respective category and the path towards building a platform. . 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.

GTM 85

GTM Cross-sell Niche Strategize 85

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. In Today’s Episode We Discuss: * How Rob made his way into the world of SaaS as a product manager and how that led to his founding Salsify over 8 years ago. *

E-commerce 102

E-commerce Manufacturing X-functional Retail 102

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. They asked themselves, “what if we moved to some motion of licensing contracts?” Instead of selling products, they were selling aspirational concepts and business value.

Growth 79

Growth Cross-sell GTM Up-sell 79

SaaStr

DECEMBER 7, 2020

Gainsight – Build Products Your Customers Will Love with User Analytics and In-App Engagement. . We understand a lot is evolving when it comes to product best practices and product-led growth initiatives. At Gainsight, we are helping product leaders from companies of all sizes turbocharge their 2021 product strategy. .

Contract 62

Contract Growth Start-ups Service 62

Martech

OCTOBER 11, 2021

She has had a front-row seat for the evolution of those roles during a period when B2B go-to-market has become less transactional and more focused on long-term customer engagement. From account management to customer success. She looked back at her Cision days, which concluded in 2015. Stepping up to customer love.

Customers 97

Customers Account management Real Estate Contract 97

Gong.io

SEPTEMBER 9, 2021

I don’t just sell — I coach and direct a go-to-market team.”. This guy has been to more president’s clubs than Alaska Airlines, but I couldn’t help but wonder… is team selling really that important? Here’s who’s typically involved in the evaluation process: End users and influencers: People who will use the product/service.

Closing 162

Closing Sports GTM Legal 162