SaaStr

MARCH 31, 2022

What you’ll see in that cloud spend box is actually Gartner’s 2020 estimate for infrastructure as a service spending for companies, which was $50 billion. And if you also look at the platform as a service category, that’s also an additional $50 billion of spend, and that’s typically with those same vendors.

Cross-sell 78

Cross-sell Finance Strategize Technology 78

Highspot

APRIL 2, 2020

Growth forecasts of sales territories. Planning and strategizing go-to-market plans. Business intelligence services. Contract lifecycle management. Formulation and evaluation of sales incentive and compensation plans. Sales process optimization and lead management. Implementation and administration of sales tools.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

criteria for success

APRIL 1, 2020

How long will regional lockdowns last? You need to know what you’re going to market with and why people should want to buy it. Consider both industry and regional factors. Remember that it’s ok to prospect and you’re doing yourself, your company, and the economy as a whole a service by doing so.

Sell 97

Sell Prospecting Up-sell Territory 97

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

From her advice on how to not be ‘that guy’ to what she learned while forging her own path through uncharted startup territory, there’s plenty of food for thought and discussion to be found throughout. Not fun, but in one of our offices, we didn’t have a cleaning service so yeah, it got gross.

Start-ups 110

Start-ups Gaming Up-sell Contract 110

Sales Hacker

SEPTEMBER 30, 2019

Vikas Bhambri: Kustomer is a SaaS technology company helping leading customer service brands like UNTUCKit, Paddle, Anomaly, and Bulletproof to leverage our customer service platform for their contact center agents to deliver a reimagined approach to customer service. So this was a great learning environment.

Engineering 50

Engineering Negotiate Technology Technology 50

SaaStr

MAY 27, 2020

So people were paying people to take their futures contracts. That means specifically they’re going to cancel contracts. And that means they’re going to renegotiate prices for tools that they deem essential. I think most SaaS startups haven’t seen the full effects of what you’re going to see.

Finance 79

Finance Government Price Contract 79

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

AUGUST 8, 2019

So, you’ve got to split your territory between pools of 2,000, 3,000 prospect per person. How you decide on this model and go-to market strategy? What I told you that a success factor for sales for us is not just signing the contract. Andrei B.: So, this clearly has worked very well for you? This is how it happens.

Appointment 43

Appointment Hospitality Sales Inside sales 43

SaaStr

AUGUST 8, 2019

So, you’ve got to split your territory between pools of 2,000, 3,000 prospect per person. How you decide on this model and go-to market strategy? What I told you that a success factor for sales for us is not just signing the contract. Andrei B.: So, this clearly has worked very well for you? This is how it happens.

Appointment 43

Appointment Hospitality Sales Inside sales 43

SaaStr

AUGUST 19, 2020

In a B2B context, you can imagine overlaying the concept of go-to-market fit which really outlines your approach and your playbook at every step of the way from awareness to evaluation, purchase, and then pricing and renewals. White-Glove service, different premium product extensions, and then charge more for that.

E-commerce 101

E-commerce Price Start-ups Growth 101

InsightSquared

JULY 1, 2021

The average dollar value of an annual contract. Average Annual Contract Value. The dollar amount indicated in the contract (excluding any one-time fees) divided by the length of the contract (in years). . A sales leader’s persona is going to be very different from a CRO’s, for example. . Go-To-Market Strategy.

Cross-sell 62

Cross-sell Contract Objectives and Key Results Quota 62

SaaStr

AUGUST 13, 2019

I spent a lot of time talking to CEOs and CROs, exchanging best practices and having conversations about go to market strategies. Local contracts support, which we didn’t have. Local marketing resources, local support resources, localized everything. Myth number three. He has a $10 million business.

Cross-sell 63

Cross-sell Sales Support Growth Up-sell 63

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? David Skok: But our western region didn’t, so they missed planned. Missed the session? Jason Lemkin.

Price 47

Price Cross-sell Up-sell Start-ups 47

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). Your product or service.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

SaaStr

JULY 29, 2022

And it became a massive capital sink, as the company changed its go-to market around five million in revenue. Because it is viral, but is viral like Dropbox as you noted, it is viral like DocuSign and Adobe Sign were when we built it in the early days, when by signing a contract, someone else inherently saw the product.

Price 85

Price Product Start-ups Niche 85

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. Proliferation of marketing and sales technology. 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!

Finance 101

Finance GTM Cross-sell SQL 101

SaaStr

AUGUST 28, 2020

If that was not enough, Hilary is also a Limited Partner in Stage 2 Capital, the venture firm focused purely on go-to-market. If that wasn’t enough, Hilary’s also a limited partner in Stage 2 Capital, the venture firm focused entirely on go-to-market. I really do so appreciate that. And I fell in love with it.

Sales 65

Sales Start-ups Meeting Follow-up 65

Sales Hacker

NOVEMBER 15, 2017

Average Contract Value. AB Testing (or Split Testing) is an experiment involving two variants, usually for measuring and comparing market response to each. Accounts Payable refers to an accounting entry denoting the amount of short-term monetary obligation your company owes its suppliers, vendors and other service providers.

B2B 99

B2B E-commerce Cold Call Represent 99

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

The Lost Book of Sales

JULY 12, 2021

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. You need to have earned a reputation for quality and service.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SaaStr

MARCH 12, 2019

As for Erica, under her CRO role, she leads all go-to-market functions including Marketing, Sales, Operations, Customer Success, Services, and Support. As for Erica, under her CRO role, she leads all go to market functions including marketing, sales, operations, customer success, services, and support.

Contract 66

Contract Sports Cross-sell Start-ups 66

Hubspot

AUGUST 8, 2019

That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Revenue by territory. Revenue by market. Average contract value (ACV).

X-functional 96

X-functional Quota Cross-sell Contract 96

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 54

Cross-sell Up-sell Start-ups Engineering 54

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. EXECUTE THE GO TO MARKET PLAN. To meet the growth potential a Go To Market (GTM) plan is imperative.

Growth 88

Growth GTM SQL Strategic partnership 88

Sales Hacker

DECEMBER 8, 2020

Having founded his first company at age 15, Luke Rogers, now VP: sales at Instabase, is determined to turn the world of technology upside down in more ways than one, a passionate believer that experiences is the least important quality when building an elite go-to-market team. The world of tech sales must become a more diverse place.

Sales 100

Sales E-commerce Technology Technology 100

Salesforce

MAY 2, 2022

This year, we’re adding 13 new names to our top-tier cohort, featuring experts in go-to-market strategies, diversity and inclusion, mental health, productivity, and revenue growth in our digital-first world. Think about folks from different industries, regions, and educational backgrounds. Follow her on LinkedIn.

Gaming 98

Gaming GTM Consult Sales 98

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. Among its differentiators are machine.

Customers 20

Customers Tradeshows Technology Technology 20