Sales Hacker

NOVEMBER 14, 2023

He was one of the first few reps hired at Yammer to sell into the Fortune 500, responsible for closing some of their largest, 7-figure contracts. Prior to Klaviyo, Sean served in enterprise sales roles at Localytics, Yammer (acquired by Microsoft for $1.2B) and SuccessFactors (IPO & acquisition by SAP for $3.4B).

GTM 119

GTM Growth Referrals Contract 119

Martech

SEPTEMBER 14, 2023

Continuing to navigate the “next normal” world, marketing and GTM teams have been under new pressures due to inflation, talent shortages, slowing economic conditions, possible renewed COVID restrictions, and the digital transformation hangover. Price and product are only two of many operational GTM levers.

GTM 135

GTM Market share Growth Technology 135

Sales Hacker

FEBRUARY 3, 2025

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. S-Curve Bets: Three experiments designed to unlock future growth beyond the current year.

GTM 67

GTM Objectives and Key Results Quota Real Estate 67

Sales Hacker

FEBRUARY 7, 2018

In this blueprint, we provide insight into where growth comes from and how to structure your sales approach to capture that growth. Traditional Sales Growth vs SaaS Sales Growth. Historically, growth of a sales team was based on the revenue starting with $0M on day 1 of the year. SaaS Growth Rate.

Growth 100

Growth GTM SQL Strategic partnership 100

Sales Hacker

MARCH 25, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Ray Smith is the VP of AI Agents at Microsoft. Which skills will matter most in an agent-first world (hint: think like a GM or growth hacker). GTM 139 Episode Transcript Scott Barker: Hello, and welcome back to the GTM podcast.

GTM 67

GTM X-functional Start-ups Relationship building 67

Sales Hacker

NOVEMBER 10, 2023

Contract renewal dates. A spotlight falls on customer loyalty, an influential force on the revenue secured during contract renewals. Wes Yee (Head of Growth at Flex ) provides examples: If they mention a recent trip to NYC – send them Levain cookies. Growth Engineer at Coast – more details here.

Intrinsic 121

Intrinsic GTM Customers Contract 121

SaaStr

MARCH 22, 2023

Scaling Early-Stage to Hyper-Growth Companies With Ed Lenta, SVP and GM of Databricks Back in the early 2000s, people didn’t entirely accept that a virtual machine could be as good as a physical one. Is there a recipe or formula that will predict the success of a pre-growth, high-potential company? But it also defines your GTM efforts.

Growth 103

Growth Cross-sell GTM Up-sell 103

SaaStr

OCTOBER 16, 2020

This is a big part of Hubspot’s GTM, and of many in the Shopify ecosystem. No one ever got fired here for deploying a market leader … Long-Term Contracts. But getting customers to sign 3+ year contracts does work. You can buy out these contracts, and break them. But 3-year contracts are a partial moat.

Contract 145

Contract GTM Trust Customers 145

Martech

FEBRUARY 7, 2025

Done right, its your catalyst for sustainable growth, propelling you to long-term profitability and customer success. Dig deeper: How to develop a winning B2B ideal customer profile Formula 2: The catalyst has to become integral to the way you go to market Your ICP must also be embedded in every aspect of your go-to-market (GTM) strategy.

GTM 79

GTM B2B Drivers/motivators Manufacturing 79

Sales Hacker

DECEMBER 1, 2023

Most often, it comes down to go-to-market (GTM) execution. Owner has created the ultimate recipe for growth: Acquisition x Churn x Deal Size = Increasing Acquisition Rate Decreasing Churn Growing Deal Size Driving a super efficient BDR motion powered by great data. How are they doing it? Is it their vertical? with great economics.

GTM 117

GTM Contract Represent CRM 117

SaaStr

JULY 20, 2024

It’s essential to take a step back, slow down in terms of consecutive hiring, and ensure you’re working with third-party providers to find the right talent, especially on the GTM and technical side. Aligning and Scaling the GTM Engine One of the core functions when hiring talent is engineering, product, and design. How do you do that?

GTM 119

GTM X-functional Engineering Referrals 119

Martech

JULY 3, 2023

” Brands were working on transformative GTM efforts pre-pandemic. From my analysis, the significant new GTM investments we saw led to severely diminishing returns. They shared our long-term GTM mindset and that helped to make them resilient through the pandemic. And all this at record high costs.

Go To Market 116

Go To Market GTM Strategize Growth 116

Highspot

FEBRUARY 20, 2025

By aligning go-to-market (GTM) teams under one shared knowledge base, you equip each functionsales, marketing, customer support, and others to seamlessly collaborate, maintain a consistent brand voice, and deliver outstanding customer experiences. Armed with this knowledge, teams can drive GTM success.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. Breakthrough moments and experiences can be done through: Product-led growth (PLG).

B2B 121

B2B GTM Cross-sell Cold Call 121

SaaStr

MARCH 7, 2023

Many companies got sucked into the 2021 vortex of a low-interest rate environment and high multiples when they should have focused on growth and efficiency. General Partner of ICONIQ Growth, Doug Pepper, and General Partner and Head of Analytics, Christine Edmonds, joined us for Workshop Wednesday , held live every Wednesday at 10 a.m.

GTM 70

GTM Growth Profit margin Contract 70

SaaStr

NOVEMBER 1, 2022

SaaS has never been bigger, and growth is secular. In 2022, companies are rapidly fixing economics, sometimes even at the expense of growth. Learnings on GTM. Pricing/Packaging (PP) is a key component of GTM. PP could be a strategic enabler of GTM scale up if done well. That’s too tactical.

GTM 117

GTM Niche Cross-sell Contract 117

Sales Hacker

JUNE 16, 2021

Here’s my guess: you’d see a GTM organization working together like a well-oiled machine. 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. What is sales enablement? Training platforms.

GTM 121

GTM Contract Quota CRM 121

Sales Hacker

APRIL 10, 2018

This will then help you diversify your revenue, make your business more resilient to economic setbacks and help you plan for growth. Where you can apply this GTM strategy. How to map your GTM strategy to different customer segments. Using CAC to model your GTM strategy. GTM models as a function of Annual Contract Value.

Go To Market 94

Go To Market GTM X-functional Territory 94

SaaStr

SEPTEMBER 23, 2022

To illustrate the turbulence, consider the following metrics: The BVP NASDAQ Emerging Cloud Index (the public benchmark of software performance) has contracted by more than 40%. Historically, cloud businesses were all about growth, but now the focus is on profitability and efficiency. . Activate your product-led growth levers.

GTM 121

GTM Contract Growth Follow-up 121

Sales Hacker

FEBRUARY 16, 2024

Sales teams in companies with a focus on product-led growth are rapidly adopting this approach. Listen on Spotify or find it anywhere you get your podcasts by searching “The GTM Podcast.” Document Crunch is the construction industry’s leading contract intelligence platform. Read about their funding round.

GTM 121

GTM Quota Contact Construction 121

SaaStr

OCTOBER 24, 2022

Product-led growth is a popular topic these days. Developer-led growth is like that, but a bit different, with characteristics around self-serve onboarding similar to freemium. So this structurally is a completely different GTM and requires really rethinking how your entire organization is structured. The contract size grows.

Growth 84

Growth Price Contract GTM 84

SaaStr

NOVEMBER 4, 2021

In simple terms, the “Rule of 40” states a healthy SaaS company’s a) revenue growth rate plus b) profit margin should exceed 40%. . In equation form, Revenue Growth % + Profit Margin % > 40%. ” Simultaneously, valuations for the highest growth SaaS platforms have grown disproportionately.

Drivers/motivators 127

Drivers/motivators Profit margin Non-Profits Inside sales 127

SaaStr

SEPTEMBER 11, 2024

Stephanie Couzin, the VP of GTM Strategy and Ops, and Roderick De Greef, the VP of Sales and GM EMEA, share Lucid’s transition from a PLG company to a PLG and Sales-Led company. To do this, Lucid invested in a growth team tasked with iterating on all aspects of pricing, packaging, click pathing, and CTAs.

Territory 122

Territory GTM Price Cross-sell 122

SaaStr

APRIL 30, 2024

How do you build GTM efficiency in SMB sales? The CRO at Owner, Kyle Norton, shares his learnings and strategies for building better efficiency into your GTM motion at Workshop Wednesday, held every Wednesday at 10 a.m. How to build operational excellence into your organization at different stages of the growth curve.

Go To Market 120

Go To Market GTM X-functional Objectives and Key Results 120

SaaStr

NOVEMBER 15, 2022

For many, it’s proven to be a year of growth and resiliency. However, it’s growing more apparent in recent years that this monolith does not accurately measure every company’s growth and efficiency. Average-based metrics are misleading for modern cloud companies with access to more diverse GTM strategies and customer bases.

Drivers/motivators 109

Drivers/motivators GTM Contract Growth 109

Gong.io

JULY 21, 2021

GTM leaders are demanding reliable and predictable growth. Done well, RevOps means higher revenue and a smoother go-to-market (GTM) process. When those GTM execs ask you, “What is RevOps?” They both support revenue growth BUT their focus is different. Boosting annual contract values? Targeting new markets?

Growth 62

Growth GTM Cross-sell Pipeline 62

Sales Hacker

SEPTEMBER 2, 2023

Thanks for reading The GTM Newsletter! Have you re-negotiated current contracts given the market? —- Robert Simmons – VP of Sales Yes, at time of renewal we’ve negotiated and came to mutually beneficial terms. Brian Weinberger – SVP of Sales We have re-negotiated contracts as the renewals come in. It’s complex.

GTM 95

GTM Negotiate Pipeline Contract 95

Martech

MAY 28, 2024

I think HubSpot has outpaced any other offering in the space and will soon be the go-to player for all things GTM. 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. Originality.ai A tool like Originality.ai

GTM 128

GTM Drivers/motivators B2B Campaign 128

SaaStr

NOVEMBER 24, 2021

Says Roberge, “We’re using a sales comp plan that was invented in the 1980s, and it’s causing our customers to utilize their licenses at a lower rate, and it’s causing revenue contraction.”. Once you find your product-market fit, you figure out your GTM fit, and you are ready to ramp up growth and begin to scale.

GTM 102

GTM Price Promote Commission 102

SaaStr

FEBRUARY 8, 2022

You’re not the only SMB asking this question as you navigate perpetual pitches, closing clients, and growth. . Waze defines value as the deal size or amount of the contract. Do you have a Go-to Market (GTM) for different market opportunities? Waze has four core pillars that help them grow, scale, and optimize its sales.

Objectives and Key Results 116

Objectives and Key Results Pitch GTM Cold Call 116

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. It may take days before the rep can actually send a contract for signature. Be able to define and map GTM processes and workflows, identify gaps, and iterate and improve. Interned for Experian developing an international GTM strategy.

Finance 115

Finance Cross-sell SQL GTM 115

Sales Hacker

OCTOBER 7, 2019

What You Need to Know About SaaS GTM Models. B2B SaaS go-to-market (GTM) models range from no-touch, transactional approaches to highly specialized, consultative strategies. Your GTM approach determines the type of sales roles you hire, the technology you implement, and your overall approach to demand generation. Infographic).

GTM 81

GTM Education Sales Contract 81

SaaStr

APRIL 5, 2024

For Apollo, Leandra’s sales model is built around a Product-Led Growth (PLG) motion. In a way, how they scale their GTM has created a virtuous cycle that helps them keep offering the best data set, and therefore bringing in new people to buy it. What they did for marketers, Apollo is trying to do for sales. How do you do that?

Sell 94

Sell GTM Price Up-sell 94

SaaStr

JUNE 16, 2020

Leveraging survey data from 66+ enterprise SaaS companies, Matt Garratt, Managing Partner of Salesforce Ventures shares the landscape of how businesses are shifting their sales & GTM strategies to react to today’s uncertain times. Contract modifications were still so decentralized. We learned from that early on.

GTM 80

GTM Pipeline Healthcare Sales 80

Sales Hacker

SEPTEMBER 11, 2020

While there are various metrics and KPIs they will be tracking, there’s one underlying theme — growth. “ The only essential thing is growth. Everything else we associate with startups follows from growth.”. Each round of funding is typically designed for a specific growth cycle. Funding rounds.

Sell 101

Sell Minimum Viable Product Objectives and Key Results Cross-sell 101

Hubspot

NOVEMBER 21, 2018

Steps for developing a GTM strategy. What is a go-to-market (GTM) strategy? A go-to-market (GTM) strategy is the way in which a company brings a product to market. Each product and market are different, therefore each GTM strategy should be thoroughly thought out; mapping a market problem and solution a product offers.

Go To Market 101

Go To Market Process GTM Education 101

Gong.io

JUNE 11, 2021

Data to uncover pockets of growth. A stellar sales enablement strategy must help to accelerate strategic initiatives, specifically GTM (go-to-market) ones. Sales teams are on the front lines and must be well-versed in all things related to GTM strategic initiatives. . That’s just the nature of sales — and organization growth.

Objectives and Key Results 103

Objectives and Key Results Price GTM Territory 103