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 87

GTM Contract Represent CRM 87

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 81

Growth Price Contract GTM 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 87

Sell GTM Price Contract 87

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 113

B2B GTM Cross-sell High impact 113

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 78

GTM Negotiate Pipeline Contract 78

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 100

GTM Cross-sell Niche Strategize 100

SaaStr

DECEMBER 5, 2023

You don’t want to end up in The Valley of Death, where you can’t get the big dollar contracts. Challenge #1: Starting with Product-Led Growth and Deciding If It’s Worth It If you start with PLG and want to move your customer base and prospects to Enterprise deals, you might ask yourself: Should I go for it? The lesson learned?

GTM 89

GTM Cross-sell Government Legal 89

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 109

GTM Contract Growth Follow-up 109

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 100

Drivers/motivators GTM Contract Growth 100

SaaStr

DECEMBER 21, 2023

We are laser-focused on supporting our companies with GTM services and expertise. That set him and team up so that when they came out of the sandbox with GPT-4 with their CoCounsel product, they were able to command contracts with an extra zero.

Gambling 106

Gambling GTM Legal Contract 106

SaaStr

OCTOBER 17, 2023

Anyone looking to grow their customer success team, or rather, drive growth and NRR, will have some valuable takeaways. This is applicable at every stage of growth. The First Triple The first triple is one of John’s favorite stages of growth — going from $2M to $6M. An ability to scale through a couple of stages of growth.

Cross-sell 67

Cross-sell Customers GTM A/B testing 67

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 120

Drivers/motivators Profit margin Non-Profits Inside sales 120

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 72

Go To Market GTM X-functional Territory 72

SaaStr

OCTOBER 10, 2023

For many organizations, friction can arise between the GTM engine and the legal team. Balance Long-Term Risk with Short-Term Gain : Every business arrangement or contract balances risk and reward, both for the present and future. Key Takeaways Align Sales & Legal: This is imperative to support business growth.

Legal 64

Legal Closing GTM Finance 64

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 89

GTM Price Promote Commission 89

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 106

Objectives and Key Results Pitch GTM Cold Call 106

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 68

GTM Education Sales Contract 68

Sales Hacker

AUGUST 18, 2023

The Sales Hacker Newsletter has now merged with The GTM Newsletter to make one of the largest newsletters in the space. Thanks for reading The GTM Newsletter! You can’t ctrl-c / ctrl-v a GTM motion). It’s official. Anyway, let’s get into it. Subscribe for free to receive new posts and support my work.

GTM 67

GTM Up-sell Price Start-ups 67

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 77

Sell Minimum Viable Product Objectives and Key Results Cross-sell 77

Sales Hacker

MAY 26, 2021

The focus is on things like reporting, territory management and later stage tasks such as contract negotiations and finance approvals. Here, you can work on how to build out product and sales training requirements, managing knowledge bases, and developing rules and tools for contracts and other financial documents. Performance.

Territory 60

Territory Objectives and Key Results Finance Cross-sell 60

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 93

Growth Cross-sell GTM Up-sell 93

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 109

Go To Market GTM Strategize 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

SaaStr

MARCH 31, 2022

Director of GTM Ops, Sapphire Ventures. And what’s also interesting about that is these are the two fastest growing IT spend categories in CIO’s portfolios with 24% year over year growth. As a result of this, marketplaces have exploded in growth, and here’s some facts and figures. Rico Mallozzi, Sr.

Cross-sell 93

Cross-sell Finance Strategize Technology 93

Sales Hacker

AUGUST 25, 2023

Now that we’ve officially combined The Sales Hacker newsletter with The GTM Newsletter, we’re almost 60K strong! Thanks for being part of the GTM community. As always, you can catch up on past articles, podcasts and newsletters all in one place at the new home of Sales Hacker: GTMnow.com Thanks for reading The GTM Newsletter!

GTM 52

GTM Contract Cross-sell Account management 52

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 112

Go To Market GTM X-functional Objectives and Key Results 112

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 86

Growth GTM SQL Strategic partnership 86

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 99

GTM Contract Quota CRM 99

SaaStr

NOVEMBER 2, 2019

How does Krish think your customer acquisition and GTM strategy has to change with the movement from SMB to enterprise? A classic example is a Shopify selling to, let’s say, contract. inaudible] in all three, in every stage of growth. Does it have to be in person? What questions reveal the most?

GTM 53

GTM Price Up-sell Product 53

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

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 100

Finance GTM Cross-sell SQL 100

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 67

GTM Healthcare Pipeline Sales 67

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 GTM Price Territory 103

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. You can create a GTM plan for a new service, a new branch of your company, or even an entirely new business. Renewal (Optional): Your customer renews their contract or subscription.

Go To Market 69

Go To Market Process GTM Launch 69

InsightSquared

AUGUST 24, 2018

Every revenue leader is looking to accelerate growth and improve performance. But what if the way to achieve meaningful growth of 10%, 25%, or even 100% in fact lies with the half-a-percent improvements? Revenue growth is more scientific and subtle than you realize. Revenue growth is more scientific and subtle than you realize.

SQL 54

SQL Contract Growth GTM 54

Sales Hacker

APRIL 29, 2021

To avoid either extreme, when reps are either too involved or not involved enough, the solution is a content supply chain, or a deliberate process for writing, approving, enabling, and sunsetting content in a way that supports your GTM strategy as well as captures the voice of your sales team. Content Lifecycle.

A/B testing 102

A/B testing Sales Quota GTM 102

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 95

Go To Market Process GTM Education 95