SaaStr

APRIL 5, 2024

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. I’d love to learn more about your environment and tailor our product demo to what you’re using today.

Sell 75

Sell GTM Price Up-sell 75

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 101

B2B GTM Cross-sell High impact 101

SaaStr

NOVEMBER 1, 2022

SaaS has never been bigger, and growth is secular. 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. . In 2022, companies are rapidly fixing economics, sometimes even at the expense of growth.

GTM 85

GTM Cross-sell Niche Strategize 85

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 74

GTM Cross-sell Government Legal 74

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 79

GTM Negotiate Pipeline Contract 79

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 93

GTM Contract Growth Follow-up 93

SaaStr

OCTOBER 17, 2023

Anyone looking to grow their customer success team, or rather, drive growth and NRR, will have some valuable takeaways. Do my customers find value in my product and service? If you don’t know, it’s the hockey stick curve going from $2M to $6M to $18M to $36M and on and on after you’ve found product market fit. Will they renew?)

Cross-sell 67

Cross-sell Customers GTM A/B testing 67

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. Burn levels are not one-size-fits-all –– R&D-intensive products trade off higher burn early for greater technical moats later.

Drivers/motivators 84

Drivers/motivators GTM Contract Growth 84

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. We are laser-focused on supporting our companies with GTM services and expertise.

Gambling 89

Gambling GTM Legal Contract 89

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 105

Drivers/motivators Profit margin Non-Profits Inside sales 105

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. This may require a specific product.

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. In an enlightening SaaStr Annual session, G2 General Counsel Eunice Buhler and VP of Enterprise Sales Colin Danaher share how they have found ways to forge a collaborative, respectful, and productive relationship between the revenue and legal teams.

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.”. We are misaligning our customers with our product because of the pricing model because we’re raising the price. Copy your entire product.

GTM 74

GTM Price Promote Commission 74

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. As our sales team started pitching bigger, while doing a good job at showing the value of the product, our closed amount increased.

Objectives and Key Results 90

Objectives and Key Results Pitch GTM Cold Call 90

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

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 78

Sell Minimum Viable Product Objectives and Key Results Cross-sell 78

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. As always, you’ll hear real stories/strategies/tactics from real revenue operators spanning: sales, marketing, customer success, operations/enablement, product and hiring. Thanks for reading The GTM Newsletter!

GTM 67

GTM Up-sell Price Start-ups 67

Sales Hacker

MAY 26, 2021

There are so many dependencies involved with any sales organization and this is especially the case with larger and more complex products and companies. The focus is on things like reporting, territory management and later stage tasks such as contract negotiations and finance approvals. Average deal size. Lead response time.

Territory 60

Territory Objectives and Key Results Finance Cross-sell 60

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 77

Cross-sell Finance Strategize Technology 77

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 76

Growth Cross-sell GTM Up-sell 76

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 98

Go To Market GTM Strategize Growth 98

SaaStr

NOVEMBER 2, 2019

Does one have to expand the product line to retain customers? How should this data feedback into your product roadmap and pipeline? * 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.

GTM 52

GTM Price Up-sell Product 52

Gong.io

JULY 21, 2021

They know a ton about your product before your reps even speak to them (because internet). 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?” And it’s here to help them win.

Growth 62

Growth GTM Cross-sell Pipeline 62

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

Sales Hacker

JUNE 16, 2021

Here’s my guess: you’d see a GTM organization working together like a well-oiled machine. They’re all on board – marketing, sales, product, customer success, and executive leaders. Your GTM teams are made up of people, and people are resistant to change how they learn and sell. What is sales enablement? Training platforms.

GTM 100

GTM Contract Quota CRM 100

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 101

Go To Market GTM X-functional Objectives and Key Results 101

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 87

Growth GTM SQL Strategic partnership 87

Gong.io

JUNE 11, 2021

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). Data to uncover pockets of growth. Rapidly evolved into a strategic, go-to-market function. Design-driven.

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. Ultimately, you want to create a plan that sets the product apart from the competition and generates leads and customer retention. Take Apple, for example.

Go To Market 69

Go To Market Process GTM Launch 69

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. The popularity of the cloud subscription model has changed the way customers purchase products. 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. More here, I invite you to read this later.

GTM 65

GTM Healthcare Pipeline Sales 65

Hubspot

NOVEMBER 21, 2018

Steps for developing a GTM strategy. When your unveiling a new product, the last thing you want is to waste time and resources bringing a product to market where or when it’s unnecessary. 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.

Go To Market 97

Go To Market Process GTM Education 97

Sales Hacker

NOVEMBER 15, 2017

Average Contract Value. Accounts Receivable refers to the amount of money yet to be collected from your customers who purchased a product or subscribed to a service. Annual Recurring Revenue (ARR) is the value of contracted, often subscription-based revenues normalized for one calendar year. Account Development Representative.

B2B 99

B2B E-commerce Cold Call Represent 99

Sales Hacker

MAY 12, 2021

Software tools are constantly improving their platforms with new features, new product lines and new uses cases. Talk tracks play a huge role in your new reps’ success by providing them an outline they can rely on, and more senior reps can feel confident when they have a new product to sell or a new industry to break into.

Objectives and Key Results 75

Objectives and Key Results A/B testing Sales GTM 75

ConversionXL

APRIL 7, 2021

Account-based marketing plays a critical role in the growth of many businesses across a variety of industries. Again, the way F500 buy software is very different from the way you & I pay for productivity tools or how small businesses buy software. In most cases, ABM should not be a standard go-to-market (GTM) strategy.

GTM 98

GTM CRM Cross-sell Cold Call 98

Heinz Marketing

MARCH 15, 2021

How to Customize Software to Your Business ” and our guests are Subbu Vempati , CEO at Cuspera and Judy Ash , GTM Adviser and CMO. The whole product around that. ” You know, are we going to be able to integrate it’s, they’re not part of the product, but they are the whole product. Matt Heinz: Yeah.

Pipeline 110

Pipeline Technology Technology Sales 110

SaaStr

MAY 10, 2019

As for Jason, prior to co-founding GoNimbly, he was Director of Product Management @ TradeShift and before that was VP of Product Management @ Lanetix. In This Episode We Discuss: * How Jason made his way from Director of Product Management at Tradeshift to changing the way we think about scaling revenue operations with GoNimbly. *

X-functional 54

X-functional SQL Pipeline GTM 54