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 134

GTM Market share Growth Technology 134

SaaStr

APRIL 6, 2025

A little ways back Databricks VP of Sales Heather Akuiyibo joined SaaStr to share unexpected things that work well at Databricks GTM organization as well as some things that havent worked as well. “Culture is tough to pin down,” admits Cuibo, “but this exercise made it tangible and actionable.”

Growth 81

Growth Territory Teamwork Cross-sell 81

Sales Hacker

APRIL 30, 2024

6:31 – Upwork’s challenge of the status quo in hiring contract talent. The GTM Podcast Don’t miss The GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world. 9:40 – How Eric chooses the right companies to work for.

GTM 121

GTM Customers Contract Go To Market 121

Sales Hacker

MARCH 21, 2025

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow highlights the strategies, along with the stories from the top 1% of GTM executives, VCs, and founders behind these strategies and companies. Inbound requests for larger contracts and enterprise agreements.

Growth 78

Growth GTM Product Government 78

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 121

GTM Growth Referrals Contract 121

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. GTM 139 Episode Transcript Scott Barker: Hello, and welcome back to the GTM podcast. Previously, he was the Global VP of Product for SAP, CRM and Sales Cloud.

GTM 68

GTM X-functional Start-ups Relationship building 68

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 highlights the strategies, along with the stories from the top 1% of GTM executives, VCs, and founders behind these strategies and companies. 7 CRO tips for smarter annual planning 1. ” 6.

GTM 68

GTM Objectives and Key Results Quota Real Estate 68

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

NOVEMBER 10, 2023

Contract renewal dates. A spotlight falls on customer loyalty, an influential force on the revenue secured during contract renewals. This is something that strong operators such as Farlan Dowell (GTM / Sales Coach / Advisor) suggest. GTM Total Compensation and Rewards Manager at Vanta – more details here.

GTM 124

GTM Intrinsic Customers Contract 124

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 121

GTM X-functional Engineering Referrals 121

Sales Hacker

DECEMBER 1, 2023

Most often, it comes down to go-to-market (GTM) execution. UserGems : Behind the curtains UserGems just had their best quarter in company history across GTM metrics – all revenue, logos, and brand metrics (organic growth, category creation, etc.). However, there are companies excelling despite the challenging macro environment.

GTM 119

GTM Contract Represent CRM 119

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. Did you know?

Product 52

Product GTM Objectives and Key Results Cross-sell 52

SaaStr

MAY 12, 2022

A $1 million contract with a customer doesn’t automatically translate as revenue. The post Proven Models that Help GTM and Product-led Teams Scale with CircleCI CEO Jim Rose (Pod 554 + Video) appeared first on SaaStr. This is the ability to innovate quickly with the features that matter to the customer. . Commitment and usage.

GTM 105

GTM Product Price Contract 105

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 122

GTM Contract Quota CRM 122

Sales Hacker

APRIL 10, 2018

Where you can apply this GTM strategy. How to map your GTM strategy to different customer segments. Using CAC to model your GTM strategy. B2B segments in focus: Enterprise/Company wide – selling a platform (CRM/ERP) using multi-year contracts. GTM Approaches as a function of Annual Contract Value.

Go To Market 96

Go To Market GTM X-functional Territory 96

SaaStr

NOVEMBER 1, 2022

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. 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. That’s too tactical.

GTM 119

GTM Niche Cross-sell Contract 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. More GTM tactics to shift away from Sidelined partnerships.

Go To Market 114

Go To Market GTM Strategize Growth 114

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. Creating the ICP is a crucial step in developing a successful GTM strategy.

GTM 111

GTM Contract Clients Consult 111

SaaStr

SEPTEMBER 5, 2024

A really great deep dive on that with MongoDB’s SVP of Sales of Sales Ops here: Four Sales Compensation Tactics for Consumption-Based GTM with MongoDB’s SVP of Sales Yes, the first way is slightly more aligned with your business and cash-efficient. And may seem more appealing in the early days.

Commission 119

Commission Customers GTM Contract 119

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. Drive the shift from push to pull marketing. It doesn’t have to be over complicated.

B2B 120

B2B GTM Cross-sell Cold Call 120

ConversionXL

AUGUST 27, 2019

Be careful about contracts you sign and team training you invest in. Confusing GTM and Segment. There is some overlap between Google Tag Manager (GTM) and Segment. GTM, as its name accurately puts it, is a tag manager. GTM also lacks a translation (transformation) layer for your data. Instead, it’s GTM and Segment.

GTM 124

GTM X-functional CRM Technology 124

Martech

FEBRUARY 7, 2025

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. How long will it take? Draw a line in the sand, roll up your sleeves and commit to their success at all costs.

GTM 75

GTM B2B Drivers/motivators Manufacturing 75

Sales Hacker

FEBRUARY 16, 2024

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. In this episode, you’ll get insight on the next era of go-to-market, using signals in sales, and founder challenges and perspectives.

GTM 123

GTM Quota Contact Construction 123

Martech

APRIL 7, 2023

To do this, the GTM team must have a strategy and playbook on how to help their customers tackle the status quo (i.e., Adapt contracts that include services, incentives, and/or safety-net clauses to take FOMU points off the table. why change now) and then focus on customer indecision (i.e., how to change now).

B2B 129

B2B Customers GTM Pipeline 129

Gong.io

SEPTEMBER 9, 2021

Those who dwell in due diligence: Budget approvers, legal/contract reviewers, and procurement analysts . Each person on your GTM team has unique skills that can add value to the sales cycle, especially if uncertainty pops up in the buyer’s journey. Each of those groups can easily include five or more people. How to win as a team.

Closing 162

Closing Sports GTM Legal 162

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%. These cloud businesses have product-market fit, scalable GTM, and a growing customer base. . Introducing the Centaur. Activate your product-led growth levers.

GTM 123

GTM Contract Growth Follow-up 123

Sales Hacker

FEBRUARY 7, 2018

One of the keys to growth in today’s business model is to identify the most effective and efficient GTM model using a variety of sales and marketing channels. The challenge is that organizations are primarily looking at the result, not using metrics to measure effectiveness and efficiency of each GTM strategy.

Growth 101

Growth GTM SQL Strategic partnership 101

Sales Hacker

SEPTEMBER 1, 2022

They make major decisions for the tech stack — they own the budget and can sign contracts. Titles you’re likely to see for this role include Sales Manager, Enablement Manager, and GTM Specialist. They have a firm grasp of GTM strategies, value propositions, and positioning, as well as familiarity with your company’s KPIs and workflows.

GTM 108

GTM Contract CRM Meeting 108

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 127

GTM Drivers/motivators B2B Campaign 127

SaaStr

APRIL 3, 2022

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: Dear SaaStr: When Should a SaaS Company allow Month-to-Month Contracts vs Requiring 12-month Commitments? Proven Models that Help GTM and Product-led Teams Scale with CircleCI CEO Jim Rose. Top Videos This Week: 1.

GTM 97

GTM Contract Engineering Product 97

SaaStr

SEPTEMBER 26, 2023

That info could be: high volumes of text like blogs contracts how to respond to a customer images video We’re in the early innings of what it means to generate or have GenAI. GTM execution. You take a prompt, typically text right now, and generate info. Building a data moat dramatically enables your ability to win on: More ease of use.

Contract 126

Contract GTM B2B Negotiate 126

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. Lucid is the leading provider of visual collaboration software with over 70M users worldwide.

Territory 124

Territory GTM Price Cross-sell 124

SaaStr

MARCH 7, 2023

Is Your GTM Strategy Poking Holes In The Ship GTM strategy has been one of the biggest areas of inefficiency over the last two years. To build resilience in GTM, many companies are cutting the least experienced people, typically the newest ones, particularly salespeople who aren’t ramped and haven’t reached attainment yet.

GTM 72

GTM Growth Profit margin Contract 72

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.

GTM 96

GTM Negotiate Pipeline Contract 96

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. Owner’s journey sets the stage for Kyle’s top three lessons for building GTM efficiency.

Go To Market 122

Go To Market GTM X-functional Objectives and Key Results 122

Sales Hacker

JANUARY 13, 2021

OEM licenses are significantly larger deal sizes than direct to end-user contracts because the licensee is usually pushing out the software to their entire customer base or a large portion of their customer base. One OEM contract can give thousands or tens of thousands of end-users access to the licensor’s software. Exclusivity.

GTM 88

GTM Negotiate Profit margin Contract 88

SaaStr

NOVEMBER 15, 2022

Average-based metrics are misleading for modern cloud companies with access to more diverse GTM strategies and customer bases. SaaS Subscriptions as Annuities: It’s common to consider subscription contracts as annuities with an upfront cost. This is important for unit efficiency.

Drivers/motivators 111

Drivers/motivators GTM Contract Growth 111