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 87

GTM Contract Represent CRM 87

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 67

GTM Growth Profit margin Contract 67

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 105

GTM Contract Clients Consult 105

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 95

GTM Cross-sell Niche Strategize 95

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 78

GTM Negotiate Pipeline Contract 78

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 116

B2B GTM Cross-sell High impact 116

SaaStr

APRIL 5, 2024

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. Do you need to discount to match competitors or buy them out of contracts to compete in this space? No, you don’t. Instead, they’re pricing based on the value they provide.

Sell 84

Sell GTM Price Contract 84

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 122

B2B Customers GTM Pipeline 122

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 112

Contract GTM B2B Negotiate 112

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 100

Gambling GTM Legal Contract 100

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 83

GTM Contract Engineering Product 83

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 84

GTM Contract CRM Meeting 84

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. Miro was trying to make the shift to more of a hybrid GTM. You need to segment the entire organization, not just GTM. The warning — You have to be patient. It won’t be an overnight success, and you’ll likely experience failures.

GTM 83

GTM Cross-sell Government Legal 83

Salesforce

JULY 28, 2022

Additionally, simple tweaks to payment options and contract terms go a long way to addressing customers’ budgetary concerns. Sales leaders like Belal Batrawy , head of GTM (Go To Market) at GTM Buddy, implement tech that helps reps stay focused on high-impact selling activities instead of manual tasks.

Cross-sell 98

Cross-sell GTM Quota Contract 98

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 104

GTM Contract Growth Follow-up 104

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 95

Drivers/motivators GTM Contract Growth 95

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 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. And it often comes down to a misalignment in goals. Remember the hierarchy of needs!

Legal 64

Legal Closing GTM Finance 64

Martech

MARCH 29, 2022

Relationships need to be nurtured and contracts renewed, and you want to continue to be front-of-mind to your buyers when they move onto a new role or a new job.”. Scott Vaughan, chief advisor for Vaughan GTM Advisory, has seen B2B buyers adopt more digital behaviors as they do research for their purchases online. “As

Launch 93

Launch E-commerce GTM B2B 93

SaaStr

OCTOBER 17, 2023

Bake Flexibility into the $2M-$6M Stage of Growth Customer success benefits customers, but it also supports the entire GTM. They sign the contract, onboard, and the motion is done. Customer Success supports customers and your entire GTM motion. To combat this, Customer success might try to build in more processes.

Cross-sell 67

Cross-sell Customers GTM A/B testing 67

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

SaaStr

FEBRUARY 8, 2022

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

Objectives and Key Results 101

Objectives and Key Results Pitch GTM Cold Call 101

Gong.io

DECEMBER 14, 2022

Sales reps don’t waste time chasing low-quality leads that won’t close or whose annual contracts are barely worth their time. Achieve higher annual contract value (ACV). You’ll generate fewer deals when you use target account selling, but those deals will have a significantly higher annual contract value than previous deals.

Sell 62

Sell Cold Call Contract GTM 62

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 84

GTM Price Promote Commission 84

Lead Fuze

NOVEMBER 30, 2021

What You Need to Know About SaaS GTM Models. The Sales Cycle Length is a measurement of how long it takes your company to close a deal, from the first meeting until the contract has been booked. It is important to know which one works best for your company. Is ABSD for developers like you? Length of the Sales Cycle.

GTM 52

GTM Price Contract Sales 52

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

SaaStr

NOVEMBER 4, 2021

Surprisingly, Qualifiers had a lower portion of Inside Sales GTM (22%) than Non-Qualifiers (32%). Rule of 40: Average Contract Value (ACV). ACV – Qualifier: $53k.

Drivers/motivators 116

Drivers/motivators Profit margin Non-Profits Inside sales 116

Lead Fuze

JANUARY 1, 2022

OEM licenses are larger than direct to end-user contracts because the licensee is usually pushing out software to their entire customer base or a large portion of it. One OEM contract can give thousands or tens of thousands access to licensors software. What joint GTM strategy options will you lead with? Exclusivity.

Negotiate 52

Negotiate Profit margin Contract GTM 52

SaaStr

OCTOBER 24, 2022

They’re able to actually swipe a credit card, and what starts off similar to a freemium self-serve product can turn into a six-figure contract in just a few months. So this structurally is a completely different GTM and requires really rethinking how your entire organization is structured. The contract size grows.

Growth 78

Growth Price Contract GTM 78

SaaStr

JANUARY 6, 2023

There are a lot of opportunities to be found in tinkering and innovating on your GTM side that you may not have thought about before with regard to how to smooth the sales funnel. They want to sign big contracts. They want to sign big commitments. They don’t like to try things out. You may close one in five of those.

Legal 52

Legal Prospecting Customers Contract 52

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

SalesLoft

OCTOBER 21, 2016

From the OG, Account Based Marketing, to the new front man Account Based Sales Development , the lift in annual contract values alone is proof that the targeted approach to customer acquisition is working.As Go-to-Market alignment: segment the ICP by value and align to the GTM (organization, target list, and offers + plays).

Cross-sell 52

Cross-sell GTM Referrals Contract 52

Sales Hacker

SEPTEMBER 11, 2020

This funding generally gives the company a couple of years to further develop its products, team, and begin to tackle its GTM (go-to-market) strategy. Conduct an RFP process and negotiate contract terms among the front-runners. The company is past the MVP (minimum viable product) and is showing initial signs of success.

Sell 77

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

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 100

GTM Product Price Contract 100

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 111

Go To Market GTM Strategize Growth 111

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

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 74

GTM Profit margin Negotiate Contract 74