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AI is driving a radical shift in how go-to-market (GTM) teams navigate an increasingly complex landscape of fiduciary responsibility. The combination of AI particularly causal AI key judicial rulings and more litigious shareholders is forcing GTM teams to elevate their decision-making. AI is making these practices impossible to hide.
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube What’s actually working in go-to-market right now? Kevin Walker (Centari) – Founder & CEO of Centari, a legal tech platform providing deal intelligence to large law firms and, soon, financial services.
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Dennis Lyandres is an Advisor with ICONiQ and a Board Member of Speedchain and CaptivateIQ. He’s now an investor, advisor, and board member to iconic B2B SaaS companies, and one of the most respected voices in GTM for vertical SaaS.
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. A discussion with three portfolio companies on what’s working in GTM.
While AI has exploded in coding (Cursor) and legal (Harvey) and parts of GTM (Clay), sales itself is still waiting for its breakthrough AI moment. It spans marketing attribution, lead scoring, outbound sequencing, meeting booking, discovery calls, proposal generation, contract negotiation, and post-sale expansion. The other 72%?
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.
For many organizations, friction can arise between the GTM engine and the legal team. Their mindset can devolve into thinking they would have an easier time achieving this goal if the legal team stopped interfering. On the other hand, the legal team may feel that the sales team is taking risks that put the company in jeopardy.
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.
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.
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. Lucid hired someone with a business background under a special project.
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.
An emerging need to support multiple GTM plans across segments and regions. Now, the AE must work with sales ops, salesforce admins, and legal to close this opportunity. It may take days before the rep can actually send a contract for signature. Interned for Experian developing an international GTM strategy.
Developed by Winning by Design, the SPICED framework is a five-step sales methodology that helps go-to-market (GTM) teams diagnose customer needs, recommend a compelling solution, and maintain strong, lasting relationships. It also ensures that GTM teams cover all the crucial details needed for a successful sale.
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.
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. So they built out a legal team and then that legal team helped to build products specific to compliance. They want to sign big contracts.
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.
Director of GTM Ops, Sapphire Ventures. During this time of remote workforce, budgets are tightening and a lot of our enterprise customers are using their pre committed cloud security contracts to buy enterprise software and software from ISVs. Jessica Alexander, Senior Director Cloud Technology & OEM Partnerships, Crowdstrike.
The legal AI company succeeded not by building the best product first, but by establishing market perception and customer relationships before their technology was fully mature. The math behind Harvey’s valuation only works if legal AI can “eat the work” rather than just assist with it.
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! On top of this, the sale cycle is longer, more bureaucracy and more legal scrutiny up there. You can’t ctrl-c / ctrl-v a GTM motion). It’s official.
We are laser-focused on supporting our companies with GTM services and expertise. My most recent exit, Casetext, the AI-powered legal research company that recently sold to Thomson Reuters for $650M in cash. All of our partners have deep backgrounds in go-to-market, whether in sales, channel strategy, or BD.
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 also need dedicated resources across your organization — marketing, customer success, product, legal, and finance. The warning — You have to be patient. The lesson learned?
Here are the top 10 Unleash takeaways from every angle of our very own GTM team: Harmony Anderson , Senior Director of Demand Generation. Whether that is detailed specification work with the experts, contracting, legal reviews, proof of concept etc. There were so many great nuggets of knowledge that came out of Unleash 2021!
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. Does it have to be in person? What questions reveal the most? How should this data feedback into your product roadmap and pipeline? *
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