SaaStr

OCTOBER 10, 2023

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.

Legal 61

Legal Closing GTM Finance 61

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! 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.

GTM 68

GTM Up-sell Price Start-ups 68

SaaStr

DECEMBER 21, 2023

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.

Gambling 90

Gambling GTM Legal Contract 90

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 also need dedicated resources across your organization — marketing, customer success, product, legal, and finance. The warning — You have to be patient. The lesson learned?

GTM 75

GTM Cross-sell Government Legal 75

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 101

GTM Contract Quota CRM 101

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.

Closing 162

Closing Sports GTM Legal 162

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 Negotiate Profit margin Contract 74