Sales Hacker

APRIL 1, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Hayden Stafford is the President and Chief Revenue Officer (CRO) at Seismic, where he oversees the global go-to-market (GTM) organization, including pre-sales, sales, customer success, services, partners, and more.

GTM 62

GTM Up-sell Start-ups Gaming 62

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 119

GTM X-functional Engineering Referrals 119

SaaStr

FEBRUARY 26, 2025

What he shared was pure gold for any SaaS founder trying to navigate the complex world of GTM motions. The Evolution of Go-To-Market (And Why It Matters) Let’s break this down into three distinct eras: GTM 1.0: The “Golf Course Era” – Selling to CIOs over lunch GTM 2.0: Salesforce started with 2.0

GTM 56

GTM Cross-sell Contract Inside sales 56

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. When we map the number of deals committed against a listed price (ACV), you will notice deals starting to segment around discount levels. The SMB segment—going upstream vs. downstream.

Go To Market 92

Go To Market GTM X-functional Territory 92

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 117

Go To Market GTM Strategize Growth 117

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. To do this, Lucid invested in a growth team tasked with iterating on all aspects of pricing, packaging, click pathing, and CTAs.

Territory 122

Territory GTM Price Cross-sell 122

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 117

GTM Niche Cross-sell Contract 117

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., T : Taking risks off the table by instilling buyer confidence and creating a safety net De-risking versus simply discounting price is another smart strategy to combat customer indecision. how to change now).

B2B 131

B2B Customers GTM Pipeline 131

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

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 99

Growth GTM SQL Strategic partnership 99

Hubspot

MARCH 26, 2025

Pricing : Free plan available. Source Core features: All-in-one GTM enablement platform that makes it easy for reps. Pricing: Custom pricing based on team size. Side note: I dont *love* how complicated it is to find pricing information.) (Side note: I dont *love* how complicated it is to find pricing information.)

Price 53

Price Sales CRM GTM 53

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 85

GTM Negotiate Profit margin Contract 85

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.”. Pothole #2 – Increasing Pricing Rate Without a Sustainable Moat. Pothole #2 – Increasing Pricing Rate Without a Sustainable Moat.

GTM 102

GTM Price Promote Commission 102

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 129

GTM Drivers/motivators B2B Campaign 129

SaaStr

NOVEMBER 15, 2022

Product-led growth companies unlock lower price points, and sales & marketing expense may not be comprehensive for this type of business. . Average-based metrics are misleading for modern cloud companies with access to more diverse GTM strategies and customer bases. The Transition from SaaS Metrics to Cohort Economics.

Drivers/motivators 109

Drivers/motivators GTM Contract Growth 109

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 70

GTM Growth Profit margin Contract 70

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. How to Deal with Pricing in a Hyper-Competitive Environment If you’re in a crowded space, it can feel like a race to the bottom on pricing, but it doesn’t have to be.

Sell 94

Sell GTM Price Up-sell 94

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 80

GTM Education Sales Contract 80

SaaStr

MARCH 22, 2023

But it also defines your GTM efforts. At VMware, they priced based on physical CPUs customers chose — a hugely transactional service that constrained growth. At VMware, they priced based on physical CPUs customers chose — a hugely transactional service that constrained growth. This changed the conversations with customers.

Growth 103

Growth Cross-sell GTM Up-sell 103

Gong.io

JUNE 11, 2021

These documents include: Your price sheet : Pricing is different in every organization. Some companies are very open about their pricing (listed on their website) while others are a bit more… coy. Note: If your pricing changes, make sure your price sheet changes to reflect the updates. Unique differentiators.

Objectives and Key Results 103

Objectives and Key Results Price GTM Territory 103

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. We learned from that early on.

GTM 78

GTM Pipeline Healthcare Sales 78

Hubspot

NOVEMBER 21, 2018

Steps for developing a GTM strategy. 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. Each product and market are different, therefore each GTM strategy should be thoroughly thought out; mapping a market problem and solution a product offers.

Go To Market 101

Go To Market Process GTM Education 101

SaaStr

OCTOBER 24, 2022

WorkOS CEO Michael Grinich, Developer Success Manager Betsy Calender, and VP of Developer Experience Zeno Rocha share how to price your product for developers, how to market it to developers, how to how to support them as they scale and use the products. Developers hate opaque pricing. The contract size grows. What about leads?

Growth 84

Growth Price Contract GTM 84

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. Be sure to offer growth-friendly plans in the form of tiered pricing models (usage or rolling seats) to accommodate their future growth. It’s no longer just an idea.

Sell 98

Sell Minimum Viable Product Objectives and Key Results Cross-sell 98

Sales Hacker

NOVEMBER 15, 2017

Average Contract Value. Average Sale/Selling Price. Annual Recurring Revenue (ARR) is the value of contracted, often subscription-based revenues normalized for one calendar year. Average Contract Value (ACV) is the average revenue you derive from a single customer in a given period. Pricing/Price.

B2B 105

B2B E-commerce Cold Call Sales 105

ConversionXL

APRIL 7, 2021

In that case the amount of money a customer pays you is low, but you sell at a higher volume so you sell more but at a lower price. In this scenario, the customer is paying a few hundred thousand ($100,000+) but you have a low volume, high ticket price + addons. In most cases, ABM should not be a standard go-to-market (GTM) strategy.

CRM 98

CRM Cross-sell GTM Cold Call 98

Partners in Excellence

MAY 10, 2024

Customer could choose to sign contracts for several years, but they couldn’t purchase them outright. Like today’s offerings, ongoing maintenance, service, support were built into the monthly pricing the customer paid. Our GTM strategies have to be aligned with the buying process, not the cashflow of the payment terms.

Service 48

Service GTM Contract Up-sell 48

Sales Hacker

MAY 12, 2021

Be sure to include other GTM teams when testing out a new talk track. Reps will be asked questions about competitors, integrations, and pricing on calls. You’ll have the same on cue help with pricing cards to answer contract and licensing questions. Or, which tools do you integrate with or have extensions for?

Objectives and Key Results 97

Objectives and Key Results A/B testing Sales GTM 97

Gong.io

JULY 21, 2021

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?” Boosting annual contract values? This deal is in commit but pricing hasn’t been discussed. Increasing initial deal sizes?

Growth 62

Growth GTM Cross-sell Pipeline 62

Hubspot

MAY 5, 2025

Heidi Fortes , GTM strategist at SalesCaptain , an outbound agency, suggests: Have a clear agenda for the call, state that agenda at the beginning of the call, and get confirmation from the customer if that sounds like a plan. Without direction, both sides walk away unsure: Was that a real opportunity or just a nice chat?

Objectives and Key Results 74

Objectives and Key Results Pitch Trust Follow-up 74

Lead Fuze

JANUARY 1, 2022

Understanding OEM software Pricing Models. 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. Pricing models.

Negotiate 52

Negotiate Profit margin Contract Price 52

Lead Fuze

NOVEMBER 30, 2021

What You Need to Know About SaaS GTM Models. Average Selling Price (ASP). The average selling price is the value of all closed deals. For recurring revenue businesses, ABSD is more cost-effective when the product or service has a higher price point. It is important to know which one works best for your company.

GTM 52

GTM Price Sales Contract 52

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. At the same time that you recoup value and get comfortable selling your product, there is less land and expand and more selling your product at full price.

Cross-sell 70

Cross-sell Customers GTM A/B testing 70

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. People can feel a lot of trepidation when they see a very big sticker price. They want to sign big commitments.

Legal 52

Legal Prospecting Customers Contract 52

SaaStr

MARCH 31, 2022

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.

Cross-sell 103

Cross-sell Finance Strategize Technology 103

Sales Hacker

MAY 13, 2025

The role of hyperlocal data, competitive analysis, and personalized content in GTM strategy. The decline of seat-based pricing and rise of outcome-based models. 26:00 Bespoke GTM: why no two locations (or campaigns) should be the same. 31:00 Seat-based pricing is dying how to move to value-based contracts.

GTM 71

GTM Engineering Start-ups Growth 71

Sales Hacker

JANUARY 7, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Fred Viet serves as the Chief Sales Officer at Aircall, overseeing global sales and playing a key role in scaling the company’s reach over the last four years. As always, you’ve got your host, Scott Barker.

GTM 110

GTM Sell Customers Cold Call 110