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 99

Drivers/motivators GTM Contract Growth 99

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 90

GTM Price Promote Commission 90

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 72

Go To Market GTM X-functional Territory 72

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 79

Growth Price Contract GTM 79

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 GTM 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 63

Cross-sell Customers GTM A/B testing 63

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 Contract Sales 52

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

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

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 77

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

SaaStr

NOVEMBER 2, 2019

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. The reason I suggest this as an approach is that when you’re getting your pricing right as a partner, and to grow with your customer.

GTM 50

GTM Price Up-sell Product 50

SaaStr

MAY 12, 2022

Their specific and single pricing and packaging model was no longer supportable or sustainable. As a platform, you need to ensure that you build a platform with the services and pricing model that will entice your customers to keep using it over time. A $1 million contract with a customer doesn’t automatically translate as revenue.

GTM 101

GTM Product Price Contract 101

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

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 112

Go To Market GTM Strategize Growth 112

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 94

Cross-sell Finance Strategize Technology 94

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 93

Growth Cross-sell GTM Up-sell 93

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 GTM Price Territory 103

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

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 64

GTM Healthcare Pipeline Sales 64

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. You can create a GTM plan for a new service, a new branch of your company, or even an entirely new business. Negotiation: Both sales reps and decision-makers discuss pricing details and feature needs.

Go To Market 69

Go To Market Process GTM Launch 69

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 86

Growth GTM SQL Strategic partnership 86

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.

GTM 98

GTM CRM Cross-sell Cold Call 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 99

B2B E-commerce Cold Call Represent 99

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 96

Go To Market Process GTM Education 96

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 74

Objectives and Key Results A/B testing Sales GTM 74

SaaStr

MAY 10, 2019

How should North Star’s be segregated between GTM teams and biz ops teams? You said you believe in eliminating the handoffs between GTM teams and the redundancy of MQLs and SQLs. Harry Stebbings: Okay, so no man’s land in SaaS pricing–commonly hailed but does it really exist or not really? Harry Stebbings: Why?

X-functional 51

X-functional SQL Pipeline GTM 51

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

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 122

GTM Drivers/motivators B2B Campaign 122