Partners in Excellence

MAY 10, 2024

Customer could choose to sign contracts for several years, but they couldn’t purchase them outright. The problem with the way we look at “As A Service,” is we tend to conflate an business strategies, financial, cashflow, revenue recognition strategies; and GTM/sales strategies. It’s much easier to justify!”

Service 62

Service GTM Contract Price 62

Sales Hacker

FEBRUARY 16, 2024

Sales teams in companies with a focus on product-led growth are rapidly adopting this approach. Anthony Kennada (Founder & CEO of AudiencePlus) highlights how his response was a masterclass in product-oriented content in this post. Listen on Spotify or find it anywhere you get your podcasts by searching “The GTM Podcast.”

GTM 94

GTM Quota Construction Contact 94

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 107

GTM Contract Clients Consult 107

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 63

GTM Growth Profit margin Contract 63

SaaStr

APRIL 30, 2024

How do you build GTM efficiency in SMB sales? The CRO at Owner, Kyle Norton, shares his learnings and strategies for building better efficiency into your GTM motion at Workshop Wednesday, held every Wednesday at 10 a.m. Owner’s journey sets the stage for Kyle’s top three lessons for building GTM efficiency.

Go To Market 97

Go To Market GTM X-functional Objectives and Key Results 97

SaaStr

NOVEMBER 1, 2022

Companies, especially those with an undifferentiated product, may want to think strategically about the evolution of their respective category and the path towards building a platform. . 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.

GTM 81

GTM Cross-sell Niche Strategize 81

Sales Hacker

AUGUST 25, 2023

Now that we’ve officially combined The Sales Hacker newsletter with The GTM Newsletter, we’re almost 60K strong! Thanks for being part of the GTM community. As always, you can catch up on past articles, podcasts and newsletters all in one place at the new home of Sales Hacker: GTMnow.com Thanks for reading The GTM Newsletter!

GTM 52

GTM Contract Cross-sell Account management 52

SaaStr

APRIL 5, 2024

For Apollo, Leandra’s sales model is built around a Product-Led Growth (PLG) motion. Apollo’s product actually gets better with scale, so they have a community with millions of free users unlocking that network effect. I’d love to learn more about your environment and tailor our product demo to what you’re using today.

Sell 72

Sell GTM Price Up-sell 72

Sales Hacker

JUNE 16, 2021

Here’s my guess: you’d see a GTM organization working together like a well-oiled machine. They’re all on board – marketing, sales, product, customer success, and executive leaders. Your GTM teams are made up of people, and people are resistant to change how they learn and sell. What is sales enablement? Training platforms.

GTM 101

GTM Contract Quota CRM 101

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 80

GTM Negotiate Pipeline Contract 80

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. NotionAI is the fastest-growing AI business, and it’s already an existing product. GTM execution. Modern incumbents have done well. That’s hard to define.

Contract 96

Contract GTM B2B Negotiate 96

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. Breakthrough moments and experiences can be done through: Product-led growth (PLG).

B2B 99

B2B GTM Cross-sell High impact 99

Martech

APRIL 7, 2023

How marketing can help overcome customer FOMU in the sales + purchase process The “JOLT” thinking outlined in Dixon and McKenna’s book provides a strong foundation for marketing to lock arms with sales, product, ops and customer success colleagues to overcome prospects’ FOMU. how to change now).

B2B 105

B2B Customers GTM Pipeline 105

SaaStr

DECEMBER 21, 2023

Their product increases enrollment and utilization while reducing employee costs and providing a substantially better experience. #2. By the time companies get to Series B, they’ve figured out their product-market fit but they still haven’t scaled. We are laser-focused on supporting our companies with GTM services and expertise.

Gambling 85

Gambling GTM Legal Contract 85

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? People, Process and Product: A Product Leader’s First 90 Days with Notion CPO Madhu Muthukumar. Top Videos This Week: 1.

GTM 72

GTM Contract Engineering Product 72

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. Challenge #1: Starting with Product-Led Growth and Deciding If It’s Worth It If you start with PLG and want to move your customer base and prospects to Enterprise deals, you might ask yourself: Should I go for it? The lesson learned?

GTM 72

GTM Cross-sell Government Legal 72

SaaStr

MARCH 22, 2023

But it also defines your GTM efforts. They asked themselves, “what if we moved to some motion of licensing contracts?” Instead of selling products, they were selling aspirational concepts and business value. This means creating conditions where product market fit and demand start to be facilitated.

Growth 75

Growth Cross-sell GTM Up-sell 75

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%. Cloud Will Help Close the Gap in Global Productivity. These cloud businesses have product-market fit, scalable GTM, and a growing customer base. .

GTM 89

GTM Contract Growth Follow-up 89

SaaStr

NOVEMBER 15, 2022

As Gleklen says, “We actually see this monolith falling apart, and it’s falling apart primarily due to what we view as two of the biggest drivers for value creation today: Machine learning and product-led growth.”. Average-based metrics are misleading for modern cloud companies with access to more diverse GTM strategies and customer bases.

Drivers/motivators 81

Drivers/motivators GTM Contract Growth 81

SaaStr

OCTOBER 17, 2023

Do my customers find value in my product and service? If you don’t know, it’s the hockey stick curve going from $2M to $6M to $18M to $36M and on and on after you’ve found product market fit. What is the highest form of product market fit? Everyone is about to go on their own journey to find product market fit.

Cross-sell 63

Cross-sell Customers GTM A/B testing 63

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. This may require a specific product. Distribution of B2B deals as a function of price (a product of discount and list price). 5 Steps To Building Your Go To Market Strategy.

Go To Market 73

Go To Market GTM X-functional Territory 73

Sales Hacker

JANUARY 13, 2021

On the contrary, the licensee will have a better product to sell with the OEM partner’s added value. 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. Exclusivity.

GTM 74

GTM Negotiate Profit margin Contract 74

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

Gong.io

SEPTEMBER 9, 2021

Here’s who’s typically involved in the evaluation process: End users and influencers: People who will use the product/service. Those who dwell in due diligence: Budget approvers, legal/contract reviewers, and procurement analysts . Each of those groups can easily include five or more people. How to win as a team.

Closing 162

Closing Sports GTM Legal 162

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. More here, I invite you to read this later.

GTM 62

GTM Healthcare Pipeline Sales 62

SaaStr

OCTOBER 10, 2023

For many organizations, friction can arise between the GTM engine and the legal team. In an enlightening SaaStr Annual session, G2 General Counsel Eunice Buhler and VP of Enterprise Sales Colin Danaher share how they have found ways to forge a collaborative, respectful, and productive relationship between the revenue and legal teams.

Legal 61

Legal Closing GTM Finance 61

Martech

MARCH 29, 2022

The strategy for building lasting relationships for consumer products and services also extends to B2B marketing in this digitally transformed environment. “We 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.”.

Launch 80

Launch E-commerce GTM B2B 80

Gong.io

JULY 21, 2021

They know a ton about your product before your reps even speak to them (because internet). 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?

Growth 62

Growth GTM Cross-sell Pipeline 62

Sales Hacker

FEBRUARY 7, 2018

What is new in today’s B2B software world is that products sold against an OpEx (SaaS) model experience an exponential growth due to a variety of factors; An increase in Online Spend – B2B customers are increasing their online spend. FIND PRODUCT MARKET FIT. To meet the growth potential a Go To Market (GTM) plan is imperative.

Growth 87

Growth GTM SQL Strategic partnership 87

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.”. We are misaligning our customers with our product because of the pricing model because we’re raising the price. Copy your entire product.

GTM 72

GTM Price Promote Commission 72

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 69

GTM Education Sales Contract 69

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

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. Product-led growth is a popular topic these days.

Growth 69

Growth Price Contract GTM 69

SaaStr

JANUARY 6, 2023

On any given day, the enterprise buyer has many priorities that will come before your product, and those priorities may not be what you expect. He’ll dig into real-world examples for reducing friction in sales, product, and customer success. How long does it take to actually set up your product and launch the product?

Legal 52

Legal Prospecting Customers Contract 52

SaaStr

FEBRUARY 8, 2022

Waze defines value as the deal size or amount of the contract. As our sales team started pitching bigger, while doing a good job at showing the value of the product, our closed amount increased. Do you have a Go-to Market (GTM) for different market opportunities? Let’s look at them: Value.

Objectives and Key Results 86

Objectives and Key Results Pitch GTM Cold Call 86

Gong.io

JUNE 11, 2021

They continue, “What was once the responsibility of product marketing, sales operations, or of a single sales trainer, sales enablement is now supported by dedicated teams founded within the sales organization” (bold is mine). Demo scripts are the starting points for how to run an effective demo of your product or service.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

Lead Fuze

JANUARY 1, 2022

When a software company (the licensor) licenses its product to another, the latter can add new features or modify existing ones. Finally, customers receive an innovative product at lower cost. These companies usually sell to channel partners or consultants who then provide services around that product for an added value.

Negotiate 52

Negotiate Profit margin Contract GTM 52