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. Drive the shift from push to pull marketing. Master the full customer lifecycle.

B2B 104

B2B GTM Cross-sell High impact 104

Martech

APRIL 7, 2023

Betting on a technology, platform or service provider in a world where the pace of change is relentless has many organizations and their decision-makers stuck. To do this, the GTM team must have a strategy and playbook on how to help their customers tackle the status quo (i.e., Dig deeper: Scarcity marketing: Does it still work?

B2B 110

B2B Customers GTM Pipeline 110

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

SaaStr

DECEMBER 21, 2023

We are laser-focused on supporting our companies with GTM services and expertise. That set him and team up so that when they came out of the sandbox with GPT-4 with their CoCounsel product, they were able to command contracts with an extra zero.

Gambling 90

Gambling GTM Legal Contract 90

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. They asked themselves, “what if we moved to some motion of licensing contracts?” They asked themselves, “what if we moved to some motion of licensing contracts?”

Growth 79

Growth Cross-sell GTM Up-sell 79

Martech

MARCH 29, 2022

“This is especially important in the subscription economy where a brand is selling services or experiences, where all but the most basic commodity purchases should reflect an interaction that goes beyond a one-and-done transaction.”. B2B marketers should also plant seeds for lasting relationships. Image: Third Door Media.

Launch 86

Launch E-commerce GTM B2B 86

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. B2B segments in focus: Enterprise/Company wide – selling a platform (CRM/ERP) using multi-year contracts. GTM Approaches as a function of Annual Contract Value.

Go To Market 73

Go To Market GTM X-functional Territory 73

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

Sales Hacker

JANUARY 13, 2021

These companies resell the solution and bundle services around the solution to add value to the customer. They make their money on the margin from the software’s resell and their services to the end-customer. One OEM contract can give thousands or tens of thousands of end-users access to the licensor’s software.

GTM 74

GTM Negotiate Profit margin Contract 74

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. I was an account executive covering financial services vertical and covering in New York.

GTM 63

GTM Healthcare Pipeline Sales 63

Sales Hacker

FEBRUARY 7, 2018

Previously they may have only spent $1,000 when buying a SaaS service online. Now the services have matured where buyers are spending 20x in online services is relatively comfortable. To meet the growth potential a Go To Market (GTM) plan is imperative. Each layer may need a different GTM strategy.

Growth 87

Growth GTM SQL Strategic partnership 87

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

SaaStr

OCTOBER 17, 2023

Do my customers find value in my product and service? 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. Customer Success supports customers and your entire GTM motion. Will they renew?)

Cross-sell 64

Cross-sell Customers GTM A/B testing 64

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? That’s why m odern go-to-market teams started aligning those teams a while back.

Growth 62

Growth GTM Cross-sell Pipeline 62

SaaStr

FEBRUARY 8, 2022

Waze defines value as the deal size or amount of the contract. Have you thought about your Service Level Agreements (SLAs)? Do you have a Go-to Market (GTM) for different market opportunities? You’re not the only SMB asking this question as you navigate perpetual pitches, closing clients, and growth. . Let’s look at them: Value.

Objectives and Key Results 91

Objectives and Key Results Pitch GTM Cold Call 91

Gong.io

DECEMBER 14, 2022

The personalized service that sales reps deliver also improves your company’s reputation. The more buyers who rave about your service, the more attractive to enterprise clients you’ll become. Sales reps don’t waste time chasing low-quality leads that won’t close or whose annual contracts are barely worth their time.

Sell 62

Sell Cold Call Contract GTM 62

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. It may take days before the rep can actually send a contract for signature. Be able to define and map GTM processes and workflows, identify gaps, and iterate and improve. Interned for Experian developing an international GTM strategy.

Finance 101

Finance GTM Cross-sell SQL 101

Lead Fuze

NOVEMBER 30, 2021

What You Need to Know About SaaS GTM Models. For recurring revenue businesses, ABSD is more cost-effective when the product or service has a higher price point. The Sales Cycle Length is a measurement of how long it takes your company to close a deal, from the first meeting until the contract has been booked. Who use Hubspot.

GTM 52

GTM Price Contract Sales 52

Gong.io

JUNE 11, 2021

You must learn who your ideal customers are, what they care about, how to position your product/service to them, which features they care about, which problems do they solve, which outcomes do they enable, and so on. Demo scripts are the starting points for how to run an effective demo of your product or service. Specific talk tracks.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

Lead Fuze

JANUARY 1, 2022

A company in the Financial Services or Banking industry. These companies usually sell to channel partners or consultants who then provide services around that product for an added value. The company makes money on the margin of its products and their service. Who have more than 10 employees. That spend money on Adwords.

Negotiate 52

Negotiate Profit margin Contract GTM 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. Don’t forget that your sales funnel is not only presale, but post-sale, as well, with your customer service and your customer success team.

Legal 52

Legal Prospecting Customers Contract 52

ConversionXL

APRIL 7, 2021

Compared to selling sophisticated software bundled with professional services to large enterprise companies (Fortune 500) which involves navigating a lot of complexity in the buying cycle. In most cases, ABM should not be a standard go-to-market (GTM) strategy. The way you sell & market will be different.

GTM 98

GTM CRM Cross-sell Cold Call 98

Sales Hacker

NOVEMBER 15, 2017

Average Contract Value. Account refers to a record of primary and background information about an individual or corporate customer, including contact data, preferred services, and transactions with your company. . Average Contract Value (ACV) is the average revenue you derive from a single customer in a given period.

B2B 99

B2B E-commerce Cold Call Represent 99

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. Conduct an RFP process and negotiate contract terms among the front-runners. The company is past the MVP (minimum viable product) and is showing initial signs of success.

Sell 78

Sell Minimum Viable Product Objectives and Key Results Cross-sell 78

Sales Hacker

MAY 12, 2021

Be sure to include other GTM teams when testing out a new talk track. Melissa Madian , Founder and Author at TMM Enablement Services, likens a talk track to a performance saying, “just like a movie script, a talk track is useless without emotion, passion and practice! Or, which tools do you integrate with or have extensions for?

Objectives and Key Results 76

Objectives and Key Results A/B testing Sales GTM 76

SaaStr

MARCH 31, 2022

Director of GTM Ops, Sapphire Ventures. What you’ll see in that cloud spend box is actually Gartner’s 2020 estimate for infrastructure as a service spending for companies, which was $50 billion. And so, our product really needs from a customer adoption standpoint, to be integrated into the cloud service provider fabric.

Cross-sell 80

Cross-sell Finance Strategize Technology 80

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 101

Go To Market GTM Strategize Growth 101

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. How do you think about services revenue streams today in SaaS, especially when scaling into enterprise? Does it have to be in person?

GTM 50

GTM Price Up-sell Product 50

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. Create Alignment Alignment is essential when preparing to launch a new product or service.

Go To Market 69

Go To Market Process GTM Launch 69

Sales Hacker

DECEMBER 8, 2020

And it was essentially providing consulting services for people in my local town and surrounding area. And before I knew it, I just had unprecedented demand for the services. And one of the catalysts for that was I had set up a company while I was at school, in high school. And I really felt that with my time at IBM.

Sales 99

Sales E-commerce Technology Technology 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

InsightSquared

AUGUST 24, 2018

Annual Contract Value (ACV): Measurement of discounting, indicative of the effectiveness of negotiation. Conversion Rate 6 (CR6/Churn): Indicative of the stickiness of the service, ack of impact results in churn. Conversion Rate 7 (CR7/Upsell): Upsell during usage during the length of the contract. Key Takeaways.

SQL 54

SQL Contract Growth GTM 54

Heinz Marketing

MARCH 15, 2021

How to Customize Software to Your Business ” and our guests are Subbu Vempati , CEO at Cuspera and Judy Ash , GTM Adviser and CMO. It has to be self service and easy. This week’s show is called “ The Perfect MarTech Stack? The problem is getting worse because there are more and more tools on a regular basis.

Pipeline 110

Pipeline Technology Technology Sales 110

Salesforce

MAY 2, 2022

President and Owner, LDK Advisory Services, Frankfort, Illinois. Head of GTM, GTM Buddy, Atlanta, Georgia. Why you should follow Belal: He’s a go-to-market (GTM) leader and advisor for early-stage startups, including two that went public, two that have been acquired, and one that is now a Fortune Unicorn. Anita Nielsen.

Gaming 98

Gaming GTM Consult Sales 98

Martech

MAY 28, 2024

HubSpot HubSpot integrates marketing automation, customer service, sales and operations software into a single solution. I think HubSpot has outpaced any other offering in the space and will soon be the go-to player for all things GTM. Marketing automation and CRM 1. Originality.ai

GTM 96

GTM Drivers/motivators B2B Campaign 96