This site uses cookies to improve your experience. To help us insure we adhere to various privacy regulations, please select your country/region of residence. If you do not select a country, we will assume you are from the United States. Select your Cookie Settings or view our Privacy Policy and Terms of Use.
Cookie Settings
Cookies and similar technologies are used on this website for proper function of the website, for tracking performance analytics and for marketing purposes. We and some of our third-party providers may use cookie data for various purposes. Please review the cookie settings below and choose your preference.
Used for the proper function of the website
Used for monitoring website traffic and interactions
Cookie Settings
Cookies and similar technologies are used on this website for proper function of the website, for tracking performance analytics and for marketing purposes. We and some of our third-party providers may use cookie data for various purposes. Please review the cookie settings below and choose your preference.
Strictly Necessary: Used for the proper function of the website
Performance/Analytics: Used for monitoring website traffic and interactions
A novel development, however, is the incorporation of data from back office sources including finance, contracts, product usage and supply chain. In large organizations, sometimes sales doesn’t know who marketing is marketing to, and marketing doesn’t know who sales really wants to sell to. ” Why we care.
Marketers are expected to set up, integrate and manage the system themselves. Given the complexity of these platforms, many companies underestimate the time and resources required to get them up and running effectively. The not-so-hidden high costs and long contracts ABM platforms are expensive. This process is far from simple.
I really liked this one and wanted to write up a few more learnings. What makes this growth story particularly fascinating is how quickly their go-to-market (GTM) organization scaled from just 3 people to 75 in less than a year. The 5 Key Elements of Codeium’s GTM Scaling Playbook 1.
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube What’s actually working in go-to-market right now? Steven Farnsworth (Gaiia) – VP of GTM at Gaiia and early GTM leader at Workato and Outreach. Navigating payroll, benefits, and compliance shouldn’t slow you down.
While AI has exploded in coding (Cursor) and legal (Harvey) and parts of GTM (Clay), sales itself is still waiting for its breakthrough AI moment. It spans marketing attribution, lead scoring, outbound sequencing, meeting booking, discovery calls, proposal generation, contract negotiation, and post-sale expansion. Sales is messier.
Product training is a structured learning process that helps team members understand, communicate, and sell a product. According to Gartner, 77% of B2B buyers say their most recent purchase felt “very complex or difficult,” highlighting the importance of thorough product knowledge for anyone selling or supporting a solution.
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Dennis Lyandres is an Advisor with ICONiQ and a Board Member of Speedchain and CaptivateIQ. He’s now an investor, advisor, and board member to iconic B2B SaaS companies, and one of the most respected voices in GTM for vertical SaaS.
It also extends into the B2B world, where go-to-market (GTM) teams—notably, sales, marketing, and customer success—must work in tandem to deliver exceptional experiences across the buyer’s journey through a thoughtful customer engagement model that builds brand loyalty. They sense that they are part of something more than a contract.
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Ray Smith is the VP of AI Agents at Microsoft. GTM 139 Episode Transcript Scott Barker: Hello, and welcome back to the GTM podcast. Previously, he was the Global VP of Product for SAP, CRM and Sales Cloud. tool selection.
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube There’s a ton of talk about what isn’t working today in go-to-market. GTM 129 Episode Transcript [00:00:00] Scott Barker: Hello, and welcome back to the GTM podcast. And I didn’t come up with that.
Your technology might give you a temporary edge, but competitors will catch up. Dig deeper: How to develop a winning B2B ideal customer profile Formula 2: The catalyst has to become integral to the way you go to market Your ICP must also be embedded in every aspect of your go-to-market (GTM) strategy. Back it up with a human touch.
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.
Ive worked with businesses that spend thousands on software that sales teams end up barely using. Automating follow-ups and keeping track of customers in one system. Its a game-changer for boosting productivity and upping sales. Automated follow-ups based on customer behavior. Thats where sales enablement platforms help.
Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow highlights the strategies, along with the stories from the top 1% of GTM executives, VCs, and founders behind these strategies and companies. A discussion with three portfolio companies on what’s working in GTM.
These are the companies that sell the basic materials, components, parts that go into the products we buy (these can be physical products or software products). It doesn’t disappear because a better offer comes up or because of the appearance of a bright shiny object. This is what I call the embedded product companies.
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Navin Persaud is the VP of Revenue Operations at 1Password, where he leads a 30+ person team supporting a GTM org of 450+. Navigating payroll, benefits, and compliance shouldnt slow you down. Thats where TriNet comes in.
The role of hyperlocal data, competitive analysis, and personalized content in GTM strategy. 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. 26:00 Bespoke GTM: why no two locations (or campaigns) should be the same.
What he shared was pure gold for any SaaS founder trying to navigate the complex world of GTM motions. This isn’t just theory – it’s showing up in the public filings. The Evolution of Go-To-Market (And Why It Matters) Let’s break this down into three distinct eras: GTM 1.0: Salesforce started with 2.0
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. Hayden, welcome.
Sam Blond and Jason Lemkin joined together for a live SaaStr Workshop Wednesday looking at what has and what hasn’t changed in 2025 in GTM in general and in the age of AI. Sam shared an anecdote about an SDR from TalkDesk who showed up at Brex’s office – the only person ever to do this, and he still remembers it years later.
Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow highlights the strategies, along with the stories from the top 1% of GTM executives, VCs, and founders behind these strategies and companies. This regular rhythm creates space to: Identify where GTM is off-course.
6:31 – Upwork’s challenge of the status quo in hiring contract talent. 6:31 – Upwork’s challenge of the status quo in hiring contract talent. The GTM Podcast Don’t miss The GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world.
He was one of the first few reps hired at Yammer to sell into the Fortune 500, responsible for closing some of their largest, 7-figure contracts. Prior to Klaviyo, Sean served in enterprise sales roles at Localytics, Yammer (acquired by Microsoft for $1.2B) and SuccessFactors (IPO & acquisition by SAP for $3.4B).
Contract renewal dates. A spotlight falls on customer loyalty, an influential force on the revenue secured during contract renewals. Whether it’s a convoluted sign-up process, unclear feature exploration, or a steep learning curve, measuring this metric pinpoints areas that may need optimization.
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? Not exactly.
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. Selling a $5/month Chrome plugin to a Pro-user?
You have to get wide when you sell into organizations with 2,000+ employees.” . Selling is a team sport once you’re talking quarter million dollar deals. Selling is a team sport once you’re talking quarter million dollar deals. I don’t just sell — I coach and direct a go-to-market team.”. African proverb .
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?
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. It doesn’t have to be over complicated.
Many of them will get gobbled up by the large platforms. That means showing up in every quadrant of your category, hiring A players, putting yourself out there. 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.
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. It’s warmed up, prepared, and ready to go. This changed the conversations with customers.
How the numbers add up. 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. To meet the growth potential a Go To Market (GTM) plan is imperative. What is required is a more modern GTM model that has layers of revenue.
As the world we sell in becomes more saturated and buyer journeys more complex, the right tools can significantly enhance the efficacy of your marketing efforts. I think HubSpot has outpaced any other offering in the space and will soon be the go-to player for all things GTM. Email: Business email address Sign up now Processing.
Waze defines value as the deal size or amount of the contract. Since they sell ads, value also means how many recurring clients contribute to a significant chunk of their yearly revenue by assessing six-month or year-based account value. Do you have a Go-to Market (GTM) for different market opportunities?
It includes factual information, personal experience, and interviews from successful professionals on both the buy-side and the sell-side of enterprise OEM software licensing to ensure a broad mix of experience and ideas. Enterprise software companies rarely resell agreements because they are focused on selling their software.
Average-based metrics are misleading for modern cloud companies with access to more diverse GTM strategies and customer bases. SaaS Subscriptions as Annuities: It’s common to consider subscription contracts as annuities with an upfront cost. Sign up HERE ! This is important for unit efficiency. Every Wednesday at 10 a.m.
Thanks for reading The GTM Newsletter! Our RevTech stacks used to be much simpler… today we have an overwhelming amount of tooling and it can be hard to keep up. Brian Weinberger – SVP of Sales We have re-negotiated contracts as the renewals come in. It’s gone up slightly but nothing significant.
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. Matt Garratt: So if you look at the results themselves, if you look at Q1, not too surprising.
On Linkedin alone, a search for “revenue operations” in the US brings up almost 20,000 results. Traditionally businesses roll up their operations teams under the organization that they serve, resulting in siloed processes, software systems, and often, conflicting goals. Interned for Experian developing an international GTM strategy.
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.”. The sales cycles go up; the close rates go down, and…our disruption risk goes way up.”. Sell it to your market for half the price.
How do you sell against the competition or become a market leader in a very crowded space? To sell against the competition, you have to differentiate yourself. 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.
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.
Imagine having the opportunity to sell into a company like Lyft in 2011. The total addressable market continues to grow and is ripe for selling to, but very few startups reach unicorn status. Why Should You Sell Into Startups? While selling to startups is an evergreen opportunity, it’s important to understand the risks as well.
Here at Gong, we define sales enablement as a function that helps the sales team sell better from the time each sales rep is brought on board, to the time they decide to leave the company. Reading from a script is NOT your answer to selling more. . Plus they can use these to follow up with more technical buyers.
We organize all of the trending information in your field so you don't have to. Join 26,000+ users and stay up to date on the latest articles your peers are reading.
You know about us, now we want to get to know you!
Let's personalize your content
Let's get even more personalized
We recognize your account from another site in our network, please click 'Send Email' below to continue with verifying your account and setting a password.
Let's personalize your content