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. Distribution of B2B deals as a function of price (a product of discount and list price). Mid Market/Department – selling platforms and applications using annual contracts.

Go To Market 96

Go To Market GTM X-functional Territory 96

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.

GTM 119

GTM X-functional Engineering Referrals 119

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

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. 2023 saw the team grow from 6-10 reps, which is pretty modest, and they built an SDR function. They grew 2.5x

Go To Market 120

Go To Market GTM X-functional Objectives and Key Results 120

Sales Hacker

JANUARY 13, 2021

The licensee embeds the third-party software into its application to improve it by adding new functionality or features, or enhancing existing functionality or features. One OEM contract can give thousands or tens of thousands of end-users access to the licensor’s software. Licensing OEM software. OEM deal structure.

GTM 88

GTM Negotiate Profit margin Contract 88

SaaStr

NOVEMBER 2, 2019

How does Krish think your customer acquisition and GTM strategy has to change with the movement from SMB to enterprise? How does your customer success and customer support functions change with the move to enterprise? A classic example is a Shopify selling to, let’s say, contract. That’s the beauty of that business.

Price 64

Price GTM Up-sell Product 64

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. That’s an internal function, but to the customer it shouldn’t be obvious that that’s their obligation, right?

X-functional 56

X-functional SQL Pipeline Go To Market 56

Sales Hacker

JANUARY 21, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Rob Giglio is the Chief Customer Officer at Canva, where he oversees Canvas sales and go-to-market functions. Scott Barker: Hello and welcome back to the GTM podcast. So you better be thoughtful. It’s all about the guest always.

GTM 105

GTM Gambling B2B E-commerce 105