SaaStr

MARCH 12, 2019

He provides an in-depth guide to driving revenue growth at your company and what to expect at each stage. The three stages are product-market fit, then go-to-market fit and lastly growth and moat. Awesome revenue growth on the X axis, awesome revenue retention on the Y. Thirty, 50% revenue growth.

Growth 83

Growth Cross-sell Contract X-functional 83

SaaStr

JANUARY 30, 2023

20X year 1⃣ 12X year 2⃣ 5X year 3⃣ #deelspeed @deel [link] — Shuooo (@shuoshuooshuooo) January 23, 2023 When we look at SaaS companies’ success stories, everything looks great on their growth maps. Learnings from the growth stage Measure what you can. Trust the process. Get comfortable with the unknown.

Cross-sell 91

Cross-sell Account management Clients Growth 91

Sales Hacker

MAY 6, 2021

From B2C consumer-focused tech to the next B2B enterprise cloud giants, B2B, and B2C technology companies are springing up left and right and sprinting toward multi-billion dollar valuations (whether on the private or public markets) faster than ever. Big picture revenue growth and retention. And this is exactly why you hired them!

B2C 95

B2C Pipeline SQL Strategize 95

SaaStr

NOVEMBER 28, 2019

For Collibra, a cross-organizational data governance platform, the company went from slow growth to hypergrowth. Felix Van de Maele, Co-Founder and CEO of Collibra, will be joined by Teddie Wardi, Managing Director of Insight Partners, to unpack how he built a unicorn company from idea to conception to record growth.

Growth 73

Growth Territory Government Engineering 73

Salesforce

NOVEMBER 7, 2023

Team selling is more important than ever, and sales kickoffs help us sell faster and smarter when we learn more about each other’s working styles. Often a sales kickoff will include partners from other teams, like solution engineering and customer success, who are critical to the sales cycle. Collaboration.

Cross-sell 64

Cross-sell Presentation Sales Up-sell 64

Highspot

FEBRUARY 14, 2024

A comprehensive sales and marketing plan sets up organizations for long-term growth and success. In this guide, we’ll dig into the differences between sales and marketing plans, how to create your plan, and templates to get the ball rolling. What is a Sales and Marketing Plan?

Objectives and Key Results 52

Objectives and Key Results Cross-sell Click Through Rate Lead generation 52

Highspot

FEBRUARY 14, 2024

A comprehensive sales and marketing plan sets up organizations for long-term growth and success. In this guide, we’ll dig into the differences between sales and marketing plans, how to create your plan, and templates to get the ball rolling. What is a Sales and Marketing Plan?

Objectives and Key Results 52

Objectives and Key Results Cross-sell Click Through Rate Lead generation 52

SaaStr

NOVEMBER 1, 2022

SaaS has never been bigger, and growth is secular. We remain optimistic about the prospects of cross-border SaaS. In 2022, companies are rapidly fixing economics, sometimes even at the expense of growth. Org Building Ideas for Cross-Border Companies. SV SaaS companies sell to other SV SaaS companies.

GTM 86

GTM Cross-sell Niche Strategize 86

Highspot

SEPTEMBER 28, 2021

Instead, you’ve got to accelerate sales by learning the ins and outs of your revenue engine — so you know exactly how far and how fast you can push it. How do you accelerate growth in sales? Guess and check approach to growth. Go-to-market teams work in silos, rarely communicate. What is sales acceleration?

Sales 52

Sales Cross-sell Growth Technique 52

Hubspot

JUNE 8, 2021

Nearly half of their time is spent selling remotely (i.e. Their main goal is to help customers increase the ROI on a purchase, so they'll often connect with a salesperson if an opportunity to cross-sell or upsell arises. Sales Engineer. using Zoom, Skype, email, and CRM). Regional Sales Manager. Image Source.

Commission 77

Commission Territory Finance Inside sales 77

Highspot

JUNE 11, 2020

Cross-functional input into go-to-market strategies. Seamless handoff between marketing-generated leads and sales. Through these actions, marketing supports sales by ensuring that buyers are educated, interested, and engaged — and more likely to start, or continue, doing business with you. Stagnant growth.

Objectives and Key Results 59

Objectives and Key Results Cross-sell Sales Education 59

Heinz Marketing

MAY 16, 2022

If I’m ever in market, I won’t buy from them because of how they treated me, because of how they pushed me.” That could be a self-help tool in a product led growth format. ” Alan : You’re turning a lot off in the process. How do you help someone see where do they fit on that continuum? Alan : Sure.

Pipeline 93

Pipeline Referrals X-functional Cross-sell 93

Highspot

NOVEMBER 1, 2022

Sales performance is affected by your enablement efforts, such as sales training or content management; sales productivity; your customer experience; your cross-functional alignment across sales and marketing team members; and your company culture. What Factors Affect Sales Performance. Refresh your sales strategy.

Objectives and Key Results 52

Objectives and Key Results Assembly Line Cross-sell Sales 52

Sales Hacker

SEPTEMBER 11, 2020

Imagine having the opportunity to sell into a company like Lyft in 2011. Imagine growing with them on their journey to becoming a publicly-traded company with an $11+ billion market cap. The total addressable market continues to grow and is ripe for selling to, but very few startups reach unicorn status. Funding rounds.

Sell 78

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

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions.

Go To Market 69

Go To Market Process GTM Launch 69

Highspot

MARCH 30, 2021

Sales performance is affected by your enablement efforts, such as sales training or content management; your customer experience; your cross-functional alignment; and your company culture. That’s because certain sales models are better suited to certain types of businesses, selling motions, or solutions. Make decisions with data.

Objectives and Key Results 69

Objectives and Key Results Assembly Line Cross-sell Sales 69

Salesforce

AUGUST 24, 2021

Believe me when I tell you: teams and companies aren’t using CRM technology to its full potential as the engine for customer-centered growth. The research surveyed executives, team managers, and individual contributors across marketing, sales, commerce, service, finance, and IT. times faster revenue growth.

CRM 98

CRM Finance Customer Relationship Management Technology 98

SaaStr

MAY 27, 2023

Next up was Jason Cohen, founder of $100m+ WP Engine. So, whether you’re hiring or you’re selling or you’re running a leadership meeting, a lot of the time you’re banking on your natural skills and experience to get you to a good result so you can move on to the next thing. Several, we closed while I was on a cross-country flight.

Gaming 70

Gaming Trust Cross-sell Closing 70

ConversionXL

NOVEMBER 29, 2018

And optimizing for micro-conversions can undermine macro-conversions, especially if your marketing team never sees what happens after a form fill. Define your go-to-market strategy. As Wes Bush details, you have three options for a SaaS go-to-market strategy : sales led, marketing led, or product led.

Customers 119

Customers Cross-sell Referrals Networking 119

SaaStr

JULY 15, 2022

How, if no one’s heard of you, do you sell to big companies? Yes, there is the classic situation where a big company wants to give you a lot of money, but overwhelm your engineering resources. Ash Bhoopathy (@ashbhoopathy): Probably more around go-to-market and sales. Jason Lemkin: Well, let’s break it up.

Growth 96

Growth Cross-sell Start-ups X-functional 96

SalesLoft

JANUARY 19, 2017

At this time I was tasked with developing & executing sales account strategy and managing the training of all go-to-market teams. Reps have a tendency to make excuses for the prospects they spend time trying to convert and less time being highly exclusive with whom to sell to. Your ICP could include 20 or more criteria.

Cross-sell 52

Cross-sell Sales Contract Prospecting 52

SaaStr

SEPTEMBER 26, 2019

Stages of growth. So it really focused our efforts on selling larger deals and go after the enterprise space. Basically, he had seen something at scale, but he hadn’t gone through that sort of growth phase where you don’t have everything at the tip of your finger. You’re crossing the chasm.

Territory 56

Territory Cross-sell Sales Cold Call 56

The Lost Book of Sales

JULY 12, 2021

I have to say it didn't bother me at all while I read it, but I can understand that modern "Growth Hackers" and other actively practicing professionals can feel that way. Starting to cross the chasm. How does the "D-Day" strategy help companies cross the chasm? What is the "Chasm"? A war analogy.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SaaStr

AUGUST 13, 2019

We are as an organization and we are as an industry really hooked to hyper growth. It’s all about 50% growth, 100% growth. In almost any other industry, whether it is healthcare or consumer or manufacturing, 20% growth is phenomenal. But in the case of SaaS, 20% growth is just not enough. The first one.

Cross-sell 63

Cross-sell Sales Support Growth Up-sell 63

SaaStr

FEBRUARY 1, 2019

How does Amanda think the go-to-market has to change with every stage of development? What can be done to ensure seamless cross-functional communication across the org? And now here I am at Figma, in charge of all go-to-market, which is super exciting for me. What are the challenges with this? *

Customers 43

Customers Price Cross-sell Start-ups 43

SaaStr

JULY 11, 2019

You and five engineers in Lisbon. You did it both from technology initially, with Twilio, and then with go-to-market partners like Zendesk and Salesforce, right? When you go with such a strong message, that’s what got us in the first couple of years after ’14, that got Talkdesk to grow as much as it did.

Launch 103

Launch Technology Technology Up-sell 103

SaaStr

AUGUST 27, 2019

Unless you’re Jason Lemkin, and that’s also why we’re going to talk through the four different stages of sales today. So all the way from founder led sales to growth stage sales. But also what is my go to market motion? You haven’t really figured out all the right go to market channels.

Territory 54

Territory Contract Cross-sell Drivers/motivators 54

SaaStr

AUGUST 19, 2020

We shut down something called the Evernote market which was selling physical goods, sunset some nice products like Evernote food which had nice followings, but I felt were distracting from the larger priorities. ” And that’s really the third which is really about charting a new course for growth.

E-commerce 101

E-commerce Price Start-ups Growth 101

SaaStr

MARCH 19, 2019

Then on the go to market side just over 40% of new ARR comes indirectly around the world through partners. I’m happy to talk about both of those as we go through this session. We’ve just seen a lot of growth and success of the platform since then. Ceci Stallsmith : Awesome. Ceci Stallsmith : Yeah.

Engineering 49

Engineering Launch Contract Start-ups 49

SaaStr

DECEMBER 3, 2020

Thinking of Dropbox, how does Sam justify the role of sales in a world of product-led growth? How does this change when selling to SMBs vs enterprise? * How does Sam think about the relationship between sales and marketing? Are marketing becoming the new sales team with their content being used more and more in the sales funnel?

Sales 71

Sales Cross-sell Start-ups Growth 71

SaaStr

JUNE 27, 2019

Erica has led New Relic through massive growth, scaling the company’s enterprise business 10x since she joined the business pre-IPO. As we talk about that journey, the enterprise has been the growth engine for the last several years. Fast forward to today, we’ve crossed the $400 million revenue mark.

Cross-sell 70

Cross-sell Technology Technology Retail 70

ConversionXL

JUNE 30, 2019

Companies do it for a wide variety of reasons—SEO, branding, go-to-market strategy, pricing, etc.—and Most likely, they’ll only remember one—your main selling point. Competitive analysis is a broad term for the practice of researching, analyzing, and comparing competitors in relation to yourself. What is it on your website?

UX 126

UX X-functional A/B testing User Experience 126

Hubspot

NOVEMBER 21, 2018

So, here’s my step-by-step guide to building your own go-to-market strategy using the strategies I’ve implemented to build multiple companies throughout the years. But first, what is a go-to-market strategy? What is a go-to-market (GTM) strategy? But first, what is a go-to-market strategy?

Go To Market 97

Go To Market Process GTM Education 97

SaaStr

AUGUST 20, 2020

Kyle Parrish: In that time, before I was even really focused on the impact of UI/UX or the design world at large, I started to realize we were selling against companies like Google and Microsoft and Box, and a lot of our sales pitch was around how intuitive the product was. It wasn’t just engineering, product, and design roles.

Sales 79

Sales Price Quota Start-ups 79

ConversionXL

JUNE 19, 2019

Use product lifecycle marketing to map campaigns to the stage of your product. The various stages are defined below: Introduction stage: when the product first comes to market. Growth stage: when it grabs market share (getting the consumers to prefer the brand). Maturity stage: hold your dominant place in the market.

A/B testing 90

A/B testing Objectives and Key Results UX Retail 90

SaaStr

SEPTEMBER 13, 2019

264: Allison Pickens is the COO @ Gainsight, the company that provides everything you need to turn your customers into your biggest growth engine. Ep: 265: Matt Schatz is SVP of Sales at WP Engine, responsible for defining and executing the global sales strategy. How can one mitigate this? Building trust across time zones.

Engineering 11

Engineering Objectives and Key Results Strategic planning Strategize 11

SaaStr

AUGUST 26, 2022

Sometimes we’re not as founders, sometimes founders sell their company because they don’t end up being deeply passionate about what it does. Yes, Zoom and Shopify and folks that were huge COVID beneficiaries had a bit of a hit, but even those have resumed their growth path. So sell your product. It could come back.

Quota 79

Quota Growth Product Closing 79