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.” Jason’s mission is clear: Lead the company through the final stage of go-to-market maturity, platform-market fit, where integrated solutions drive customer value and position the company for long-term growth. Source: GTM Partners, 3Ps GTM Maturity Model It’s not just about selling more products.
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Guy Yalif is a seasoned B2B SaaS executive with over 20 years of go-to-market experience. 15:41) Scaling Twitter’s ad business and managing hyper-growth. (26:54) 26:54) The existential dread of being a startup founder. (37:56)
The best sales tools that offer intel into sales representatives’ engagement efforts also supply AI-powered insights that help your GTM teams move with precision, make better decisions, and tighten execution. Your GTM leaders push initiatives without knowing what’s working. Your BDRs run plays that don’t land.
A little ways back Databricks VP of Sales Heather Akuiyibo joined SaaStr to share unexpected things that work well at Databricks GTM organization as well as some things that havent worked as well. For a company targeting 100% year-over-year growth, this focus makes perfect sensebut it required data to validate.
This post breaks down how leading revenue teams are cutting through the noise—triaging signals, mapping expansion paths, and building cross-functional systems to act. The real power comes from aligning your GTM teams to act on those cues. Send us an email to discuss how to make your full lifecycle marketing and growth more efficient.
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Marcy Campbell is the Chief Revenue Officer at AppFolio, where she leads sales and client services with a focus on delivering unified, end-to-end customer experiences. The importance of cross-functional stream teams for accelerating GTM initiatives.
Dig deeper: A scoring model your GTM team will fall in love with 3. Growth trajectory Companies on a growth trajectory (e.g., Existing customers Take note of existing customers to identify opportunities for up-selling and cross-selling, which can be beneficial for improving lead scoring.
For as long as most of us can remember, go-to-market (GTM) operations — especially marketing and sales — have been treated almost entirely as operating expenses. The logic was simple: GTM costs are short-term, their benefits too uncertain and their ties to financial outcomes too tenuous to justify anything but immediate expensing.
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Austin Hughes is the founder and CEO of Unify, a platform helping high-growth teams turn buying signals into pipeline. Navigating payroll, benefits, and compliance shouldn’t slow you down.
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Marcy Campbell is the Chief Revenue Officer at AppFolio, where she leads sales and client services with a focus on delivering unified, end-to-end customer experiences. The importance of cross-functional stream teams for accelerating GTM initiatives.
Cross-department ownership and confusion A major issue with ABM platforms is that using them effectively requires buy-in and cooperation from multiple departments, like sales and IT. They unlock an account-based approach to marketing, which is the right GTM for any business selling to an account.
Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Some growth lessons expire. From that, hes learned that the best growth strategies arent new. Theyre timeless.
In today’s high-stakes go-to-market (GTM) environment, success isn’t defined by having the best product or service. Rather, it’s defined by the ability to execute—consistently, cross-functionally, at scale, and in a way that delivers exceptional experiences to increasingly demanding buyers. Hit growth targets sooner.
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.
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.
Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Too often, businesses treat these as separate domainsone focused on development, the other on selling.
Key Takeaways Executing 1:1 and 1:few account-based selling strategies geared toward high-value target accounts is how leading enterprise sales teams drive sustainable revenue growth. A modern account-based sales strategy isn’t just about targeting the right accounts.
Buy-in and continual support from go-to-market (GTM) leadership is crucial to building highly impactful—and high-converting—sales enablement approaches. However, every GTM team plays a part in the success of B2B buyer enablement strategies.
The Build vs. Adapt Decision Most companies would have tried to enable the existing team to sell both products. Every person had to learn the opposite product they weren’t selling. Who were your closest cross-functional colleagues? All were wildly successful and changed how we sell today. What did you learn?
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. This approach doesn’t just apply to consumer brands, though.
Yet despite these benefits, many organizations still hesitate to implement and leave their teams underprepared, missing growth opportunities. It’s typically a cross-functional initiative between sales and marketing. On the flip side, sales enablement provides the tools to sell better. So, why the hesitation?
Highspot also announced new capabilities for its generative artificial intelligence (AI) digital assistant, Highspot Copilot, which help sellers and sales managers successfully execute GTM initiatives through personalized coaching recommendations, skill and competency assessments, and learning reinforcement at every stage in the revenue lifecycle.
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Ray Smith is the VP of AI Agents at Microsoft. Which skills will matter most in an agent-first world (hint: think like a GM or growth hacker). GTM 139 Episode Transcript Scott Barker: Hello, and welcome back to the GTM podcast.
Choose or blend a framework to match your growth stage for steady, predictable revenue gains. Revenue Operations , or RevOps, is all about aligning your GTM teams (sales, marketing, and customer success) to drive growth. They help unite your go-to-market (GTM) teams, streamline processes, and tackle tool sprawl.
Nowadays, it’s not enough to close a deal and call it a day—even more so to rely on past growth to predict the future. B2B companies must make fast, smart decisions to drive revenue growth and scalability. A revenue operations strategy outlines the steps, objectives, and KPIs needed to maximize revenue growth.
Manufacturing companies that embrace AI in their go-to-market (GTM) enablement programs see up to 20% higher revenue outcomes today. The use of AI-powered coaching helps manufacturing GTM teams deliver targeted training and coaching to sharpen reps’ skills without disrupting workflow.
Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Example: By structuring the team for scalable growth, Outreach reached $50 million ARR.
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.
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Rick Kelley is the former VP of Metas Global Business Group, where he led a $10B+ revenue organization and played a pivotal role in building out Metas go-to-market teams across North America and EMEA.
In theory, leading a banking and lending sales team should be simple: set the strategy, support your team, and drive growth. With one unified platform for GTM enablement , your team gets instant access to current and approved materials. No more edits or deletions that accidentally cross the line.
Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Provide value, dont sell B2B decision-makers seek valuable information and answers, not fluff. Pain-point explainers.
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Casey Woo is the Founder and CEO of Operators Guild, an invite-only community for professionals in strategic finance and operations roles. 18:13 The role of cross-functional communication. 18:13 The role of cross-functional communication.
Jeff Perry is a truly iconic revenue leader and the Chief Revenue Officer (CRO) at Carta, responsible for core software revenue across New Business, Upsell, CrossSell, and Customer Success. 19:07 Cartas GTM evolution: How Jeff scaled from one rep selling one product to multiple teams across three business lines.
It never had a downturn, and just keeps on growing at top-tier rates, selling both to SMBs and now larger enterprises. This is what 12x ARR selling to SMBs++ looks like. While their total customer base is growing at a healthy rate, their enterprise segment is booming with 46% YoY growth in $100k+ ARR customers. Wow, Monday.
Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. When sales and marketing leaders operate in silos, companies leave growth on the table. Friction gives way to flow.
Key Takeaways GTM operational excellence improves efficiency, aligns sales and marketing operations, and enables your teams to close complex deals faster. Companies with strong GTM enablement see 49% higher win rates on forecasted deals. What is GTM Operational Excellence? Lets explore four pillars of GTM ops excellence: 1.
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Udi Ledergor served as CMO during Gongs rise from new SaaS startup to industry dominance. If you missed GTM 141, check it out here: Timeless Growth Tips From a $7.4B 00:01:00] Sophie Bounassisi: Hello and welcome to the GTM podcast.
Hello and welcome to The GTM Newsletter – read by over 50,000 revenue professionals weekly to scale their companies and careers. If so, you know that we’ve been nerding out on ecosystem-led growth (ELG) for quite a while now. The smartest companies are embracing Ecosystem-Led Growth, or ELG. Let’s get into it.
Today's leaders have an uphill battle to successfully tackle revenue growth goals. Internally, revenue organizations have to adapt and align their message in a way that communicates their value in today's dynamic selling environment. Strategies for growth and evolution should drive alignment across all your revenue teams.
Strategies for pricing new products and cross-selling within an existing customer base. The GTM Podcast Features conversations with well-known tech executive, VC, and founders – the expert operators in the trenches who have been there, done that’ to build some of the fastest-growing software companies.
Product-led growth (PLG) is all the rage as a go-to-market (GTM) strategy for B2B software companies looking to increase adoption and grow revenue. The “growth at all costs” mindset where capital was cheap is in the rear-view mirror. So, why PLG now? Capital models have evolved.
In this blueprint, we provide insight into where growth comes from and how to structure your sales approach to capture that growth. Traditional Sales Growth vs SaaS Sales Growth. Historically, growth of a sales team was based on the revenue starting with $0M on day 1 of the year. SaaS Growth Rate.
Scaling Early-Stage to Hyper-Growth Companies With Ed Lenta, SVP and GM of Databricks Back in the early 2000s, people didn’t entirely accept that a virtual machine could be as good as a physical one. Is there a recipe or formula that will predict the success of a pre-growth, high-potential company? But it also defines your GTM efforts.
They take their eyes off the end goal, which should be revenue growth. This is why: Sales and marketing teams are getting account-based awareness vs. account-based revenue growth. Change Sephora’s buying behavior, increase margin growth, and penetrate the C-suite. But then things change.
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