SaaStr

MAY 28, 2025

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. This operational discipline has transformed a business with -53% operating margins in FY-20 to one with 14% non-GAAP operating margins in FY-24 and Q1-25.

Non-Profits 69

Non-Profits Profit margin Cross-sell Represent 69

SaaStr

NOVEMBER 30, 2023

General Partner Doug Pepper and General Partner and Head of Analytics at ICONIQ Growth, Christine Edmonds, share the art and science of scaling GTM at this year’s SaaStr Annual. The Early Stage — $0 to $20M ARR The early stage is crucial for GTM. But to develop a GTM strategy, you must have Product Market Fit.

Go To Market 107

Go To Market GTM Cross-sell Growth 107

Martech

FEBRUARY 13, 2023

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. Profitability, efficiency and precision are today’s expectations for both vendors and the organizations they sell to. So, why PLG now?

Growth 106

Growth GTM Product Cross-sell 106

SaaStr

NOVEMBER 4, 2022

It’s the monthly sales and marketing spend ratio to the net new monthly profit—new MRR multiplied by gross margin percentage. CAC payback factors in all the health indicators of your business: GTM efficiency, ARR growth, churn rates, and gross margin. Unlock non-linear growth by leveraging partnerships. Industry-wise.

Growth 19

Growth GTM Cross-sell Non-Profits 19

ConversionXL

JULY 11, 2016

Stop selling the way you want to sell, sell the way people want to buy. ‘Profit is a result of user motivation.’ Product Page (Option to buy, product information, cross-selling). Logos from prominent companies mattered more than those from non-prominent companies. That’s your job.

E-commerce 79

E-commerce A/B testing Drivers/motivators GTM 79

Sales Hacker

OCTOBER 30, 2018

Amy Appleyard is an experienced, strategic sales leader with demonstrated success in overseeing cross-functional teams to improve the customer experience, drive sales and increase retention in both Distribution as well as SaaS-based sales organizations. Joanne Black is one of the leading authorities in referral selling.

Inside sales 111

Inside sales Sales Cross-sell Consult 111

Highspot

OCTOBER 23, 2023

It contributes to more than 25% of overall income and profits. This cross-departmental collaboration ensures all team members align with the product launch and company goals. This plan will encompass all action items required to meet your launch date, forming an integral part of your overarching GTM strategy.

Launch 59

Launch Negotiate Product GTM 59