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As businesses prepare for 2025, go-to-market (GTM) strategies are undergoing major shifts driven by new technology, evolving customer demands and increased executive scrutiny. This forecast highlights the key trends, challenges and opportunities reshaping GTM strategies for the coming year. Are you kidding?
With over 30 years of experience scaling companies from tens of millions to billions in revenue, including WebEx and Proofpoint, David brings a unique perspective on the intertwined nature of product and go-to-market. Designing products backwards from the go-to-market motion. Why HG Insights?
Tomasz Tunguz , General Partner at Theory Ventures, shares nine observations from a Go-To-Market survey Theory Ventures did with hundreds of startups, 68% of them early-stage, well-funded, mostly mid-market ACV, and 25% remote. Today it’s ROI. Here’s what they found. #1: at the height of 2022 to 6.7.
Kim Peretti is an experienced Customer Success executive with over 25 years in the technology industry. Her most recent role was as Chief Customer Officer at Klaviyo, where she transformed the customer success organization during the company’s hypergrowth, and played a key role in preparing the company for its IPO.
Every go-to-market team knows the frustrations that come from a drawn-out sales process. By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster. Larger buying committees. Slow-moving compliance reviews. How can you speed it up?
As AI-powered workflows become central to sales and RevOps, go-to-market (GTM) execution is increasingly dominated by high-volume, sales-led outreach. Marketing’s core mandate — owning the customer journey, shaping positioning and building trust — is at risk. Dig deeper: The GTM revolution is here.
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. Highlights: (5:22) The power of customer intimacy in product development. (15:41) Feeling that AI FOMO? Youre not alone.
It’s just … so many of the AI leaders seem to be doing it with less GTM headcount. Especially the next generation of them: Perplexity has scaled to 5,000 enterprise customers with just 5 sales reps. Cursor built a $400M business with what appears to be a skeleton GTM team.
Key Takeaways Leveraging go-to-market (GTM) task automation can ensure more on-time follow-ups with personalized content delivery to high-value prospects in your sales pipeline. What is go-to-market task automation? Task automation doesn’t just help at a micro level. It also impacts your revenue performance.
From personalized customer journeys to streamlined sales processes, the goal is to make every moment count, enhancing both efficiency and connection. In this eBook, see exactly how they're set to transform the way we approach sales and go-to-market (GTM) strategies.
.” 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. Product-market fit. Platform-market fit.
As customer acquisition costs climb and economic pressures mount, B2B companies must look beyond the classic approach to chasing new accounts. Account-based expansion — targeting growth within existing customer accounts — could be the key to sustainable growth, faster sales cycles and lower acquisition costs.
He has spent the past 20 years skillfully building and transforming numerous Go-To-Market (GTM) teams. As a revenue architecture expert, Phil specializes in operationalizing best practices and implementing scalable, data-driven solutions to elevate customer satisfaction throughout their buyer’s journey.
Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ revenue professionals weekly to stay up-to-date and scale their companies and careers. That’s why HG Insights created The Next Generation of Sales AI report — to calm the FOMO and help you bring AI to your GTM teams. Read the free and ungated report.
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. The data speaks for itself!
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. Why customer experience is a competitive differentiator in vertical SaaS.
Thats a generally true statement, but its especially true for go-to-market functions, particularly those that find their meaning as multipliers of sales effectiveness and efficiency. And what great GTM impact they’d be losing if they bet the money on something else. So, what does this mean in 2025?
Misnomer or not, the term has stuck, and in essence means the possibility of CDPs activating data within a customer’s data warehouse (or “lakehouse”). “Be absolutely engaging,” is the motto of customer engagement platform Braze. Does that mean the data is being copied into Braze?
However, for marketers, success lies in understanding the interrelationships within programs that drive outcomes. Uncovering the “why” behind outcomes enables marketers to select and defend their go-to-market (GTM) investments confidently. Marketing takes the blame. The result? It’s clear.
Powered by Highspot Nexus , the company’s unified AI and analytics engine, the new role-based and specialized agents learn alongside go-to-market (GTM) teams to guide sellers, marketers, and enablement teams with insights and actions tailored to their work. Lots of AI tools can act.
Hello and welcome to The GTM Newsletter – read by over 52,000 revenue professionals weekly to stay up-to-date and scale their companies and careers. With Vanta Questionnaire Automation, go-to-market teams can complete security reviews up to 5 times faster, helping you close deals in less time than ever.
With over 15 years of go-to-market experience across foodtech and vertical SaaS, Erica has led revenue at companies like Slice, Seated, and Odeko, and held roles across sales, customer success, partnerships, and RevOps. Capture social proof at scale. Arm reps with credible stories.
However, the real game-changer for go-to-market (GTM) strategies is process-driven automation. With AI handling the heavy lifting, you can dedicate more time to strategic planning, creative experimentation and customer engagement. However, most marketing programs still involve multiple systems today.
Scaling has become complex, with rising targets and an unclear ideal customer profile. Her budget hasn’t grown enough to keep up with rising costs, and building differentiated customer experiences feels like an insurmountable challenge. This shift becomes evident in how marketing implements its measurement program.
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. Why customer experience is a competitive differentiator in vertical SaaS.
Most go-to-market (GTM) initiatives aren’t failing—they’re flying blind. Without unified insights into GTM performance, even top-performing organizations risk falling short. AI is changing the game for mastering GTM performance. Managers can’t coach effectively. That’s where the Team Scorecard comes in.
Most go-to-market (GTM) initiatives aren’t failing—they’re flying blind. Without unified insights into GTM performance, even top-performing organizations risk falling short. AI is changing the game for mastering GTM performance. Managers can’t coach effectively. That’s where the Team Scorecard comes in.
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. Theyre redesigning their go-to-market architecture from the ground up to scale with systems, not just people.
5 Key Learnings from Scaling from 3 to 75 Go-To-Market Team Members in Less Than 12 Months The latest SaaStr CRO Confidential is out and Sam Blond did a great deep dive with Graham Mareno, VP of Worldwide Sales at Codeium. Technical customers report that tasks that previously took weeks are now completed in hours.
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. This creates a traceable, audit-grade basis for treating certain GTM activities not as throwaway spend, but as durable, depreciable assets.
As the leader of Crunchbase’s go-to-market functions, and the de facto general manager of its data licensing business, Neal has a cross-functional and holistic understanding of how to provide value to customers and generate revenue. Neal is also an active board member, advisor, and investor in several high-growth startups.
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. At Procore, he led all customer-facing functions—Sales, Marketing, CS, RevOps, and BD. TriNet exists to make that easier.
My observation, as someone who’s navigated the complexities of go-to-market for a considerable time, is that enablement has often been perceived, and perhaps even practiced, as a tactical or reactive function. Crucially, it now offers something previously elusive: measurable impact on go-to-market strategy and performance.
Are you tired of long, dense training sessions that overwhelm your go-to-market (GTM) team ? Your GTM team must understand product details and perfect messaging to overcome competitive objections, influence prospective buyer decisions, and drive real results. You’re not alone. What is Microlearning?
AI in GTM Efficiency: The Playbooks from Databricks, Monday.com and Benchling How three high-growth companies are actually implementing AI across their revenue operations — and what it means for your AI-informed GTM strategy today. The AI transformation in go-to-market isn’t coming — it’s here.
He came to SaaStr Annual to share his top learnings scaling Datadog’s GTM. The One Thing Every Marketing Team Needs to Master: Focus When it comes to marketing, the most common mistake is trying to do too much at once. What started as a focused experiment became their most efficient customer acquisition channel.
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.
In a candid conversation, he shared why traditional metrics fail to address the critical uncertainties of marketing spend and how a shift in mindset is essential for navigating today’s volatile landscape. A CEO’s perspective on investment effectiveness Risk on marketing investment. What they think about us is what matters.
McKinsey highlights that a remarkable 75% of AI’s value will be realized across five business functions, three of which are non-technical: customer operations, marketing and sales. Go-to-market (GTM) teams play a key role in delivering value to their organizations.
As companies move from startup mode and scale into growth-stage execution, many are choosing to underinvest in marketing leadership, mistaking it as a cost center rather than the strategic engine behind revenue generation and go-to-market (GTM) execution. They require the orchestration of: Product marketing.
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Jessica Gilmartin has nearly 20 years of go-to-market leadership experience, most recently serving as both the Chief Revenue Officer and Chief Marketing Officer at Calendly.
And point solutions—even AI-powered ones—leave GTM teams drowning in disconnected data, unclear on what’s working, what’s not, and how to act with confidence. Nexus turns every GTM signal—spoken, shared, or shown—into role-based, real-time guidance. And it’s changing how GTM teams train, execute, and win—at scale.
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. GTMfund hosted an inaugural event called The GTM Workshop x Founders this week (some photos here ).
Your go-to-market (GTM) tech stack and the workflows implemented around your GTM tools—including your sales enablement platform—play a pivotal role in increasing sales efficiency. Constant analysis of your reps’ sales performance can identify both their strengths and areas for improvement. What is sales efficiency?
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