SaaStr

NOVEMBER 2, 2019

* What does Krish mean when he says, “In SaaS, you either sell to one of 2 customer profiles”? How does Krish think about purely serving the SMB market? Does one have to expand the product line to retain customers? First, what is continuous customer development? Does one have to move to enterprise?

GTM 51

GTM Price Up-sell Product 51

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. The new joint solution is improved by having the OEM technology embedded into its application, providing increased value to the end customer.

GTM 74

GTM Negotiate Profit margin Contract 74

SaaStr

FEBRUARY 2, 2022

As the Chief Customer Officer (CCO) at Quip, I learned another valuable lesson: big numbers don’t necessarily translate to big opportunities. There’s no harm, of course, in celebrating big numbers — but not at the cost of neglecting a go-to-market (GTM) strategy. 2016’s Lesson from Quip. 2018’s Lesson from Salesforce.

Growth 87

Growth Product GTM X-functional 87

ConversionXL

JUNE 25, 2021

X demos booked in introduction, X revenue in growth). This plan is your go-to-market (GtM) strategy , which should be informed by: Market conditions and competitive positioning Ideal customers and target audience Product offer and pricing Lead generation and customer acquisition process.

Launch 96

Launch Product Non-Profits GTM 96

Highspot

MAY 20, 2022

A good sales playbook should tell reps specifically what to know, say, show, and do for any given customer scenario. A sales play refers to a set of best practices designed for a specific customer scenario. What value does this new product provide to the customer? What new content exists for a rep to send the customer?

Territory 52

Territory X-functional Cross-sell Sales 52

SaaStr

MAY 10, 2019

Currently growing 100% year over year, working with companies to un-silo their operations and create one strategic revenue ops team to support their Go To Market strategy. In the past, Go Nimbly has helped companies like Zendesk, Twilio, PagerDuty and Coursera to achieve alignment and increase revenue by 26%.

X-functional 52

X-functional SQL Pipeline GTM 52

Sales Hacker

FEBRUARY 19, 2019

Matt Cameron is the Managing Partner at SaaSy Sales Management , Silicon Valley’s SaaS go to market leadership development community. Matt has seen moves to an enterprise customer fail and succeed countless times. Pete Kazanjy – Entrepreneur, Author, and Early-Stage GTM Expert.

Cold Call 11

Cold Call Inside sales Sales B2B 11

Sales Hacker

AUGUST 30, 2018

In this blueprint, we provide insights into the best prospecting methods for different go-to-market (GTM) strategies. Furthermore, you learn that they are going next weekend with a snowstorm coming in, hinting at a Critical event. CR(t) —The conversion rate as a function of time to get to a single SQL.

Prospecting 47

Prospecting SQL GTM X-functional 47

SaaStr

DECEMBER 8, 2023

At SaaStr Annual , he was joined by Jordan Tigani, Founder and CEO of Mother Duck Maggie Hott, GTM at OpenAI , and Sharon Zhou, Co-Founder and CEO of Lamini to discuss the new architecture for building Software-as-a-Service applications with data and machine learning at their core. The biggest thing OpenAI is working on is customization.

GTM 91

GTM SQL X-functional Engineering 91