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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? How can we automate tasks tied to different channels used by sales and marketing?
But how do you ensure your martech efforts are in lockstep with the goals of different organizational and go-to-market functions? The answer is in understanding the unique challenges and opportunities each function faces and positioning martech as a strategic enabler. Take a tech company focused on early adopters.
.” 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.
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.
AI proficiency is becoming a critical differentiator for marketers. HubSpots co-founder and CTO Dharmesh Shah says were at an inflection point where AI skills are essential for marketing career growth and acceleration. Those who can strategically use AI will gain a clear advantage. Contact enrichment. Prospect research.
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.
Here’s a strategic guide to building your 2025 ABM/ABX go-to-market approach that prioritizes alignment, personalization, and growth. Reassess Your Ideal Customer Profile (ICP) and Target Accounts 2025 will be about precision, not scale. Begin by revisiting your Ideal Customer Profile (ICP).
GTMnow is the media brand of GTMfund – sharing go-to-market advice from the top 1% of revenue operators including the 350 executives behind the fund, news, and our viewpoints from working with hundreds of portfolio companies. Pattern recognition: Manually analyzing buyer behavior or segmenting customer needs.
Providing a direct pulse on customer and market sentiment. By proxy of overseeing a team of 7-10 sales reps, your frontline managers should have an acute pulse of the customer as well as the macroeconomic environment. Enabling and coaching reps on product positioning, systems, and ICP. Sales methodology reinforcement.
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) 26:54) The existential dread of being a startup founder. (37:56)
However, as they grow, they must shift toward more structured, data-driven strategies and employ suitable tools to monitor customer behavior and campaign performance. Once your business reaches the scale-up phase, it’s important to adapt by implementing customer relationship management (CRM) systems and marketing automation platforms.
GTMnow is the media brand of GTMfund – sharing go-to-market advice from the top 1% of revenue operators including the 350 executives behind the fund, news, and our viewpoints from working with hundreds of portfolio companies. Sustained success demands a strategic approach backed by powerful technology.
Integration of marketing technologies: A martech manager is responsible for integrating various marketing technologies, such as customer relationship management (CRM) systems, email marketing platforms, social media management tools, and analytics software. Interview questions for a martech manager candidate: 1.
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. This is where causal AI performs. Causal AI shows you how to climb it.
Profit is generated by creating happier customers who stay longer and buy more. Customer lifetime value (CLV) is what we should invest in. Dig deeper: Driving customer growth with value-based B2B marketing Are we optimally organized? Theyre rudimentary and feel inconsistent with a customer focus.
We are really looking to transform our go to market strategies, particularly with our larger customers, in these sectors. They were looking at a strategic change in how they engaged and grew their larger customers. Customers are looking for problem expertise. We aren’t there yet.
From your first paying customers to enterprise domination, here’s how successful SaaS companies level up their pricing game to maximize growth and profitability at every turn. The Startup Stage: Finding Product-Market Fit The startup stage is the foundation of any SaaS companys journey.
Net Dollar Retention >110% and GDR of >95%: The Power of Being a True Operating System ServiceTitans NRR consistently exceeds 110%, even with SMB-heavy customers. This breadth of functionality ensures customers are deeply embedded in the platform, making churn almost impossible. Thats rare. The secret? And 1,000+ of Them.
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. ” Automated AI workflows amplify this risk.
Especially the next generation of them: Perplexity has scaled to 5,000 enterprise customers with just 5 sales reps. Loveable is growing explosively with minimal marketing spend, relying almost entirely on product-led growth and word-of-mouth. Cursor built a $400M business with what appears to be a skeleton GTM team.
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.
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.
Driving successful go-to-market initiatives is no easy featand once launched, understanding how theyre performing can often feel like a guessing game. Without alignment across systems, tools, and data, your teams cant execute your go-to-market strategies effectively and achieve desired business results.
times higher than those that dont, and companies integrating AI into forecasting have seen their forecast accuracy improve by 40%, enabling better strategic decisions. With tools like AI, sales and marketing can be better aligned, increasing overall operational effectiveness. Sales teams utilizing AI experience revenue growth 1.3
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.
A martech center of excellence (COE) bridges strategy and execution, turning marketing ideas into powerful customer experiences. Central to this is the execution team — a skilled group that includes UX designers, web experts, email marketers, social media strategists, CRM managers, campaign analysts and operational strategists.
The Flywheel Effect : As Toast gains more customers in a geographic area, it becomes easier to close new deals. Strategic Implication : Your business model directly determines your go-to-market strategy. Restaurant owners see Toast terminals everywhere and assume it must be the standard.
This hesitation underscores a common challenge: understanding not only the benefits for sellers but also what customers are truly looking for in the experience. Matthew Littlefield (Senior Manager, EMEA SE Strategy & Programs) from Salesforce shared his insights on how Digital Rooms can revolutionize the way we engage with customers.
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. Email: See terms. Dogma, opportunity or dangerous holding pattern?
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.
.” What Revenue Operations Actually Means : “The operations team that supports the revenue function, which can support sales, design the quota, design commissions, and design go-to-market strategies and leverage data to make good strategies for the team.” Customer satisfaction scores dropped from 4.9
Codium is one of the fastest-growing startups in the AI coding assistant space, having scaled its go-to-market team from 3 to 75 in just under a year. Hypergrowth Requires Aggressive but Smart Hiring: Codium scaled from 3 to 75 go-to-market hires in under a year, an astonishing pace for any startup. Their strategy?
Comparative analysis across AI models : See how applying your prompts across multiple LLMs gives you diverse perspectives like having several strategic advisors at your side.
His view is your sales team teaches your customers how to get value out of your product. So if you’re not technical enough to understand the product and understand how it works, it’s hard to teach your customers. ( These early conversations helped shape Databricks product, pricing, and go-to-market strategy.
When I first started consulting for B2B SaaS companies, I made the mistake of thinking the buyer journey and the customer journey were basically the same thing — just two sides of the same funnel. We were winning buyers but losing customers. What is a customer’s journey? They aren’t. Table of Contents What is a buyer’s journey?
Sales reps often juggle multiple demandsmeeting quotas, showcasing product value, and forming authentic customer connectionswhich require a healthy mix of soft and hard skills. Soft skills training helps sales teams learn to work well with colleagues and customers. What is Soft Skills Training?
54% of enablement teams that manage sales training programs report a six-percentage-point increase in customer retention. Formal teaching covers essential topics such as sales strategies and customer insights, while self-paced modules allow learners to access resources like tutorials and quizzes at their convenience.
Buy-in and continual support from go-to-market (GTM) leadership is crucial to building highly impactful—and high-converting—sales enablement approaches. Many buyers may value the autonomy and convenience of digital customer journeys. What is B2B sales enablement?
Social selling is a sales methodology where sales professionals use social media platforms, including LinkedIn, to engage directly with prospects who match their ideal customer profile (ICP) by sharing valuable content, building relationships, and fostering trust, rather than relying on traditional cold outreach methods.
Without sales enablement technology to drive ABS strategies, though, sales reps and account executives can’t deliver captivating customer experiences that close deals. Sales cycle length, pipeline velocity, win rate, and deal size all improve when GTM teams work together on executing account-based sales and marketing campaigns.
Choosing the right sales organization structure is one of the most strategic decisions a sales leader can make. It shapes how your team goes to market, how smoothly they work together, and how buyers view your company. It shapes how your team goes to market, how smoothly they work together, and how buyers view your company.
Sydney explains: “The advice for the go-to-market teams is, if you’re not yet, which I can’t imagine, but if you’re not yet leading with AI in your story, you better figure out how to do that fast because that’s what buyers are looking for.” People are already buying it.
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. Because in a world where trust, loyalty and strategic influence drive growth — your GTM engine may be the company’s most valuable asset. Email: See terms.
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