SaaStr

JANUARY 8, 2025

Having joined Checkr from Google in 2022, Lindsay shared valuable insights about identifying and executing on major opportunities for improvement within an already mature go-to-market organization. Checkr’s go-to-market strategy was already well-established when Lindsay joined in 2022.

Objectives and Key Results 117

Objectives and Key Results Growth Engineering Quota 117

SaaStr

OCTOBER 18, 2024

It’s mission-critical to go multiproduct on time — too early is bad but too late is bad too We’ve written this up already a few times recently on SaaStr already as Jason did a deep dive on this just last week and Parker Conrad’s theory of the compound startup from SaaStr Europa is a masterclass on the matter.

Sales 122

Sales Up-sell Go To Market Gaming 122

SaaStr

NOVEMBER 30, 2023

A great product, while necessary, isn’t sufficient to build a market leader and eventually a public company. Companies that win a market are just as good at Go-to-Market as they are at building great products. But to develop a GTM strategy, you must have Product Market Fit.

Go To Market 109

Go To Market GTM Cross-sell Growth 109

SaaStr

FEBRUARY 9, 2024

In this latest episode of CRO Confidential , Sam Blond, Partner at Founders Fund and former CRO at Brex, sits down with the CRO of Zapier, Giancarlo Lionetti (GC), to chat about Product-Led Growth (PLG) and Go-To-Market (GTM). It is often the first point of interaction between potential customers and your company.

Go To Market 126

Go To Market Growth GTM Product 126

Heinz Marketing

JULY 25, 2023

By Sarah Threet , Marketing Consultant at Heinz Marketing At Heinz Marketing, we value continuous improvement and growth and we care about being in-the-know about the latest marketing strategies and best practices so we can deliver the best work to our clients. What is Go-to-Market?

Go To Market 97

Go To Market GTM Growth Consult 97

Hubspot

JULY 20, 2020

Other pieces in the series include HubSpot's Chief Customer Officer on Why We Need to Talk About Growth and our VP of Marketing's Content Marketing Playbook for Times of Crisis. As the rate of employment has gone down, the stock market has surged. Outside Selling ? Inside Selling. and unknowns.

Go To Market 101

Go To Market Territory Inside sales A/B testing 101

SaaStr

FEBRUARY 27, 2024

Go-to-market (GTM) design and efficiency are sometimes overlooked, but they’re a critical driver of any SaaS business. Rajeev Dham and Karan Singh, Partners at Sapphire Ventures, and Jane Lee, Vice President at Sapphire walk us through how to double your “Magic Number,” a shorthand for your sales and marketing efficiency.

Go To Market 109

Go To Market GTM Non-Profits Quota 109

SaaStr

FEBRUARY 20, 2024

In a recent Workshop Wednesday, Tolithia Kornweibel, CRO, and Jamie Edwards, Head of Go-to-Market Operations and Tools, share how Gusto maximizes revenue so that you can do the same. Today, many SaaS companies still divide up sales accounts in territories by city, country, or region, or round-robin them by rep.

Go To Market 109

Go To Market Territory Technique A/B testing 109

Martech

APRIL 30, 2025

Profit is the long-term metric Im signing up for. Email: Business email address Sign me up! Profit is generated by creating happier customers who stay longer and buy more. Customer lifetime value (CLV) is what we should invest in. Theyre rudimentary and feel inconsistent with a customer focus. Whats our goal?

B2B 95

B2B GTM Strategize Commission 95

Search Engine Land

AUGUST 14, 2024

If you haven’t been keeping up with the role of automation and AI in lead gen advertising, this article includes advice and experiences on: Managing your ad strategy. Aligning marketing and sales efforts. AI tools to help you level up fast. In other words, you’ll be spending money for the opportunity to sell to people.

CRM 116

CRM Campaign Niche Negotiate 116

SaaStr

MARCH 23, 2025

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. I really liked this one and wanted to write up a few more learnings. What is Codeium and Windsurf?

GTM 97

GTM Territory Pipeline Growth 97

SaaStr

AUGUST 5, 2021

He shares some wisdom about using both bottom up and top down strategies and suggests some principles for mapping these out based on what business intelligence platform ThoughtSpot has done. Gatekeepers: These people are responsible for protecting the business that you’re seeking to sell to. Do you have the right team to sell? .

Up-sell 104

Up-sell Sell Finance Price 104

Sales Hacker

FEBRUARY 7, 2025

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.

Price 112

Price E-commerce Cross-sell Profit margin 112

Martech

MAY 5, 2022

Karen Naves, SVP of global demand generation at Tealium, recently gave a presentation on the benefits — and necessity — of connecting customer data to marketing initiatives. Many organizations use CDPs or data management platforms to collect and activate this data, helping them meet the unique needs of each customer.

Customers 119

Customers Cross-sell Gaming Up-sell 119

Martech

NOVEMBER 21, 2024

His insights reveal a pressing need for accountability, precision and smarter strategies to optimize go-to-market efforts and manage opportunity costs. A CEO’s perspective on investment effectiveness Risk on marketing investment. When this CEO first said it, I thought, “Someone doesn’t just come up with that.”

GTM 102

GTM Drivers/motivators Legal Finance 102

Sales Hacker

DECEMBER 17, 2024

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)

GTM 102

GTM Engineering Electricity X-functional 102

Heinz Marketing

JULY 30, 2020

By Josh Baez , Client Engagement Manager at Heinz Marketing. What is an ideal customer profile? An ideal customer profile (ICP) is a description of the company—not the individual buyer or end user—that is a perfect fit for your solution.” What is an ideal customer profile not ? How to create an ideal customer profile.

Customers 120

Customers Non-Profits Cross-sell Technology 120

SaaStr

JULY 5, 2023

Let’s find out the go-to-market models Divvy used to go from zero to a $2.5B Model 1: Align The Funnel — One Clear Owner Reduces Waste and Friction As CRO at Divvy, Snow was responsible for marketing, sales, implementation, customer success, customer support, and revenue operations. How did they do it?

Go To Market 98

Go To Market GTM Quota Up-sell 98

Sales Hacker

APRIL 30, 2024

In this role he oversees all aspects of G2’s revenue generation, including global sales and customer success, enablement, partnerships, and revenue operations. 34:33 – Aligning multiple go-to-market motions across market segments. 46:18 – One thing that is working for Eric in go-to-market right now.

GTM 122

GTM Customers Contract Go To Market 122

SaaStr

FEBRUARY 21, 2023

Some of the benefits of PLG are: The ability to grow faster A more accessible product for potential customers Greater communication and closeness with customers At this week’s Workshop Wednesday — held every Wednesday at 10 a.m. When can we expect X% of trial sign-ups to convert with 1-2 human touches or less? Sign up HERE !

Go To Market 97

Go To Market Growth GTM X-functional 97

Martech

OCTOBER 11, 2021

“Customers will know that they can rely on us when things go wrong and that could be a deciding factor in them deciding to stay with us rather than go elsewhere.” ” We were talking to Gemma Cipriani-Espineira about the reason she re-branded her support team as the department of Customer Love.

Customers 108

Customers Account management Real Estate Contract 108

Sales Hacker

APRIL 25, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Relationships > Automation (now more than ever) Pick up the phone. Every customer interaction is a chance to build trust, deliver value, and create loyalty that no automation can replicate.

Growth 74

Growth GTM Cross-sell Negotiate 74

Salesforce

OCTOBER 31, 2023

It’s a snap to make and it sells itself – a mega hit. If you sell a product without attracting the right buyers and demonstrating how it meets their needs, it may just sit on the shelf. Not only have you lost revenue, you’ve lost potential customers to the competition. How do you avoid this and capture customer interest?

Go To Market 72

Go To Market Objectives and Key Results GTM Price 72

SaaStr

JULY 27, 2022

Currently, PayFit serves over 7,000 customers and shows no signs of slowing down. They built their sales funnel in the same fashion to empower customers with autonomous product discovery and conversions. when customers needed to switch from an old payroll solution to PayFit). So how did PayFit achieve such explosive growth?

Go To Market 97

Go To Market GTM B2C Price 97

SaaStr

APRIL 13, 2025

As we gear up for 2025 SaaStr Annual, May 13-15 in SF Bay , we wanted to take a look back at one of your favorite SaaStr conversations with Parker Conrad at SaaStr. Parker came to London to share just what he’s learned building a $12B+ compound start-up. IT Cloud : Setting up employees in apps, device management, and IT systems.

Cross-sell 62

Cross-sell Launch UX Up-sell 62

Martech

OCTOBER 3, 2024

Fifty-two percent of C-suite executives and marketing leaders at B2B technology companies surveyed said AI is assisting in deploying marketing and sales resources more cost-effectively to capture market opportunities. The report, “The Impact of AI on Go-to-Market Strategies, Programs, and Investments,” can be found here.

Launch 68

Launch Technology Technology Campaign 68

Martech

MAY 13, 2024

Modern go-to-market models anchored in business fundamentals are sorely needed in today’s environment — characterized by shifts in customer behavior, economic tightening, significant layoffs in marketing and sales and the advent of generative AI. It aligns GTM effectiveness across three stages: Problem-market fit.

Go To Market 55

Go To Market Growth GTM Strategize 55

Martech

OCTOBER 10, 2022

The growing impact of B2B internal disconnects is limiting our customer relationships, affecting our revenue results and hamstringing our go-to-market (GTM) teams’ productivity. Disconnect 1: Fragmented marketing, sales and customer tactics versus unified GTM strategies. Bad customer experiences cost U.S.

B2B 122

B2B GTM Customers Cross-sell 122

Martech

NOVEMBER 21, 2024

His insights reveal a pressing need for accountability, precision and smarter strategies to optimize go-to-market efforts and manage opportunity costs. A CEO’s perspective on investment effectiveness Risk on marketing investment. When this CEO first said it, I thought, “Someone doesn’t just come up with that.”

GTM 88

GTM Drivers/motivators Legal Finance 88

ConversionXL

OCTOBER 7, 2022

Customer acquisition cost (CAC) is an important metric for any ecommerce business. It tells you how much you need to earn per customer to run a profitable company. Put simply, you need a healthy customer acquisition cost for your business to succeed. Table of contents What is ecommerce customer acquisition cost?

Cross-sell 22

Cross-sell Customers Referrals Drivers/motivators 22

Sales Hacker

MARCH 30, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. One theme was clear: AI is touching every part of go-to-market. But one unassuming topic that kept coming up? Use a multi-touch approach by following up cold calls with personalized emails. Cold calling.

Cold Call 71

Cold Call GTM Objection handling Sales 71

ClickFunnels

AUGUST 8, 2021

A lead is a potential customer who has: Expressed an interest in your product or service. Lead generation is the process of converting potential customers into leads by persuading them to give you their contact information, typically in exchange for a lead magnet (a freebie that they can either download to their devices or access online).

Lead generation 246

Lead generation A/B testing X-functional Price 246

Martech

FEBRUARY 17, 2022

A major theme at the upcoming MarTech conference will be the dramatic ways in which the customer journey has changed over the last two years. To confirm that our perception is well-founded, we turned to John Bruno, VP strategy at PROS, the AI-powered platform that helps major brands price, configure and sell products and services.

B2B 98

B2B Customers E-commerce B2C 98

Salesforce

APRIL 2, 2025

Discover how to make product-led sales a part of your go-to-market strategy. The rep for the SaaS product sees that a major airline has signed up and is using their software. This shifts the sales focus from persuasion to value demonstration, making the process more customer-centric. Why are product-led sales important?

Product 86

Product Territory Sales Price 86

Sales Hacker

OCTOBER 11, 2022

In this episode of the Sales Hacker Podcast, we have Haydar Al-Saad , Founder of RevSetter , a customer success platform that helps companies raise their customer retention. Join us for an honest conversation about creating a customer success program to expand your business. Profiling your customer success teams.

Customers 97

Customers Quota GTM B2B 97

Martech

AUGUST 22, 2023

Let’s look at a company that figured out how to change their marketing to meet their buyers’ behavior and create a positioning that added greater value to their perception in the marketplace. Most of their customers operate in highly regulated industries, too. Customers especially value a supplier who is reliable and trustworthy.

B2B 97

B2B Process Manufacturing Customers 97

SaaStr

FEBRUARY 7, 2025

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.

Technical Sales 70

Technical Sales Inside sales Cross-sell Account management 70