Sales Hacker

OCTOBER 11, 2024

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. Product : Vanta Your deal is almost closed, and all that’s left is the security review.

GTM 114

GTM X-functional Pipeline Construction 114

Martech

JULY 30, 2024

Every startup begins with the goal of growth. Achieving success, especially when competing against large corporations, hinges on implementing effective marketing strategies that provide a competitive advantage. Here are some key takeaways that I believe are most valuable for startups to keep in mind through the growth stages.

X-functional 116

X-functional Territory Customer Relationship Management CRM 116

Martech

DECEMBER 2, 2024

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.

GTM 127

GTM Drivers/motivators Pipeline B2B 127

Sales Hacker

JULY 1, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Austin Hughes is the founder and CEO of Unify, a platform helping high-growth teams turn buying signals into pipeline. This episode explores how to apply product thinking to Go-To-Market. Teams just changes how they’re built.

GTM 80

GTM Growth Sell X-functional 80

Sales Hacker

APRIL 25, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Some growth lessons expire. acquisition and later scaling Cartas revenue from $20M to $450M, Jeff has seen every kind of market cycle, product pivot, and team evolution. Others stand the test of time. Theyre timeless.

Growth 75

Growth GTM Cross-sell Negotiate 75

SaaStr

APRIL 30, 2025

. $60B+ in Payments Processed Annually: FinTech as a Revenue Driver ServiceTitan processes over $60B in payments annually, and while software remains their primary revenue driver, payments are a critical growth vector. Lesson for SaaS Founders : Efficient growth is non-negotiable in todays market.

Non-Profits 57

Non-Profits Strategic partnership Drivers/motivators Strategize 57

Martech

JUNE 26, 2025

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. “I actually like the engineering mindset,” he said.

GTM 106

GTM Strategize Pipeline Engineering 106

Sales Hacker

MAY 7, 2025

Tactical tips for early-stage startups on aligning go-to-market motion with product-market fit. Pursuit – best in breed recruiting firm specialized in sales and marketing roles The best talent isnt actively job hunting. Pursuit helps companies hire elite go-to-market talent on a non-retainer basis.

GTM 86

GTM Engineering Customers Cross-sell 86

Sales Hacker

MARCH 21, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Every great Product-Led Growth (PLG) company eventually faces a crossroads: When and how to introduce a Sales-Led Growth (SLG) motion. PLG and SLG arent competitors, theyre partners in growth.

Growth 81

Growth GTM Product Government 81

SaaStr

NOVEMBER 8, 2024

CRO Confidential podcast host Sam Blond chats with the CEO and co-founder of Clay, Kareem Amin, about two major topics: The evolution of Go-To-Market systems: where we are today with the incorporation of AI, and where we’re headed. It blends AI and SaaS and can speed up the outbound Go-To-Market process.

GTM 109

GTM Growth Campaign Cold Call 109

Martech

NOVEMBER 27, 2024

Training people in prompt engineering and system integrations is not enough. 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. AI continues to embed itself into the fabric of business.

GTM 119

GTM Teamwork Technology Technology 119

SaaStr

JULY 11, 2025

Loveable is growing explosively with minimal marketing spend, relying almost entirely on product-led growth and word-of-mouth. At first, I assumed these were AI outliers—exceptional products in a hot market getting away with unconventional approaches. This isn’t about cutting costs during a downturn.

GTM 73

GTM Relationship Management Quota Strategize 73

Sales Hacker

MAY 7, 2025

Tactical tips for early-stage startups on aligning go-to-market motion with product-market fit. Pursuit – best in breed recruiting firm specialized in sales and marketing roles The best talent isnt actively job hunting. Pursuit helps companies hire elite go-to-market talent on a non-retainer basis.

GTM 74

GTM Engineering Customers Cross-sell 74

Martech

JUNE 12, 2025

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’re battle-tested, data-driven and growth-proven.

GTM 102

GTM Gambling Pipeline Strategize 102

Highspot

OCTOBER 29, 2024

This scorecard or dashboard gives managers a view of all team members so they can see who is excelling and who is behind the curve on executing critical go-to-market initiatives. Feedback Loops: AI-assisted tools can create continuous feedback loops by collecting and analyzing feedback from customers, peers, and managers.

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

PandaDoc

JULY 7, 2025

With the help of a solid CRM, you can improve your sales efficiency and long-term growth. HubSpot’s CRM is part of their greater growth platform. It includes robust sales tools that integrate with marketing automation, customer service features, and content management. Essentially, it’s a go-to solution for many businesses.

CRM 52

CRM Price E-commerce Pipeline 52

SaaStr

MARCH 5, 2025

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. Key Growth Drivers 1.

Territory 73

Territory Drivers/motivators Quota Pipeline 73

Hubspot

JULY 18, 2025

Other companies engineer this intersection point with equal care. Engineer loyalty moments before the sale. Instead, engineer loyalty by creating fast, tangible victories early: during trials, demos, onboarding emails, and even simple walkthroughs. Align your entire GTM engine around one core promise. The result?

Referrals 67

Referrals GTM Objectives and Key Results Trust 67

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. Startup to watch Paid – Manny Medina officially launched his new company, a business engine for AI agents, along with 10M raised.

Cold Call 71

Cold Call GTM Objection handling Sales 71

SaaStr

APRIL 28, 2025

The Journey: From WiFi to IoT Fleet Management Sekar’s journey began unexpectedly when he joined Meraki (founded by MIT researchers Sanjit Biswas and John Bicket) to help them figure out marketing and sales “from first principles.” years later. Now well above $1.3B The Five Lessons 1.

Product 104

Product Transportation Growth Launch 104

SaaStr

JUNE 29, 2025

.” 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.” Onboarding became “very inefficient.”

Cross-sell 74

Cross-sell Commission Account management Strategize 74

Highspot

FEBRUARY 20, 2025

Marketing to connect what your product does to how it solves customer problems with compelling promotions and campaigns. Drive Business Growth with Partner Networks Your resellers, channel partners, and distributors are just as important to GTM success as your sales force.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

SaaStr

FEBRUARY 7, 2025

For context,Ron has an MBA and a master’s in engineering from Stanford. These early conversations helped shape Databricks product, pricing, and go-to-market strategy. Leveraging Investors for Growth Another underutilized growth channel? You gotta know the product cold.) Talk to users. Ron recalls.

Technical Sales 70

Technical Sales Inside sales Cross-sell Account management 70

Sales Hacker

JANUARY 14, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube There’s a ton of talk about what isn’t working today in go-to-market. In this special episode, Scott Barker is looking at some of the big themes he’s seen in how the top go-to-market leaders are driving growth today.

GTM 107

GTM Growth B2B Pipeline 107

Highspot

JULY 3, 2025

Buy-in and continual support from go-to-market (GTM) leadership is crucial to building highly impactful—and high-converting—sales enablement approaches. What’s more, these VPs and directors know their sellers must use influential and captivating sales materials that marketing creates to address buyers’ wants, needs, and challenges.

B2B 52

B2B GTM Objectives and Key Results Sales 52

Highspot

JULY 7, 2025

Key Takeaways Executing 1:1 and 1:few account-based selling strategies geared toward high-value target accounts is how leading enterprise sales teams drive sustainable revenue growth. A modern account-based sales strategy isn’t just about targeting the right accounts.

Sell 52

Sell GTM Objectives and Key Results Cross-sell 52

SaaStr

DECEMBER 5, 2024

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.

GTM 109

GTM Cold Call Follow-up Technology 109

SaaStr

JUNE 6, 2025

You need GEO (Generative Engine Optimization) The Fix : Optimize for AI crawlers, invest heavily in G2 reviews, and ensure your content shows up in ChatGPT/Claude responses 4. Same technology, completely different go-to-market approaches The Disruption : 29% of buyers start research with AI search more than Google.

Territory 58

Territory Pitch Price Finance 58

Martech

JULY 17, 2025

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. 11% digital sales growth. Favorability lift in key markets. This is not financial engineering. But that logic is falling apart.

GTM 56

GTM B2C Finance Government 56

SaaStr

JUNE 6, 2025

This shortens feedback loops and helps you iterate faster on your product, go-to-market strategy, and more. #6. While other cities like New York, Salt Lake City, and Atlanta are growing, the Bay Area remains the hub for SaaS innovation and growth. Network Effects The Bay Area’s network effects are real.

Start-ups 90

Start-ups B2B Networking Up-sell 90

Sales Hacker

APRIL 4, 2025

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. This might include: A GTM-aware engineer A RevOps or DataOps lead A senior revenue stakeholder 3.

GTM 106

GTM X-functional Engineering Government 106

Sales Hacker

JANUARY 13, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. The 5-phase framework that grew Outreach from $0 to $230M ARR Outreachs first salesperson, Mark Kosoglow , played a pivotal role in driving the companys growth from $0 to $230 million in ARR.

GTM 108

GTM Cross-sell Pipeline Strategize 108

SaaStr

JULY 6, 2025

Beyond the obvious metrics of explosive revenue growth (48% YoY at almost $1B ARR!!) The Cohort Expansion Phenomenon: Multi-Year Growth Rates Customer cohorts show remarkable durability and growth over time. Here are the hidden gems: 1.

Represent 106

Represent Education Growth Pipeline 106

Salesforce

APRIL 2, 2025

Discover how to make product-led sales a part of your go-to-market strategy. Here’s an example: A software engineer at a major airline tries out a new SaaS product it’s a snippet of code that records the sessions of people who visit the airline’s website. What you’ll learn: What is product-led sales?

Product 86

Product Territory Sales Price 86

SaaStr

MARCH 30, 2025

Co-founders Dharmesh Shah (CTO) and Brian Halligan (Chairperson) shared at SaaStr Annual the unfiltered truth on building an SMB powerhouse, pivoting to product-led growth, and why the “M” segment is SaaS gold. The SMB market offered a sweet spot between enterprise complexity and consumer scale. Build expansion revenue.

CRM 77

CRM Price Growth Engineering 77

Search Engine Land

OCTOBER 1, 2024

After reading an article about a product or idea, many people use a search engine to find deeper details about the topic or its elements. By analyzing these patterns, you can answer very strategic digital marketing , PR and SEO questions: What types of media placements drove these search patterns? Identify growth patterns (e.g.,

Electricity 95

Electricity Growth Launch Strategize 95

Sales Hacker

JULY 11, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. No engineers required. Lacking in-house engineering. Use this if you’re: Technical (or have close access to engineers or AI talent). The kind of stuff early-stage teams often put on a SDR or virtual assistant.

Launch 83

Launch GTM SQL CRM 83