ConversionXL

JUNE 2, 2020

We have feature X that they don’t.”. You need to match it and go far beyond to avoid the sameness trap, or have a completely different take on it. Your competitor has feature X, you need feature X. Often, they go for the obvious—stuff like “easy-to-use” email marketing. WP Engine used speed.

A/B testing 162

A/B testing X-functional Price Gaming 162

SaaStr

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. Awesome revenue growth on the X axis, awesome revenue retention on the Y. And then once you set it up, align the whole go to market around it. This is go to market fit. You have go to market fit.

Growth 85

Growth Cross-sell Contract X-functional 85

SaaStr

DECEMBER 17, 2019

If engineers are doing days or weeks or even sometimes months of work to install something, it’s incredibly unlikely that they’re going to quickly rip it out and change it. That allows us to have a very different go to market strategy. As such, we do a lot of things very differently. We just built a product.”

Finance 58

Finance X-functional Non-Profits Launch 58

Heinz Marketing

OCTOBER 25, 2021

Let’s talk about the progression of this, cause I think a lot of times like a company will start not with a product, but observing a problem in an audience that is big enough that they think there’s a market. What if it had X? The product led growth, sorry, PLG product led growth functions businesses’ strategies.

Pipeline 115

Pipeline Growth Sales X-functional 115

SaaStr

AUGUST 30, 2019

As for Whitney, she directly leads the organization’s go-to-market efforts, including sales, marketing, business development and customer operations. Whitney is also an advisor to companies funded by the YC Continuity Fund, focusing on enterprise strategy, go-to-market strategy, leadership and execution.

X-functional 52

X-functional Drivers/motivators Start-ups Engineering 52

SaaStr

AUGUST 19, 2020

More specifically, you want to identify the single gear of your growth engine that’s really slow or stalled where you bring to bear overwhelming force. So if you haven’t experimented with an ROI calculator in your go-to-market motion, I’d highly encourage it. So that’s one example of many.

E-commerce 102

E-commerce Price Start-ups Growth 102

SaaStr

JULY 15, 2022

And the way you get it is whether it’s outbound, generally inbound events or whatever, solve a 10 X pain point, solve a unique pain point that a large enterprise has that other vendors don’t provide. Yes, there is the classic situation where a big company wants to give you a lot of money, but overwhelm your engineering resources.

Growth 97

Growth Cross-sell Start-ups X-functional 97

SaaStr

JANUARY 10, 2020

In terms of replacement, what does Bob believe will be the emerging trends in SaaS Go To Market that will replace it? * Bob Moore: And I was t nerdy engineer in college, so getting the opportunity to have to pitch, it’s really a sales job at the end of the day. How important is it to own the entire customer journey?

X-functional 53

X-functional Start-ups Drivers/motivators Go To Market 53

SaaStr

SEPTEMBER 13, 2020

Law number three, this is huge, particularly in COVID, so we’re going to talk about this a little bit differently. Everyone is trying to figure out the go-to-market learning curve. Transcript of Episode 374: Henry Schuck: Every company big and small is realizing that high quality data is a necessity to go to market.

Non-Profits 63

Non-Profits Strategize Trust Growth 63

Sales Hacker

JUNE 9, 2020

And what I learned from that experience was that I was more interested in working with the companies themselves than working on the financial engineering of those companies. So I went back to business school and took a hard left turn and decided I was going to throw myself into sales as a way to help grow companies.

Finance 78

Finance X-functional Pipeline Territory 78

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. Depending on the software, implementation, and go-to-market (GTM) strategy, considerable costs and internal resources could be needed for a successful deployment.

GTM 74

GTM Profit margin Negotiate Contract 74

SaaStr

NOVEMBER 2, 2019

How does your customer success and customer support functions change with the move to enterprise? Krish Subramanian: We are software engineers by training. Let’s say the customer is going to the next stage and they want additional help, let’s say in [inaudible] of security. Rather than trying to think about expansion.

GTM 51

GTM Price Up-sell Product 51

SaaStr

AUGUST 26, 2022

I’ll tell you, of all the founders I’m impressed with, I’m most impressed with founders that I meet and I’m like, “How you doing”, “Well, I’m at 2 million in revenue and I’m going to grow 2.5 X this year. I’m going to go from 2 to 5 or 2 to 6.”

Quota 83

Quota Growth Product Closing 83

Sales Hacker

SEPTEMBER 29, 2020

I’m not a lawyer, I’m actually an engineer by classical training, and it’s been a fun and interesting ride to work with this community. Not me personally, but a bunch of smart PhDs and software engineers, they’re the ones that can make it a reality. So we’re excited, we stumbled into this journey.

Contract 107

Contract X-functional Objectives and Key Results Legal 107

SaaStr

MARCH 1, 2019

And then in the enterprise, some of them tie them to multi-year deals, but there’s actually no impact on conversion rate from the free trial to a paid customer as a function of the contract value. And then the second, he was going to market trying to change pricing. Tom Tunguz: That’s really important.

Contract 46

Contract Price Commission Conversion 46

Sales Hacker

MARCH 2, 2020

It uses the formula PPVVC=S (Pain x Power x Vision x Value x Control = Sale) to help salespeople accurately gauge the probability of closing a deal. Which is why this pioneering guide shows you how to build a fully streamlined sales engine that uses modern techniques and technologies. Jeffrey Gitomer. Mark Hunter.

Sales 141

Sales Objectives and Key Results Technique Non-Profits 141

Sales Hacker

FEBRUARY 19, 2019

For more than two decades, she has been instrumental in promoting sales development and inside sales as a community and engine for revenue growth. In this podcast episode , she talks about her career graph from being an environmental engineering grad to being the VP of sales at a public company like Zendesk.

Cold Call 11

Cold Call Inside sales Sales B2B 11

Sales Hacker

AUGUST 5, 2019

If you missed episode 68, check it out here: PODCAST 68: How to Go to Market with an Enterprise Solution w/ Ed Calnan. Sam Jacobs: You said that sales and account management are the best functions from which to start a career. What You’ll Learn. What Managed by Q does. Building a Customer Success Strategy. Megan Bowen: Hi, Sam.

Customers 53

Customers Account management X-functional Hospitality 53

SaaStr

JANUARY 3, 2020

And then in the enterprise, some of them tie them to multi-year deals, but there’s actually no impact on conversion rate from the free trial to a paid customer as a function of the contract value. And then the second, he was going to market trying to change pricing. Tom Tunguz: That’s really important.

Contract 10

Contract Price Commission Conversion 10