Martech

APRIL 19, 2023

Applications of decision intelligence DI applies to various decision-making problems, such as resource allocation, risk management, strategic planning, and, yes, marketing. I’ve used it in developing systems and platforms for complex energy, finance, policy, and marketing decisions.

Strategize 117

Strategize GTM Healthcare Strategic planning 117

Martech

SEPTEMBER 14, 2023

4 Defend marketing efficiency and effectiveness above budget In challenging times , CEOs and boards can look to scale back go-to-market efforts, leaving marketing in a defensive stance when it comes to budget. Price and product are only two of many operational GTM levers.

GTM 116

GTM Market share Growth Technology 116

SaaStr

JANUARY 6, 2023

“Go-to-market innovation today is significantly undervalued.” However, you should spend a similar amount of time on how you can innovate in your go-to-market team. Of course, product innovation is very important, but we often forget how important going to market innovation is. Key Takeaways.

Legal 52

Legal Prospecting Customers Contract 52

SaaStr

MARCH 31, 2022

Rico Mallozzi: So marketplaces are fundamentally changing, go to market motions for a lot of enterprise technology companies. And with that being said, today we’re going to discuss how you assess that, how you become successful on these. You need to get those transactions to kind of get that high velocity movement going.

Cross-sell 81

Cross-sell Finance Strategize Technology 81

Hubspot

JANUARY 25, 2019

If you're looking to validate a market, prove out a pricing model, or put together the right team, you'll need resources. Openview works with companies of all kinds to help with their expansion stage and go-to-market strategy. A venture capital funding is a financing event where the lead investor is a venture fund.

Territory 76

Territory Finance Healthcare Negotiate 76

Sales Hacker

SEPTEMBER 11, 2020

This funding generally gives the company a couple of years to further develop its products, team, and begin to tackle its GTM (go-to-market) strategy. Be sure to offer growth-friendly plans in the form of tiered pricing models (usage or rolling seats) to accommodate their future growth. It’s no longer just an idea.

Sell 77

Sell Minimum Viable Product Objectives and Key Results Cross-sell 77

Lead Fuze

DECEMBER 1, 2021

One of the most important parts about being a successful SaaS company is understanding how to go-to market. Go through a variety of filters to zero in on the leads you want to reach. Integrations are important because they integrate your CRM with the Configure, Price Quote tool. Pricing/Packaging.

Sell 52

Sell Account management Contract Price 52

SaaStr

JULY 24, 2020

There is a ton of capital committed to the seed asset class, and because we’re investing at the earliest stages of the market, there’s only so much price compression that investors can expect. The fourth major risk that investors are evaluating is go-to-market risk. Is there a repeatable, scalable sales model?

Finance 57

Finance Pitch Government Start-ups 57

Lead Fuze

DECEMBER 1, 2021

One of the most important parts about being a successful SaaS company is understanding how to go-to market. Go through a variety of filters to zero in on the leads you want to reach. Integrations are important because they integrate your CRM with the Configure, Price Quote tool. Pricing/Packaging.

Product 40

Product Account management Contract Price 40

Lead Fuze

JANUARY 1, 2022

Who currently have job openings for marketing help. Understanding OEM software Pricing Models. So it’s important when negotiating price with your manufacturer to define all parameters beforehand so you can be sure what they mean before deciding on any assumptions. Pricing models. With the role of HR Manager.

Negotiate 52

Negotiate Profit margin Contract GTM 52

Hubspot

OCTOBER 2, 2019

For example, if a sales rep earns a 15% commission for each deal they close, and are projected to close $100,000 in sales for the quarter, then your finance team will anticipate an allocation of $15,000 in commission payroll for that rep. Price: Contact Xactly. Price: Contact Anaplan. Price: Contact IBM.

Territory 86

Territory Quota Commission Construction 86

SBI

JULY 14, 2021

to Enable Insight-Driven Targeting, Coaching, and Decision-Making for Go-to-Market Teams. ZoomInfo (NASDAQ: ZI), a global leader in modern go-to-market software, data, and intelligence, today announced it has agreed to acquire Chorus.ai , a leader in Conversation Intelligence with the industry’s most advanced technology.

Conversion 34

Conversion Legal Contact Finance 34

ConversionXL

NOVEMBER 23, 2022

So we settled on growth levers at the bottom of the funnel–experimenting with pricing, the checkout page, plan mix, and our trial model. A marketing strategy should include a go-to-market plan that is sales-led and product assisted. We already had a really strong brand and top of funnel traffic.

B2B 94

B2B Objectives and Key Results Relationship building Growth 94

SBI

JUNE 28, 2021

Metrics measuring success in the field will depend on the seller’s role, but common examples include Pipeline Generated, Win Rate, Average Selling Price, Bookings and Sales Cycle. Most recently, he was in charge of product, growth, marketing and customer solutions at Rekener. Twitter.

Sell 34

Sell Finance Sales Quota 34

SaaStr

JANUARY 17, 2020

To date, Automation Anywhere has raised over $840m in financing from Salesforce Ventures, Workday, General Atlantic and NEA, to name a few. Why does Yousuf believe now more than ever, the buyer experience is more important than the price? How does Yousuf advise CIOs to approach pricing strategy when pitching CIOs?

Pitch 53

Pitch Contract Objectives and Key Results Negotiate 53

SaaStr

OCTOBER 31, 2019

Two examples, or maybe I should say now one example since SendGrid and Twilio have merged, of great net retention are here, so each of these companies started off in the early days with very much a bottoms-up go-to-market motion. You can’t talk with a founder without talking about financing.

Finance 40

Finance Growth Retail Drivers/motivators 40

SaaStr

JUNE 19, 2020

What about pipeline development, sales cycles, pricing, payment terms, other changes in customer behavior or user behavior? Has the work from home situation changed where you’re going to hire in the future and how you’re going to hire? Are there changes to your conversion rates, is your lead generation impacted?

Pitch 63

Pitch Trust Meeting Follow-up 63

SaaStr

DECEMBER 16, 2022

Rippling positioned itself as an all-in-one solution for employee management across HR, IT, and finance. You have to invest a lot of time to get a channel going, to get referrals, to acquire customers…and then work on customer satisfaction. Scaling your go-to-market efforts. Logo acquisition (i.e.,

Niche 87

Niche Price Drivers/motivators Finance 87

Sales Hacker

JANUARY 13, 2021

Depending on the software, implementation, and go-to-market (GTM) strategy, considerable costs and internal resources could be needed for a successful deployment. All the deal structure parameters will have a direct impact on value and cost, hence price. OEM deals affect many divisions within the licensee’s company.

GTM 74

GTM Profit margin Negotiate Contract 74

Martech

FEBRUARY 5, 2024

If you’re looking to compare audience data and CPL pricing, you need to reach out to every publisher you wish to consider. And that’s where the inefficiency begins. Despite some consolidation in B2B tech media , there are a number of publishers in the B2B space. Get MarTech!

B2B 100

B2B Healthcare Commission Campaign 100

Sales Hacker

SEPTEMBER 2, 2020

This is where a sales rep physically meets a potential customer to discuss needs, budgets, volumes, prices, requirements, timelines, and other contract details. And to facilitate that their website shows some of the services they provide with a vague “get in touch” option and no pricing listed. Talvista: $199k ACV and $996k ARR.

Inside sales 108

Inside sales Cold Call Contract Price 108

SaaStr

JULY 25, 2021

Again, I’m talking about a B2B business because sales productivity is really a measure to some sense of product market fit. It’s a measure of your overall go to market business or functions and some measure of frankly, of the value that customers perceive of your product. Jyoti Bansal: Great.

Up-sell 99

Up-sell SQL Product Start-ups 99

SaaStr

AUGUST 5, 2021

They don’t get credit for making things better, but they’re motivated to do their job more efficiently at a lower price. With garage-dwellers the product-market fit is still questionable. High-rollers seek growth, as long as the go-to-market part of their P&L is finding efficiency.

Up-sell 102

Up-sell Sell Finance Price 102

SaaStr

JULY 15, 2020

But that’s more the exception than the role of the go to market for many companies. But I think that was when everybody had the proverbial partner meeting discussions about what are we funding, why are we funding, what price are we funding. Then here’s the minimum viable financing targets.

X-functional 60

X-functional E-commerce Growth Retail 60

SaaStr

FEBRUARY 1, 2024

Enterprise has a budget owner, influencer, decisionmaker, and finance person to sign off. You have multiple personas, and all of a sudden, you’re confronted with figuring out what the marketing strategy needs to look like for this kind of Enterprise audience. Marketing strategies must adapt to handle this complexity.

GTM 79

GTM Growth Education Strategic planning 79

SaaStr

AUGUST 20, 2020

To date the company has raised over $132M in financing from some of the best in the business including Sequoia, a16z, Index, Greylock and Kleiner Perkins to name a few. We had so many inbound referrals, and in terms of recruiting and hiring, people knew that there were a lot more roles on the go-to-market and business side.

Sales 78

Sales Price Quota Start-ups 78

SaaStr

MAY 27, 2020

Anyone who studied economics will know when supply greatly exceeds demand, prices drop. This is an example just of the oil market compared just from April 2019 to April 2020. This is going to happen for many assets that are over produced now in markets where demand isn’t as strong. Why is financing hard right now?

Finance 78

Finance Government Price Contract 78

SaaStr

DECEMBER 17, 2019

Companies that have access to more accurate financial data have the ability to develop seamless exchanges of information, providing consumers with improved ways to manage their finances. So, as a consumer, the way that you interacted with your finances in the web pre-Plaid was doing a variety of manual processes. Zach : Yeah.

Finance 58

Finance X-functional Non-Profits Launch 58

Sales Hacker

JULY 28, 2021

Bring in your Marketing Ops and Sales Ops leads or your RevOps team to ensure your plans align with their policies and tech stack. These are crucial teams during a purchasing decision, along with finance. Clari says their Connected Revenue Operations platform uses AI and automation to align forecasting across all go-to-market teams.

CRM 111

CRM Pipeline Territory Sales 111

SaaStr

SEPTEMBER 20, 2019

And for us, we collectively, when we put together annual plans, when we put together how we are going to go to market, we do that as a united front, so I’m very close to our sales team. If it’s not something that we can physically do or innovate on then we’re going to influence it, right.

E-commerce 52

E-commerce Trust Start-ups SQL 52

SaaStr

JANUARY 31, 2020

How does being a developer-first product fundamentally change the go-to-market? How does Eugenio approach pricing today through 4 different variables? How does Eugenio adopt a variable pricing mechanism that does not discourage usage? Now, I’m always a go to market nerd.

Price 69

Price Engineering Trust Product 69

SalesLoft

JUNE 21, 2022

I suggest creating a simple spreadsheet that outlines: Sales technologies : Vendor, price, contact information, average onboarding time, etc. Your legal and finance teams are likely reviewing and negotiating vendor contracts. Sales Management, Finance, and Legal Teams. That’s right, it isn’t just a revenue issue.

Negotiate 52

Negotiate Legal Finance Technology 52

Sales Hacker

APRIL 16, 2018

Whether it’s engineering or product help or even the finance team or marketing team. Thinking about pricing strategy and customer segmentation and territories as we realized there was an appetite for access to experts. What was really important is joining a company whose product already serves the needs of the market.

Territory 40

Territory Cross-sell Up-sell Objection handling 40

Salesforce

SEPTEMBER 27, 2021

“Their contract was originally in our mid-market segment, but they outgrew our segment lines, which brought them into our enterprise team. This could allow us to get more creative with pricing.”. Slack would pull in a larger ACV (annual contract value), and Coinbase would get better pricing per user.

Closing 98

Closing Contract Legal Cross-sell 98

Hubspot

JULY 2, 2020

One of the first things you're taught in your Introduction to Marketing class is that marketing can be best explained using the marketing mix — also known as the four P's. When you stray too far away from the four P's, it can be easy to lose focus on your purpose as a marketer. Marketing Mix Elements.

Retail 101

Retail Promote Price Profit margin 101

SaaStr

JUNE 2, 2021

It’s the opaque pricing, but hopefully the customer gets exactly what they need at the end. And I can’t make out a single logo, which of course is purposeful, just to show how crowded marketing tech is. It’s the same in sales tech, the space we’re in, in finance tech, in develop deployment tech.

Sales 98

Sales Up-sell Price Start-ups 98

InsightSquared

FEBRUARY 4, 2021

Bad data also comes at a price, and that price is as much as $15 million in losses annually. In fact, you want a Platform that captures activity from anyone who touches a deal, including SEs, finance, support, and executive sponsors. Align your complete go-to-market team around a uniform view to maximize results.

Objectives and Key Results 62

Objectives and Key Results Cross-sell CRM Sales 62