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As businesses prepare for 2025, go-to-market (GTM) strategies are undergoing major shifts driven by new technology, evolving customer demands and increased executive scrutiny. This forecast highlights the key trends, challenges and opportunities reshaping GTM strategies for the coming year. Some were B2C, many were B2B.
With over 30 years of experience scaling companies from tens of millions to billions in revenue, including WebEx and Proofpoint, David brings a unique perspective on the intertwined nature of product and go-to-market. Designing products backwards from the go-to-market motion. Why HG Insights?
Tomasz Tunguz , General Partner at Theory Ventures, shares nine observations from a Go-To-Market survey Theory Ventures did with hundreds of startups, 68% of them early-stage, well-funded, mostly mid-market ACV, and 25% remote. Today it’s ROI. Here’s what they found. #1: at the height of 2022 to 6.7. . #4:
As AI-powered workflows become central to sales and RevOps, go-to-market (GTM) execution is increasingly dominated by high-volume, sales-led outreach. To unpack this change, I spoke with Markus Ståhlberg , CEO of N.Rich — a pragmatic and refreshingly clear voice in account-based GTM. Are you ready?
Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
47:48) One thing that is working for Mark in go-to-market right now. ” – Scott Barker The GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders – the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. .”
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. 49:07) The effectiveness of small group events in go-to-market strategies. (31:55) Feeling that AI FOMO? Youre not alone.
It’s just … so many of the AI leaders seem to be doing it with less GTM headcount. Cursor built a $400M business with what appears to be a skeleton GTM team. Loveable is growing explosively with minimal marketing spend, relying almost entirely on product-led growth and word-of-mouth.
Powered by Highspot Nexus , the company’s unified AI and analytics engine, the new role-based and specialized agents learn alongside go-to-market (GTM) teams to guide sellers, marketers, and enablement teams with insights and actions tailored to their work. Lots of AI tools can act.
We surveyed 1,000+ GTM professionals to find out. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities. But is it delivering real results? The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week.
He has spent the past 20 years skillfully building and transforming numerous Go-To-Market (GTM) teams. 9:41) Challenges in aligning different go-to-market functions. (14:12) 35:09) Phil’s framework for evaluating go-to-market success: People, Process, Platforms, and Performance. (38:05)
Thats a generally true statement, but its especially true for go-to-market functions, particularly those that find their meaning as multipliers of sales effectiveness and efficiency. And what great GTM impact they’d be losing if they bet the money on something else. So, what does this mean in 2025?
The 40/40/20 rule: How GTM efficiency shapes SaaS success Let’s take a closer look at efficiency. In B2B SaaS, efficiency can make or break a company’s financial health, and in today’s economic climate, GTM (go-to-market) efficiency has become a key indicator of overall stability.
.” 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.
In this eBook, see exactly how they're set to transform the way we approach sales and go-to-market (GTM) strategies. From personalized customer journeys to streamlined sales processes, the goal is to make every moment count, enhancing both efficiency and connection.
Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ revenue professionals weekly to stay up-to-date and scale their companies and careers. That’s why HG Insights created The Next Generation of Sales AI report — to calm the FOMO and help you bring AI to your GTM teams. Read the free and ungated report.
5:39) The importance of customer experience from the first marketing touch. (8:38) 47:58) One thing that is working for Kim in go-to-market right now. The post GTM 123: Customer Experience Fuels Business Growth, Build a Customer-First Culture with Kim Peretti appeared first on GTMnow.
Hello and welcome to The GTM Newsletter – read by over 52,000 revenue professionals weekly to stay up-to-date and scale their companies and careers. With Vanta Questionnaire Automation, go-to-market teams can complete security reviews up to 5 times faster, helping you close deals in less time than ever.
As Emma’s company navigates from problem-market fit to product-market fit, understanding the differences between marketing and go-to-market (GTM) strategy becomes vital. By addressing shared challenges head-on, Emma can transform her team into a driving force of the GTM strategy.
Every go-to-market team knows the frustrations that come from a drawn-out sales process. By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster. Longer sales cycles. Larger buying committees. Slow-moving compliance reviews.
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. Marketing takes the blame. The result? It’s clear.
Most go-to-market (GTM) initiatives aren’t failing—they’re flying blind. Without unified insights into GTM performance, even top-performing organizations risk falling short. AI is changing the game for mastering GTM performance. Managers can’t coach effectively. That’s where the Team Scorecard comes in.
Most go-to-market (GTM) initiatives aren’t failing—they’re flying blind. Without unified insights into GTM performance, even top-performing organizations risk falling short. AI is changing the game for mastering GTM performance. Managers can’t coach effectively. That’s where the Team Scorecard comes in.
However, the real game-changer for go-to-market (GTM) strategies is process-driven automation. This allows GTM teams to move from insight to execution without manual handoffs, resulting in faster and more consistent outcomes. However, most marketing programs still involve multiple systems today. Similarly, Monica.ai
As prospects define their problem, search for solutions, and even change jobs, they are generating high-value signals that the best go-to-market teams can leverage to close more deals. This is where signal-based selling comes into play.
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. This creates a traceable, audit-grade basis for treating certain GTM activities not as throwaway spend, but as durable, depreciable assets.
Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. 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.
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. The importance of cross-functional stream teams for accelerating GTM initiatives.
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. The 5 Key Elements of Codeium’s GTM Scaling Playbook 1. What is Codeium and Windsurf?
Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty.
In today’s high-stakes go-to-market (GTM) environment, success isn’t defined by having the best product or service. Yet, this is exactly where many GTM teams fall short. The go-to-market strategies look great in planning decks. Done poorly , GTM enablement is just another support function.
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube What’s actually working in go-to-market right now? Steven Farnsworth (Gaiia) – VP of GTM at Gaiia and early GTM leader at Workato and Outreach. Navigating payroll, benefits, and compliance shouldn’t slow you down.
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.
Are you tired of long, dense training sessions that overwhelm your go-to-market (GTM) team ? Your GTM team must understand product details and perfect messaging to overcome competitive objections, influence prospective buyer decisions, and drive real results. You’re not alone. What is Microlearning?
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. The importance of cross-functional stream teams for accelerating GTM initiatives.
Fluff—assumption-based systems, overly simplistic heuristics, correlation masquerading as causality—is the dominant currency in modern go-to-market thinking. Nearly overnight, every GTM assumption—about buyer behavior, channel effectiveness, messaging tone, even what “qualified” meant—collapsed. Email: See terms.
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. That would be bad.
Prior to Datadog, Alex held leadership positions at several high-growth SaaS companies and has a proven track record of building marketing engines that deliver consistent, measurable growth. He came to SaaStr Annual to share his top learnings scaling Datadog’s GTM. And see everyone at SaaStr Annual 2025, May 13-15 in SF Bay!!
And point solutions—even AI-powered ones—leave GTM teams drowning in disconnected data, unclear on what’s working, what’s not, and how to act with confidence. Nexus turns every GTM signal—spoken, shared, or shown—into role-based, real-time guidance. And it’s changing how GTM teams train, execute, and win—at scale.
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Dennis Lyandres is an Advisor with ICONiQ and a Board Member of Speedchain and CaptivateIQ. He’s now an investor, advisor, and board member to iconic B2B SaaS companies, and one of the most respected voices in GTM for vertical SaaS.
Your go-to-market (GTM) tech stack and the workflows implemented around your GTM tools—including your sales enablement platform—play a pivotal role in increasing sales efficiency. Constant analysis of your reps’ sales performance can identify both their strengths and areas for improvement. What is sales efficiency?
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. Go-to-market (GTM) teams play a key role in delivering value to their organizations.
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. Navigating payroll, benefits, and compliance shouldn’t slow you down. at an earlier stage, you just have to take big swings.
Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. GTMfund hosted an inaugural event called The GTM Workshop x Founders this week (some photos here ).
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