SaaStr

NOVEMBER 17, 2023

At this year’s SaaStr Annual, Mark Roberge, co-founder and Managing Director of Stage 2 Capital, takes the stage to have a bake-off between startups and incumbents when it comes to who will win the AI Go-to-Market race. Design Big But Start Small You go to the mountain and rethink your business in a post-AI world.

GTM 107

GTM Technology Technology Up-sell 107

SaaStr

NOVEMBER 28, 2022

What is the secret to aligning go-to-market teams and finance teams? Throughout the past few decades, we have witnessed different eras of SaaS: Era 1, SaaS 1.0 : Starting in the early 2000s, SaaS 1.0 was pretty simplified, mostly made up of annual or monthly subscriptions. The secret to aligning GTM & finance teams.

Finance 80

Finance GTM Government Territory 80

Veloxy

FEBRUARY 15, 2024

Whether you’re a rookie learning the ropes or a vet hunting innovative tactics, our curated guide to essential sales podcasts is your ticket to leveling up your sales game. The GTM Podcast, (formerly Sales Hacker Podcast) is another notable standout among the best sales podcasts.

Gaming 233

Gaming Sell GTM Technique 233

Sales Hacker

OCTOBER 13, 2023

We are capping off a week in Nashville of go-to-market executive learnings, live music, and hot chicken. Some of the team have been at Pavilion ’s GTM2023 conference, a B2B SaaS conference for go-to-market executives. Thanks for reading The GTM Newsletter! GTM is evolving. Go-to-market motions are shifting.

GTM 98

GTM UX Go To Market CRM 98

Martech

JANUARY 13, 2023

Amid tightening markets and increasing KPIs, these words have quickly become imperatives for go-to-market (GTM) teams charged with identifying, engaging, generating and expanding revenue and relationships. . Dig deeper: In this economy CMOs need to spend more on training, not tech.

GTM 132

GTM B2B Pipeline Strategize 132

Sales Hacker

JANUARY 27, 2024

Audience-aware Effective messaging starts with understanding your audience. Common Room supercharges your GTM motion by bringing all of your product usage data, social media signals, community activity, and CRM insights together so you can surface high-intent prospects, convert customers faster, and drive more revenue.

GTM 89

GTM Niche CRM Account management 89

Sales Hacker

JUNE 14, 2021

Sales and marketing teams start their account-based sales (ABS) and account-based marketing (ABM) programs with strategic intentions. They target those that are in-market and those that should be showing intention. They start worrying about how many touchpoints are sales and marketing hitting.

GTM 80

GTM E-commerce B2B Profit margin 80

Sales Hacker

MARCH 1, 2024

Hello and welcome to The GTM Newsletter – read by over 50,000 revenue professionals weekly to scale their companies and careers. Join us at the gorgeous Proper Hotel in Austin on May 15-16 and hear how the top SaaS companies are leveraging partner ecosystems in their GTM motions aka Ecosystem-Led Growth. Austin’s F1 track.

GTM 71

GTM Launch B2B Growth 71

Sales Hacker

FEBRUARY 9, 2024

They typically have large amounts of their personal wealth in the company, they have investors who have trusted them, sometimes even have personal assets tied up in the mix, they aren’t paying themselves market rate and they are making sacrifices in their personal lives. Founders are all in. So, Wiza was built.

GTM 67

GTM Real Estate Launch B2B 67

SaaStr

NOVEMBER 19, 2023

Each week, we round up our most popular content so you can catch up on anything you may have missed. Billion in ARR 80% of IPOs Since 2020 Are “Broken” The 5 Ways AI Will Transform Creativity with Adobe CSO Scott Belsky Before You Start as a VP — Please, Please, Please. Who Will Win the Go-To-Market AI Race?

GTM 69

GTM Pitch Strategize Growth 69

SaaStr

MARCH 7, 2023

It’s not a surprise or secret that 2022 was challenging, especially starting the year with 2021 growth expectations. At the same time, many started the year with healthy balance sheets and used their 2020 learnings of scenario planning and applied them quickly. AE and SDR compensation is another tactic to align GTM with what you want.

GTM 69

GTM Growth Profit margin Contract 69

SaaStr

NOVEMBER 1, 2022

Many of them will get gobbled up by the large platforms. Companies, especially those with an undifferentiated product, may want to think strategically about the evolution of their respective category and the path towards building a platform. . US companies follow the same model when they start in India. Learnings on GTM.

GTM 90

GTM Cross-sell Niche Strategize 90

Martech

APRIL 19, 2023

Research shows that businesses make up to three billion decisions annually and a recent survey by Gartner reported that 65% of decisions are more complex (involving more stakeholders or choices) than they were two years ago. Strategic intelligence. Broadly, strategic intelligence means using BI insights to drive and support strategy.

Strategize 120

Strategize GTM Healthcare Strategic planning 120

Martech

MAY 13, 2024

Since Marc Andreessen brought “Product-Market Fit” into mainstream startup vocabulary in 2007, this term has been seen as the ultimate goal for startups, often viewed as the holy grail of initial success. Its interpretation varies widely, leading to strategic misalignments that can quietly derail a company’s growth trajectory.

Go To Market 56

Go To Market Growth GTM Strategize 56

Highspot

OCTOBER 23, 2023

It starts with strategic actions, teamwork, and market understanding. Dive into the art of coordinated strategies, discover how hits like the iPhone and Netflix mastered market needs and brand appeal, and use key metrics to elevate your launch. A strategic product launch targets the needs and desires of its audience.

Launch 59

Launch Negotiate Product GTM 59

Sales Hacker

JULY 21, 2023

Thanks for reading The GTM Newsletter! Share The GTM Newsletter Alright so let’s kick this off with an intro to Jason Vargas. Now, as co-founder of RevShoppe , he’s focused on designing GTM strategies, creating those strategies as workflows and levering them into a system of action. Anyway, let’s get into it.

GTM 52

GTM Pipeline Prospecting Meeting 52

SaaStr

FEBRUARY 4, 2022

Is there a key strategic issue you want the board’s thinking on? By doing this, 90% of the update content will have been covered and you can focus the agenda on more strategic topics. Start the Meeting on Time and End on Time: The majority of board meetings start late and end late; don’t let that happen to yours.

Meeting 101

Meeting GTM Strategize Follow-up 101

SaaStr

MAY 16, 2022

Those early days are a classic example of having launched an application before developing a proper go-to-market strategy. Mistake #3: Designing tech-first, not market-first. Result: Low engagement with Salesforce’s GTM teams. Every start-up journey will have bumps in the road, but none of those bumps need be fatal.

GTM 84

GTM Pipeline Strategize Represent 84

Highspot

MAY 3, 2024

What’s missing is a strategic approach that unites all your revenue-generating teams. The buyer’s journey doesn’t just start and stop with sales. It requires multiple teams including marketing, customer success, account management, and more to optimize the sales cycle and performance. Interested to learn more?

Cross-sell 52

Cross-sell GTM Technology Technology 52

ConversionXL

JANUARY 18, 2022

Product marketing informs strategic positioning and ensures alignment across the company. It partners with sales to close more revenue, informs product teams to deliver better products, and in some cases, co-owns demand generation activities with marketing teams. Product marketing uncovers where to play and how to win.

Product 110

Product GTM Construction Launch 110

SaaStr

MARCH 31, 2022

Director of GTM Ops, Sapphire Ventures. 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. And Jessica, I’ll start with you.

Cross-sell 81

Cross-sell Finance Strategize Technology 81

Gong.io

DECEMBER 14, 2022

With that in mind, let’s examine what exactly target account selling is and how you can start executing it in your sales strategy today. Target account selling is a B2B sales methodology that focuses on building and nurturing relationships with strategically chosen, high-value accounts that have a high probability of closing.

Sell 62

Sell Cold Call Contract GTM 62

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 86

Go To Market GTM Growth Consult 86

The Lost Book of Sales

AUGUST 15, 2021

You’ve probably signed up for this newsletter thanks to my post called Age of distractions , which seems to have gone “viral” after I shared it with the great audience on Hacker News. Maybe the strategic priority is to get new logos instead of just cold-hard revenue. If so, ask to see the go-to-market strategy.

Cross-sell 98

Cross-sell Gambling GTM Territory 98

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions.

Go To Market 69

Go To Market Process GTM Launch 69

Sales Hacker

JUNE 23, 2021

that provide tactical and strategic sales advice to pair with your coffee – one for every day of the week. You can also kick off any conversation by signing up as a member of the community and starting a discussion or adding your answer to an existing discussion. Sales Hacker. Focus areas: Yes, we’re biased on this one.

Cold Call 80

Cold Call Negotiate Objectives and Key Results GTM 80

InsightSquared

NOVEMBER 17, 2017

Attending this year also came with the added bonus of going with a large group of coworkers from InsightSquared, since we were also a sponsor. Before the conference started, I tried to use the agenda builder paired with advice from past attendees to set expectations with myself.

GTM 54

GTM Sales Represent Strategize 54

Lead Fuze

JANUARY 1, 2022

Product management, engineering, customer success, sales and marketing departments all play a role in determining whether or not this should be done. Deciding to move forward with OEM partnerships is a strategic decision because it can have an impact on the company as a whole. In some cases, a ship by default model may not work.

Negotiate 52

Negotiate Profit margin Contract GTM 52

SalesLoft

JULY 11, 2019

How did Stephanie succeed at coming in brand new at Pendo and changing the GTM strategy? Jeremey: Like you, many of the folks that I’ve spoken to had some sort of hustle growing up. When I started at Rosetta, I was really mindful about putting five minutes on someone’s calendar for coffee. Value Engineering.

Engineering 45

Engineering GTM Territory Strategize 45

Sales Hacker

SEPTEMBER 11, 2020

VCs are always on the lookout for the next Lyft, so they strategically partner with founders who they believe will provide them with a 10X return. 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.

Sell 78

Sell Minimum Viable Product Objectives and Key Results Cross-sell 78

Sales Hacker

JANUARY 5, 2024

There is room for combinations in different parts of your GTM motion. The reason to start purely product-led and work into sales is that these factors will help you gauge how much sales to introduce to your motion. Effort How much time and resources does it take for a customer to get started using your product?

Product 98

Product GTM Sales CRM 98

Hubspot

NOVEMBER 21, 2018

Steps for developing a GTM strategy. When your unveiling a new product, the last thing you want is to waste time and resources bringing a product to market where or when it’s unnecessary. But first, what is a go-to-market strategy? What is a go-to-market (GTM) strategy? Pick a sales strategy.

Go To Market 97

Go To Market Process GTM Education 97

SaaStr

OCTOBER 3, 2022

Designing the GTM model. When approaching a GTM exercise, one thing needs to be very clear: the company’s revenue strategy. This revenue strategy consists of three core questions: What is the market opportunity—the problem that needs to be solved? When you can answer these questions confidently, it is time to go to market.

GTM 89

GTM Strategize Government Inside sales 89

Sales Hacker

NOVEMBER 24, 2023

10 Important Career Tips Advice from seasoned go-to-market executives at the top #1 “ Take control of your own destiny. Leave gracefully and do your best to set the team that remains up for success following your departure. Embrace new challenges without fear of not knowing everything from the start. Let’s get into it.

GTM 83

GTM Trust Growth Start-ups 83

SaaStr

FEBRUARY 1, 2024

Marketing has to evolve as you think about the product maturity curve. When you start anything, and you’re contemplating how to take it to market, your ICP (ideal customer profile) should always be top of mind, especially in marketing. But, as you grow, you start to reach the limits of what your original ICP presents.

GTM 81

GTM Growth Education Strategic planning 81

Gong.io

JUNE 11, 2021

Rapidly evolved into a strategic, go-to-market function. They continue, “What was once the responsibility of product marketing, sales operations, or of a single sales trainer, sales enablement is now supported by dedicated teams founded within the sales organization” (bold is mine). Start with this. End with that.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

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. Product management, engineering, customer success, sales, and marketing groups will weigh in on the decision-making process. And if yes, to what extent?

GTM 74

GTM Profit margin Negotiate Contract 74