SaaStr

APRIL 25, 2023

In last week’s Workshop Wednesday , President Sales & Field Engineering Chris Donato and SVP Business Development & Ecosystem Shelli Vivona shared how to scale out a go-to-market org. Another step Chris has taken was to simply Celonis’ regional structure by reducing nine regions to five.

Engineering 69

Engineering GTM Territory Management Consulting 69

SaaStr

NOVEMBER 3, 2023

That means they still have 85% of the market left to tackle. Toast’s Go To Market Structure Toast has seen unprecedented growth on the revenue side, so let’s look at the customer acquisition strategy. More Territory Per Rep Doesn’t Mean More Sales Was Toast methodical in the way they segmented or rolled out nationwide?

Growth 76

Growth Territory Referrals Customers 76

SaaStr

NOVEMBER 1, 2022

Companies in our region are good at achieving PMF and scaling to $1 million-$5 million ARR efficiently. Learnings on GTM. Pricing/Packaging (PP) is a key component of GTM. PP could be a strategic enabler of GTM scale up if done well. Example 2: Compliance and security norms change when you go to other geos.

GTM 85

GTM Cross-sell Niche Strategize 85

Highspot

MAY 20, 2022

Sales plays can be created to support different regions, product lines, or buyer personas; this ensures that your reps’ tactics match different buyer needs. The term sales motion refers to the particular method sales organizations use to bring a product or service to market. Align your go-to-market teams.

Territory 52

Territory X-functional Cross-sell Sales 52

Sales Hacker

DECEMBER 4, 2019

Going to market with a new offering, new SKU, or even a new region involves an entire organization. However, it has often fallen to Product Marketing to do the majority of the heavy lifting, both internally and externally. Let’s look at GTM (go-to-market) processes.

GTM 57

GTM Sales Education Territory 57

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). 3: Accelerate strategic initiatives.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

Highspot

OCTOBER 23, 2023

Soft Launch A soft launch is a strategic release targeting a limited audience, often in a specific region or demographic. Develop a Robust Product Launch Plan and GTM Strategy A well-thought-out launch plan and a go-to-market strategy (GTM) ensure you reach the right audience with the right message.

Launch 59

Launch Negotiate Product GTM 59

Sales Hacker

FEBRUARY 7, 2018

One of the keys to growth in today’s business model is to identify the most effective and efficient GTM model using a variety of sales and marketing channels. The challenge is that organizations are primarily looking at the result, not using metrics to measure effectiveness and efficiency of each GTM strategy.

Growth 87

Growth GTM SQL Strategic partnership 87

SaaStr

AUGUST 7, 2021

Hamshy Raveendran, Head of Product Management and Go To Market @ Samsung. Jag Jill, Regional Lead, Customer Success – US East, Canada & Latin America @ Dataiku. Marion Richter, Director of Product Marketing @ LeanIX. Paul Patterson, Operating Partner, Global GTM @ Next47. Casey Renner, Partner @ OpenView.

Real Estate 107

Real Estate Finance GTM Territory 107

Salesforce

JULY 28, 2022

Sales leaders like Belal Batrawy , head of GTM (Go To Market) at GTM Buddy, implement tech that helps reps stay focused on high-impact selling activities instead of manual tasks. Automate tasks to maximize efficiency. Automation can minimize risk, reduce human error, and help you concentrate on tasks that move the needle.

Cross-sell 98

Cross-sell GTM Quota Contract 98

Gong.io

JULY 21, 2021

GTM leaders are demanding reliable and predictable growth. That’s why m odern go-to-market teams started aligning those teams a while back. Done well, RevOps means higher revenue and a smoother go-to-market (GTM) process. When those GTM execs ask you, “What is RevOps?”

Growth 62

Growth GTM Cross-sell Pipeline 62

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. Proliferation of marketing and sales technology. Be able to define and map GTM processes and workflows, identify gaps, and iterate and improve. That didn’t go so well at all! Unified data problems. Asia Corbett ).

Finance 100

Finance GTM Cross-sell SQL 100

The Lost Book of Sales

AUGUST 15, 2021

If so, ask to see the go-to-market strategy. GTM should be cohesive and comprehensive, because throwing reps into new territory without proper support is rarely a good idea. Maybe the strategic priority is to get new logos instead of just cold-hard revenue.

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

SaaStr

JANUARY 25, 2021

Prior to the pandemic, many companies knew which vertical channels were doing well, but COVID caused a change in territory planning overnight. Engage partners proactively once the sales team understands the value that a partner is going to bring. Optimize Your GTM Tech Stack to Further Enable Your Remote Sales Team.

Cross-sell 66

Cross-sell GTM Territory Sales 66

Hubspot

MAY 8, 2020

You can use the software to align marketing and sales goals, as well as align revenue operations. If you want to unify the data and processes you use across your go-to-market (GTM) teams, LeanData is a great software option. Image Source. Price : Contact for pricing.

GTM 99

GTM Price Contact Campaign 99

Sales Hacker

NOVEMBER 25, 2019

Go-to-market information. We’re going to take a look at each of these categories a little more closely so you can see how they work together. Geographic reach : Which geographic regions your competitor is targeting. Go-to-market information. Competitive sales tactics. Win/loss insights.

Objection handling 73

Objection handling GTM Cross-sell Sales 73

The Lost Book of Sales

MAY 13, 2021

If so, ask to see the the go-to-market strategy. GTM should be cohesive and comprehensive, because throwing reps into a new territory without proper support is rarely a good idea. Maybe the strategic priority is to get new logos instead of just cold-hard revenue.

Quota 59

Quota GTM Commission Territory 59

SBI

AUGUST 27, 2019

I shared an earlier post on LinkedIn about the necessity of fast-growing companies to switch their go to market (GTM) plans to stay in sync with their growth stage. The salespeople we thought were going to be in a role or territory are gone. It’s 2019, Still Segmenting and Planning in Excel?

GTM 37

GTM Territory CRM Strategize 37

Martech

OCTOBER 10, 2022

The growing impact of B2B internal disconnects is limiting our customer relationships, affecting our revenue results and hamstringing our go-to-market (GTM) teams’ productivity. Disconnect 1: Fragmented marketing, sales and customer tactics versus unified GTM strategies. The market segments you prioritize.

B2B 112

B2B GTM Customers Cross-sell 112

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. Rico Mallozzi, Sr. Rico Mallozzi: Yeah.

Cross-sell 77

Cross-sell Finance Strategize Technology 77

SalesLoft

JULY 11, 2019

How did Stephanie succeed at coming in brand new at Pendo and changing the GTM strategy? I was encouraged to be a little bit of a disruptive voice when I needed to be because this was new territory. Listen to this episode for answers questions like: What characteristics does she look for when hiring? What exactly is value engineering?

Engineering 45

Engineering GTM Territory Strategize 45

Sales Hacker

NOVEMBER 15, 2017

Go-to-Market Strategy. Quota is a predefined benchmark indicating the amount of sales a selling unit such as a sales rep or a regional sales team should achieve within a given period, often used as a measure of success, performance and eligibility for commissions and other rewards. . Gatekeeper. General Manager.

B2B 99

B2B E-commerce Cold Call Represent 99

Sales Hacker

DECEMBER 8, 2020

Having founded his first company at age 15, Luke Rogers, now VP: sales at Instabase, is determined to turn the world of technology upside down in more ways than one, a passionate believer that experiences is the least important quality when building an elite go-to-market team. The world of tech sales must become a more diverse place.

Sales 99

Sales E-commerce Technology Technology 99

Sales Hacker

OCTOBER 7, 2021

Cassie is an operating partner at Primary Venture Partners, where she works closely with Primary’s portfolio companies to help them build, scale and optimize their go-to-market efforts. Amy Slater is Global Vice President and GTM leader for Cybersecurity company Palo Alto Networks. Amy Slater. Bridget Gleason.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Salesforce

MAY 2, 2022

This year, we’re adding 13 new names to our top-tier cohort, featuring experts in go-to-market strategies, diversity and inclusion, mental health, productivity, and revenue growth in our digital-first world. Think about folks from different industries, regions, and educational backgrounds. Follow her on LinkedIn.

Gaming 98

Gaming GTM Consult Sales 98