SaaStr

OCTOBER 3, 2023

Finding product market fit Moving from SMB to Enterprise or vice versa Achieving Enterprise repeatability Strategic expansion Borland has experienced all four stages at three different companies and knows what teams and functions look like for each stage of growth. Why is teaming the new selling? The journey covers three stages.

B2B 90

B2B GTM Objectives and Key Results X-functional 90

SaaStr

JULY 15, 2020

But that’s more the exception than the role of the go to market for many companies. Whatever your bar is, your bar is high but tripling, quadrupling going 2.5X X and it’s not [inaudible 00:20:29]. Do you just connect the dots and say, “I’m going long. So massive step function.

X-functional 62

X-functional E-commerce Growth Retail 62

SaaStr

NOVEMBER 2, 2019

How does your customer success and customer support functions change with the move to enterprise? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Krish Subramanian: Be present, just forget about whatever bad happens. Harry Stebbings. Krish Subramanian.

GTM 52

GTM Price Up-sell Product 52

Heinz Marketing

MARCH 11, 2019

And every episode of Sales Pipeline Radio is always available past, present, and future on SalesPipelineRadio.com. We are featuring every week some of the best and brightest minds in B2B sales and marketing. Very excited to have a friend of mine, friend of the business, Chief Marketing Officer for Terminus , Derek Slayton.

Pipeline 62

Pipeline B2B Sales X-functional 62

Heinz Marketing

JUNE 4, 2018

Past, present, future episodes. Every week we’re featuring some of the best and brightest minds in B2B sales and marketing. Really excited to have a good friend, long time sales and marketing and go to marketing executive, Samuel Sunderarajj. Completely go to market execution there. Absolutely.

Pipeline 53

Pipeline Sales Drivers/motivators X-functional 53

SaaStr

JUNE 21, 2019

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Sara Varni: I think you need a combination of different personalities and skillsets within a product marketing team. I think you have to go case by case and figure out, also, what is the mix on your team, too?

Start-ups 57

Start-ups X-functional Drivers/motivators Up-sell 57

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 Negotiate Profit margin Contract 74

Sales Hacker

MARCH 2, 2020

Leveraging transparency and vulnerability in your presentations and your negotiations leads to faster buyer consensus, larger deals, faster payments, longer commitments and more predictable sales forecasts. If particular conditions are present, the laws will always occur, plain and simple. The Little Red Book of Selling.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

Hubspot

AUGUST 8, 2019

That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Number of demos or sales presentations. Ramp-up = amount of time spent in training + average sales cycle length + X. Months to recover CAC = CAC divided by (ARPA x GM). X months or years).

X-functional 96

X-functional Quota Cross-sell Contract 96

ConversionXL

JUNE 25, 2021

X demos booked in introduction, X revenue in growth). This plan is your go-to-market (GtM) strategy , which should be informed by: Market conditions and competitive positioning Ideal customers and target audience Product offer and pricing Lead generation and customer acquisition process.

Launch 96

Launch Product Non-Profits GTM 96

ConversionXL

NOVEMBER 5, 2020

When clients ask, “Do you do X?,” How you communicate as a function of that design is a critical problem that you should aim to solve. This is your chance to present them with cold hard facts, which are most powerful when accompanied by third-party statistics and data. These statistics present facts, but painful ones.

UX 120

UX Clients Service Niche 120

Hubspot

OCTOBER 4, 2017

That is -- if the technology functions as it was designed, as USA TODAY'S Eli Blumenthal put it: Pixel Buds promise real-time translation, which if it works in real life as well as it does in this demo would be incredible. — But watch this live demo from yesterday's event, and you'll see what I mean: Come on. How cool is that? 4) Pixelbook.

Product 76

Product X-functional Price Technology 76

SaaStr

NOVEMBER 21, 2020

How should sales and marketing work together on pricing? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. And that’s distinct from the X in the cloud pattern that was the first generation. Harry Stebbings. Rob Gonzalez.

E-commerce 102

E-commerce Manufacturing X-functional Retail 102

SaaStr

MAY 10, 2019

Currently growing 100% year over year, working with companies to un-silo their operations and create one strategic revenue ops team to support their Go To Market strategy. In the past, Go Nimbly has helped companies like Zendesk, Twilio, PagerDuty and Coursera to achieve alignment and increase revenue by 26%. Jason Reichl.

X-functional 54

X-functional SQL Pipeline GTM 54

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

Heinz Marketing

MAY 9, 2022

Every episode, past, present and future, you can always find at salespipelineradio.com. Every week, as you know, we are featuring some of the best and brightest minds in sales and marketing, B2B specifically. What’s on that combined dashboard that all those teams should be looking at all the way back to marketing as well?

Pipeline 96

Pipeline Finance Commission Sales 96

SaaStr

JULY 15, 2022

It’s pretty good, someone did a Tweet storm the other day on Zeb from ClickUp’s presentation at SaaStr Annual 2020. 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.

Growth 94

Growth Cross-sell Start-ups X-functional 94

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 54

X-functional Drivers/motivators Start-ups Engineering 54

Heinz Marketing

APRIL 2, 2018

Listen in to see what doing improv has to do with sales and marketing… and a lot more! The full transcript is below: Sales Presentations That Don’t Suck (& How Marketing Can Help). Every week we are featuring some of the best and brightest minds and thinkers in B2B sales and marketing. Paul: Welcome aboard.

Pipeline 48

Pipeline Sales Presentation B2B 48

Heinz Marketing

FEBRUARY 5, 2018

And every episode past, present, and future of Sales Pipeline Radio always available at SalesPipelineRadio.com. Every week we are featuring some of the best and brightest minds in B2B sales and marketing. Insert company name X did Y. You can always find us on the iTunes store and on Google Play. We did this thing.

Pipeline 50

Pipeline B2B Sales Pitch 50

SaaStr

SEPTEMBER 13, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. We’re going to start with some dates that predated COVID and really go to prior SaaStrs. Everyone is trying to figure out the go-to-market learning curve. Byron Deeter. Henry Schuck.

Non-Profits 62

Non-Profits Strategize Trust Growth 62

SaaStr

MARCH 1, 2019

You can also take your SaaStr to go: Listen on iTunes. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Tom Tunguz: So we published a presentation about the 10 learnings of the free trials. Listen on Google Play Music. Listen on Spotify. Tom Tunguz.

Contract 46

Contract Price Commission Conversion 46

Sales Hacker

AUGUST 30, 2018

In this blueprint, we provide insights into the best prospecting methods for different go-to-market (GTM) strategies. CR(t) —The conversion rate as a function of time to get to a single SQL. We call this a 3 x 3 account — a term coming from organizational selling. Prospecting is about having a conversation with a client.

Prospecting 47

Prospecting SQL GTM X-functional 47

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 78

Quota Growth Product Closing 78

SaaStr

JANUARY 3, 2020

Tom Tunguz: So we published a presentation about the 10 learnings of the free trials. 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. Tom Tunguz: That’s really important.

Contract 10

Contract Price Commission Conversion 10

SaaStr

AUGUST 19, 2020

In a B2B context, you can imagine overlaying the concept of go-to-market fit which really outlines your approach and your playbook at every step of the way from awareness to evaluation, purchase, and then pricing and renewals. I had the good fortune to be at Google X for a time and be surrounded by just amazing human beings.

E-commerce 100

E-commerce Price Start-ups Growth 100