Sales Hacker

FEBRUARY 7, 2025

During this stage, SaaS businesses often expand their teams, invest in marketing, and refine their go-to-market strategies. The Maturity Stage: Defending the Kingdom The maturity stage represents a period of sustained growth and stability for a SaaS company.

Price 109

Price E-commerce Cross-sell Profit margin 109

Highspot

FEBRUARY 20, 2025

Marketing to connect what your product does to how it solves customer problems with compelling promotions and campaigns. Product Training for Partners Channel partners, resellers, and distributors extend your reach, but they need the right tools and product knowledge training materials to represent your product and brand effectively.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Highspot

NOVEMBER 24, 2024

Unify Go-to-Market (GTM) Teams Sales enablement training eliminates silos between sales, marketing, product, and the rest of the go-to-market team because it aligns everyone around the same tools, messaging, and goals. Here’s how it can enhance your sales team’s performance: 1.

Pitch 52

Pitch Sales Technique Cross-sell 52

Highspot

JULY 13, 2025

Pipeline marketing , industry events, and cold calling remain vital for generating leads, but social selling offers another viable lead-gen and -nurturing approach. The pressure on sales representatives to perform today (read: move faster, show up sharper, and close more) is high, to say the least.

B2B 52

B2B Sell GTM Cold Call 52

Sales Hacker

NOVEMBER 29, 2024

GTMnow is the media brand of GTMfund – sharing go-to-market advice from the top 1% of revenue operators including the 350 executives behind the fund, news, and our viewpoints from working with hundreds of portfolio companies. Reflection across go-to-market trends, but also on the investment front (not to mention community !).

GTM 111

GTM Real Estate Represent Territory 111

Sales Hacker

JANUARY 13, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. In those scrappy early days, the first sales hire sets the tone for your entire go-to-market engine. Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers.

GTM 106

GTM Cross-sell Pipeline Strategize 106

Highspot

JULY 3, 2025

Buy-in and continual support from go-to-market (GTM) leadership is crucial to building highly impactful—and high-converting—sales enablement approaches. What’s more, these VPs and directors know their sellers must use influential and captivating sales materials that marketing creates to address buyers’ wants, needs, and challenges.

B2B 52

B2B GTM Objectives and Key Results Sales 52

Highspot

JUNE 17, 2025

Nearly half (49%) of go-to-market (GTM) teams use AI sales tools, and 41% plan to in 2025. Today’s sales representatives—including yours—face many challenges. Those that use AI realize up to 20% better revenue outcomes.

Sell 52

Sell Objectives and Key Results GTM Hospitality 52

SaaStr

MARCH 2, 2025

But with each new product, the go-to-market motion became increasingly complex. When Rippling reached about 15 products, Matt realized their sales reps couldn’t effectively absorb information about all products, especially when competing against specialized point solutions.

Growth 77

Growth Cold Call Cross-sell Account management 77

SaaStr

MARCH 30, 2025

Initial International Expansion Struggles While not explicitly detailed in their conversation, HubSpot’s early international moves faced challenges with localization, go-to-market strategies, and adapting their inbound motion to different markets. This segment is often overlooked but represents a massive opportunity.

CRM 77

CRM Price Growth Engineering 77

Martech

JUNE 12, 2025

As companies move from startup mode and scale into growth-stage execution, many are choosing to underinvest in marketing leadership, mistaking it as a cost center rather than the strategic engine behind revenue generation and go-to-market (GTM) execution. He believes fractional GTM roles represent the future.

GTM 101

GTM Gambling Pipeline Strategize 101

SaaStr

JULY 6, 2025

The Developer Invasion: 30% of Users Write Code Perhaps most surprising: developers represent ~30% of Figma’s user base during Q1 2025. Even more telling: these large customers represent 37% of total ARR , showing Figma’s ability to expand within enterprises far beyond initial design team deployments.

Represent 106

Represent Education Growth Pipeline 106

Sales Hacker

NOVEMBER 22, 2024

GTMnow is the media brand of GTMfund – sharing go-to-market advice from the top 1% of revenue operators including the 350 executives behind the fund, news, and our viewpoints from working with hundreds of portfolio companies. What’s different is how quickly you need to adapt your approach to keep up with market changes.

GTM 106

GTM Sales Represent Government 106

Highspot

DECEMBER 19, 2024

Competitive Differentiation: Digital Sales Rooms (DSRs) represent an innovative approach to communicating with customers and prospects. Deeper Engagement: Sellers gain visibility into how buyers interact with content, enabling more tailored follow-ups. its a powerful way to stand out.

GTM 52

GTM Niche B2B Sales 52

SaaStr

JUNE 23, 2025

” As AI tools proliferate and automation becomes more sophisticated, many are questioning whether the traditional Sales Development Representative role will survive the next decade. The full report provides insights across multiple dimensions of SaaS company operations and go-to-market strategies.

B2B 67

B2B Cold Call Pipeline Engineering 67

Sales Hacker

MARCH 21, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. There are things you can learn from it, but you have to build a new one everywhere you go. We work closely together to be able to provide the top go-to-market talent for companies on a non-retainer basis.

Growth 77

Growth GTM Product Government 77

Salesforce

JULY 25, 2024

This program represents a game-changing advantage for innovative ISVs looking to scale their businesses rapidly. We anticipate Salesforce’s ISV Fast Track program will greatly accelerate Certinia’s go-to-market timeline. At Certinia, we’re thoroughly impressed by the Salesforce and AWS partnership. Sign up here

GTM 78

GTM Growth Up-sell Represent 78

Highspot

JULY 9, 2025

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. Sales efficiency is a key performance indicator (KPI) that measures the effectiveness with which a company’s sales and marketing teams generate revenue.

GTM 40

GTM Objectives and Key Results Sales Growth 40

Sales Hacker

JANUARY 7, 2025

Fred Viet: And I would say back to the safe plan is, you need to understand that we are in tech and product is important part and you need to make sure you’ve got a strong alignment between the product and the go-to market. You need to understand why your customer is coming or what are you going to solve for your customer?

GTM 115

GTM Sell Customers Cold Call 115

Martech

MARCH 6, 2025

Complexity exists everywhere: multiple buyers, products and solutions, markets and geographies, and direct sales versus partner-led sales motions. These documents show the entire organization how marketing and sales currently process leads, where the friction points are and which signals predict revenue.

GTM 113

GTM B2B Contact Campaign 113

Sales Hacker

MARCH 4, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Jessica Gilmartin has nearly 20 years of go-to-market leadership experience, most recently serving as both the Chief Revenue Officer and Chief Marketing Officer at Calendly. Your go to market motion has to be driven by the product.

GTM 74

GTM X-functional Start-ups Campaign 74

Sales Hacker

OCTOBER 25, 2024

GTMnow is the media brand of GTMfund – sharing go-to-market advice from the top 1% of revenue operators including the 350 executives behind the fund, news, and our viewpoints from working with hundreds of portfolio companies. Or, ICP marketing. Startups to watch Attention – announced a $14 million Series A.

Product 64

Product GTM Niche Growth 64

ConversionXL

SEPTEMBER 20, 2018

Three out of every four B2B buyers would rather self-educate than learn about a product from a sales representative, according to Forrester. Or would you prefer to go through a lengthy sales process to see if it’s a good fit? Put Your SaaS Go-to-Market Strategy on High Ground. First off, what is a go-to-market strategy?

Go To Market 289

Go To Market GTM Profit margin Education 289

SaaStr

FEBRUARY 3, 2025

You’re winning true enterprise workloads, not just “fins” (side projects or experimental business lines that don’t represent real adoption). Going Enterprise Is a Company-Wide Decision The #1 mistake? Thinking enterprise is just a go-to-market play. It’s not.

Hospitality 109

Hospitality Price Manufacturing Engineering 109

SaaStr

JUNE 21, 2025

Remote work has stabilized (no more explosive growth catalysts) Competition has increased (more solutions in market) Feature differentiation has narrowed (market maturity) Truth #3: Vertical Specialization Shows Strong Returns The data suggests vertical specialists are outperforming horizontal platforms in 2025.

B2B 106

B2B Government Healthcare Contract 106

Sales Hacker

JULY 11, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. These five agent paths can serve as a selection guide, but more importantly they represent stages in a broader AI maturity journey.

Launch 79

Launch GTM SQL CRM 79

Highspot

JULY 9, 2025

Manufacturing companies that embrace AI in their go-to-market (GTM) enablement programs see up to 20% higher revenue outcomes today. By automatically surfacing the right resources and offering personalized coaching for continuous improvement, AI helps partners represent your brand consistently in the field.

Manufacturing 40

Manufacturing GTM Objectives and Key Results Sales 40

SaaStr

APRIL 28, 2025

The Journey: From WiFi to IoT Fleet Management Sekar’s journey began unexpectedly when he joined Meraki (founded by MIT researchers Sanjit Biswas and John Bicket) to help them figure out marketing and sales “from first principles.”

Product 104

Product Transportation Growth Launch 104

Sales Hacker

JUNE 20, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. If you’re looking to scale your sales and marketing teams with top talent, we couldn’t recommend our partner Pursuit more. 80% of exec-level jobs never hit job boards.

GTM 99

GTM Construction Referrals Networking 99

Highspot

MAY 13, 2025

Create partner-specific Plays that explicitly define what partners should know, say, show, and do when representing your organization and selling your products and services. When partners dont have the time to brush up on your content and messaging, its up to you to bring all that context together.

Strategize 52

Strategize Up-sell Represent Promote 52

Sales Hacker

MAY 16, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. The market also took notice. Its a bet and a signal that go-to-market isnt just a function, its the system every company needs to win. Go-to-market becomes your edge. ZoomInfo shares jumped 7.4%

GTM 71

GTM Represent Legal Go To Market 71

SaaStr

MARCH 18, 2025

A Philadelphia native, Colin started his professional career as a Business Development Representative (BDR) 14 years ago and worked his way up to his current role as CRO. It’s an incredible look back on scaling and more: Colin Jones, first Chief Revenue Officer at Wiz.

GTM 74

GTM Pipeline Trust Price 74

SaaStr

JULY 10, 2025

Olo’s “fewer but bigger” customers represent a smaller percentage of the total addressable market but generated superior unit economics – until Toast’s scale advantages kicked in. margin) Net Income: $11.8M

Strategize 70

Strategize Networking Represent Market share 70

SaaStr

FEBRUARY 26, 2025

The 5 Key Things You Need to Know About Modern Go-To-Market Adam Gross, former CEO of Vimeo and Heroku and and veteran of Salesforce and Dropbox joined SaaStr Annual for a deep dive on the evolution of SaaS go-to-market strategies. Why PLG Matters More Than Ever First, let’s talk numbers.

GTM 59

GTM Cross-sell Contract Inside sales 59

SaaStr

JUNE 13, 2025

This means: Ship faster : Your iteration cycles need to be measured in weeks, not months Close faster : Enterprise sales cycles that used to take 6-9 months are now happening in 6-9 weeks Scale faster : The window between product-market fit and competitive response is shrinking rapidly 2. The Performance Gap Is Widening — Exponentially The 4.4x

Contract 70

Contract B2B Growth Drivers/motivators 70

Sales Hacker

OCTOBER 18, 2024

GTMnow is the media brand of GTMfund – sharing go-to-market advice from the top 1% of revenue operators including the 350 executives behind the fund, news, and our viewpoints from working with hundreds of portfolio companies. Product : Vanta Your deal is almost closed, and all that’s left is the security review. Link to slides.

GTM 104

GTM E-commerce Real Estate Networking 104

SaaStr

MARCH 18, 2025

Determining Demand and Budgets When entering an existing category, understand go-to-market strategies and adoption signals. For new categories, thorough market research is essential. This represents an under-recognized opportunity for B2B AI startups focusing on compliance, risk management, and administrative controls.

Growth 75

Growth Government Customers Healthcare 75