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Should we organize our sales team by region or industry? What is a territory-based sales structure? In a territory-based structure, your reps own opportunities and accounts within defined geographic regions. For example, a rep covering Texas must understand regional energy markets and local procurement norms.
Digital advertising has evolved quite a bit since I started working in paid media. If you haven’t been keeping up with the role of automation and AI in lead gen advertising, this article includes advice and experiences on: Managing your ad strategy. Aligning marketing and sales efforts. AI tools to help you level up fast.
Short, targeted sessions are ideal for teams juggling meetings, calls, and prospect follow-ups. Microlearning increases knowledge retention by up to 80% compared to traditional training formats. Are you tired of long, dense training sessions that overwhelm your go-to-market (GTM) team ? You’re not alone.
billion in ARR (up 31% YoY) and 140,000 total locations (up 25% YoY). Density Changes Everything About Territory Design The Traditional Approach : Most SaaS companies segment territories by company size or revenue potential. Strategic Implication : Your business model directly determines your go-to-market strategy.
From your first paying customers to enterprise domination, here’s how successful SaaS companies level up their pricing game to maximize growth and profitability at every turn. The Startup Stage: Finding Product-Market Fit The startup stage is the foundation of any SaaS companys journey.
Codium is one of the fastest-growing startups in the AI coding assistant space, having scaled its go-to-market team from 3 to 75 in just under a year. Hypergrowth Requires Aggressive but Smart Hiring: Codium scaled from 3 to 75 go-to-market hires in under a year, an astonishing pace for any startup. Their strategy?
G2 has its latest Buyer Behavior report out and while most of its take-aways are things we know or should know, it’s a wake-up call for anyone thinking AI isn’t important in their category: 🚀 Top 5 SaaStr Learnings from G2’s 2025 Buyer Behavior Report 1. Same technology, completely different go-to-market approaches
Marketing to connect what your product does to how it solves customer problems with compelling promotions and campaigns. Up-to-date, ongoing training also helps consistently spread brand awareness through all external materials and pitch decks. co-marketing materials). However, learning doesn’t have to happen all at once.
Theyll be empowered to close deals, expand your reach, and stay aligned with your go-to-market goals. Youll get a partner enablement planning canvas to help you align your teams, identify gaps, and set your partners up for success. What is partner enablement? Partners also dont needor wantconstant updates. This is not reality.
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. We’ve shared this or received it from many GTM leaders as an excellent gauge on where to start or further AI adoption for your sales team. Read the free and ungated report.
Discover how to make product-led sales a part of your go-to-market strategy. The rep for the SaaS product sees that a major airline has signed up and is using their software. It also helps jump-start lead qualification since your users are already interested in your product or service.
To meet rising buyer expectations and achieve predictable revenue growth, you need a smarter approach to ABS—starting with a revamped go-to-market (GTM) technology stack. A modern account-based sales strategy isn’t just about targeting the right accounts.
Manufacturing companies that embrace AI in their go-to-market (GTM) enablement programs see up to 20% higher revenue outcomes today. Every follow-up becomes more tailored, with AI recommending sales assets based on what’s worked in similar deals. For example, Ritchie Bros. The good news?
But since I started using Superhuman last quarter, I was able to get back to inbox zero within minutes. I dont know how I didnt start on Superhuman sooner. So if I look at a month or a quarter, you start and you say, okay, do we have enough pipeline? So I think I’m going to start with what is the same.
You don’t have to be a financial whiz to understand that this means your expenses goup while your profitability goes down. To put your SaaS in the best position to win, you need to pick a go-to-market strategy that will place your SaaS on high ground. Put Your SaaS Go-to-Market Strategy on High Ground.
Common actions include adding business processes to make the business scalable, adding features that would open up a new market, or filing patents to lock down intellectual property. Tips to Get Started: Research recent business sales in your industry. Youll want to understand market trends, pricing, and common deal structures.
She joined us LIVE for SaaStr Workshop Wednesday — sign up for the next one here. Restructure marketing around what works : Raaz moved field marketing under sales leadership, recognizing that regional alignment matters more than organizational charts. I did not know the first thing about marketing.
They work with startups and scaling businesses to help take HR off your plate, so you can stay focused on building product, growing revenue, and hiring great people – the go-to-market engine. This is your host, Sophie Boni, VP marketing at VC Firm GTMfund, and our media brand here GTMnow I am joined today by a very special guest.
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Jordan Crawford is an AI innovator, the Founder of Blueprint, and one of the top go-to-market engineers working today. But since I started using superhuman last quarter, I was actually able to get back to inbox zero within 20 minutes.
GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. The news was picked up by TechCrunch , BetaKit , and many others. When it came to raising from larger institutional investors, we were navigating unfamiliar territory. Well, lets go and help them.
To claim this offer, go to www.superhuman.com/gtmnow The GTM Podcast The GTM Podcast is a weekly podcast hosted by Scott Barker, GTMfund Partner, featuring interviews with the top 1% GTM executives, VCs, and founders. So you guys are open up a new chapter down there. Cause you’re not setting up [00:09:00] trust.
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Rick Kelley is the former VP of Metas Global Business Group, where he led a $10B+ revenue organization and played a pivotal role in building out Metas go-to-market teams across North America and EMEA. Rick Kelley: You’re right.
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Hayden Stafford is the President and Chief Revenue Officer (CRO) at Seismic, where he oversees the global go-to-market (GTM) organization, including pre-sales, sales, customer success, services, partners, and more. Hayden, welcome.
In an AI-first world, earning that trust starts with protecting data, making confidentiality and privacy table stakes for todays buyers. However, many companies are struggling to keep up, as 20% of businesses cite compliance as a key challenge this year. higher viewing time.
In a recent Workshop Wednesday, Tolithia Kornweibel, CRO, and Jamie Edwards, Head of Go-to-Market Operations and Tools, share how Gusto maximizes revenue so that you can do the same. Making sure you’re putting the right account in front of the right person at the right time requires a more dynamic approach to territory management.
In this blueprint, we take a tactical approach on how to build a go to market strategy. 5 Steps To Building Your Go To Market Strategy. Where Can You Apply This Go To Market Strategy? 1) Across regions. Regions often respond with a 1-2 year delay to the US Market.
Millions of marketers have quickly signed up to automation software to help them move their entire marketing strategy online. And brick-and-mortar retailers have hastily acquired website management systems to enable them to spin up ecommerce sites. and unknowns. Outside Selling ? Inside Selling.
If you are seeing additional demand from a particular region based on in-bound leads or media mentions, don’t miss an opportunity to capitalize on that interest. One of the first steps when you’re preparing to move into a new market is to create a cross-functional, go-to-market strategy. Hire the Right Leaders.
Start your sales planning efforts with account segmentation to fill your territories with fruitful opportunities and increase your sellers’ ability to hit quotas. Consider new territory rules that reflect changes in the market (and your business). There is an art and science to defining how you slice and dice the market.
Having been in sales for thirty-eight years, I know there’s a lot on the line, and a lot of things that can go wrong if you don’t know what you’re doing. An example of a process change that accelerates hiring and reduces mistakes is to flip that around and put that role playing at the start. It can’t change overnight.
What started as a manageable headache is now causing your organization to leak revenue — especially as you add more products, territories, and go-to-market strategies into the mix. So while we’d like to sit here and tell you an exact date to start building out the RevOps function within your company, we can’t.
As the world is starting to reopen, there is likely room for your products in new markets, if you understand the complexities and risks. McKinsey notes that B2B decision-makers are pushing to e-commerce and e-commerce-like sales cycles, and up to 80% prefer either digital self-service tools or to contact teams remotely.
Where to Start: CRM. Start building out your sales operations department by hiring someone to own your CRM. When you’re starting out, you may have only one or two folks manning sales operations, juggling all the tasks outlined above. Go-to-market strategy. Time to start recruiting! For the Future.
You need actual thought leadership and takeaways that you can readily apply to your role and your sales organization starting today. Get ready to download and start using (yes, much of these sales resources are actually useful and interactive) these sales tools today. Nancy Nardin. Jeb Blount. Meghan Forgione. Jeff Grice. John Barrows.
Businesses with a small burn rate often don't require much funding to get started because they're cash efficient. grouped by region: 1. Region : East Coast. Openview works with companies of all kinds to help with their expansion stage and go-to-market strategy. Region : East Coast. Region : East Coast.
Over the last couple of years, many of our customers have been asking us to identify the go-to-market strategy, and specific execution points, around selling in teams. Here’s a basic framework for our case study format that you can start with. This is why pods or squad selling are becoming so critical.
We all want to grow up and be the big girls or boys on the block, right? I’m not sure how many parts it’s going to be, but I do know that it wasn’t worth it to squeeze it all into one post. I’m gonna start in a place you’re probably not expecting. Not all products go to market the same.
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. Set them up for success. . Era 2, SaaS 2.0:
While many of the companies on SaaStr are based in North America and then expand to Europe and APAC, we’re seeing more and more expansion going the other way. Celonis started 12 years ago in Germany and recently began its move into the U.S. He also started a public sector business, which did not previously exist.
A market development strategy can focus on how a business might grow revenue by embracing one or both of the following initiatives: Developing a new product line to increase revenue by selling to new customers, or up-selling to existing ones. How to Create a Market Development Strategy. Step 3: Create Your Marketing Plan.
He’s everywhere: on our website, in our advertising, gracing the covers of countless marketing materials, e-books, landing pages and social posts. We have pictures of Bruno in golf attire, a shot of Bruno with Santa, versions of him wearing headphones or suiting up to hit the waves. But we never mention these roots in our marketing.
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. This disconnect challenge is made more complicated when every organization, region, team or business unit is doing their own thing in how they go to market.
Some inevitable restructuring, new territories and realignment. New initiatives focusing on the fastest start possible. Have your win rates changed–up or down? Have you changed or shifted your go-to-market strategies? For a fast start on the New Year, ask how we can help!). New plans and programs.
SaaSy Sales Management runs in-person, public, and private workshops to teach go-to-market SaaS leaders how to produce the best outcome for their company and their people. Founders should move to the region where they want to expand into. Expanding into New Regions [24:45]. What You’ll Learn. We’re on iTunes.
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