SaaStr

MARCH 23, 2025

5 Key Learnings from Scaling from 3 to 75 Go-To-Market Team Members in Less Than 12 Months The latest SaaStr CRO Confidential is out and Sam Blond did a great deep dive with Graham Mareno, VP of Worldwide Sales at Codeium. The complexity of managing 30+ enterprise sellers without clear territory boundaries created unnecessary friction.”

GTM 87

GTM Territory Pipeline Growth 87

Sales Hacker

APRIL 10, 2018

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.

Go To Market 94

Go To Market GTM X-functional Territory 94

Hubspot

JULY 20, 2020

Are rapidly adopted tech tools going to stimulate internal alignment or drive a wedge between teams? These are the questions that companies are asking themselves as they rewrite their go-to-market strategies and charge headlong into the new economic era. Outside Selling ? Inside Selling.

Go To Market 101

Go To Market Territory Inside sales A/B testing 101

Martech

JULY 30, 2024

When it comes to customer engagement, startups prioritize personalized communication through social media, while large corporations use CRM systems and broader awareness marketing for scalable customer retention efforts. Community building fosters brand loyalty and advocacy, creating a dedicated customer base.

X-functional 115

X-functional Territory Customer Relationship Management CRM 115

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 110

GTM Real Estate Represent Territory 110

Sales Hacker

FEBRUARY 7, 2025

During this stage, SaaS businesses often expand their teams, invest in marketing, and refine their go-to-market strategies. Additionally, companies explore ways to expand their market reach, such as entering new geographic regions or developing adjacent products and services.

Price 107

Price E-commerce Cross-sell Profit margin 107

SaaStr

MARCH 5, 2025

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?

Territory 68

Territory Drivers/motivators Quota Pipeline 68

Sales Hacker

JANUARY 8, 2021

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.

Territory 110

Territory Pipeline Launch Technical Sales 110

SaaStr

NOVEMBER 22, 2020

The four key pillars he lays out are: Product market fit & expansion. Go to market approach & expansion. 1 Product-Market Fit and Expansion. 2 Go-To-Market Approach and Expansion. Determine if your growth is product-led, sales-led, or marketing-led. Geographic regions.

Territory 126

Territory Healthcare Growth Go To Market 126

Sales Hacker

DECEMBER 9, 2022

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). Related: Your Territory Model Is Hurting Attainment. Territory profiles .

Territory 117

Territory Quota Strategic planning Sales 117

Search Engine Land

AUGUST 14, 2024

Review it and let it inform your go-to-market strategy, such as handling objections. If you sell custom kitchen cabinets, you might ask it: What worries the typical homeowner in a given region. I’ll walk through a few ideas and tools now: Ask ChatGPT or Gemini questions about your target demographic. What keeps them busy.

CRM 116

CRM Campaign Niche Negotiate 116

SaaStr

JUNE 6, 2025

Same technology, completely different go-to-market approaches Buyers have already done their homework with AI 8.

Territory 55

Territory Pitch Price Finance 55

Sales Hacker

JUNE 3, 2025

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. manage all the SMBs in the mid-market.

GTM 87

GTM Territory Gaming Sales 87

Sales Hacker

MARCH 21, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. The edge computing platform delivers connectivity and real-time data in remote regions, with usages appropriate for first responders, the military, and critical infrastructure industries such as gas and oil.

Growth 76

Growth GTM Product Government 76

Partners in Excellence

AUGUST 27, 2024

There are never ending, and important discussions, about our Go To Market (GTM) strategies. further characterize those markets by certain demographics. it may be regional location, for example North America, EMEA, APAC. Sometimes, we refine those strategies by defining personas within the market categories.

GTM 139

GTM Customers Finance Territory 139

Salesforce

APRIL 2, 2025

Discover how to make product-led sales a part of your go-to-market strategy. And while your product or service might not be as tasty, there are proven strategies and tools that you can use to improve your sales. What you’ll learn: What is product-led sales? Why are product-led sales important?

Product 86

Product Territory Sales Price 86

Highspot

JUNE 23, 2025

Meanwhile, execution varies by team or region because there’s nothing to reinforce consistent adoption. With Highspot, reps across every region follow the same playbook, get trained on the same positioning, and share content tailored to each stage of the buyer journey. Imagine your team is launching a new product.

Growth 52

Growth B2B Objection handling Objectives and Key Results 52

Openview

NOVEMBER 20, 2017

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. How do you manage year-to-year territory adjustments as your company grows? Eventually, people will catch on that if their territories are getting bigger, that’s bad.

Territory 81

Territory Healthcare Sales Retail 81

Highspot

DECEMBER 5, 2024

While unlocking the impact of go-to-market initiatives could feel like an impossible task, high-performing teams approach each challenge as an opportunity for change. They dare to go beyond whats historically been possible. Marketers struggle to ensure reps use the most up-to-date, on-brand materials.

Angle 52

Angle Territory Drivers/motivators Go To Market 52

SaaStr

JUNE 4, 2025

The Numbers That Haven’t Moved in 20 Years Rangan dropped two statistics that should haunt every go-to-market leader: 25-35% The percentage of time sales reps spend actually in front of customers. But here’s the kicker: this isn’t a new problem. It’s been this way for decades.

CRM 92

CRM Follow-up Pipeline Territory 92

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 104

Growth Territory Referrals Customers 104

Sales Hacker

FEBRUARY 6, 2023

When the plan is in alignment with execution, your territories remain optimized and sellers are focused on the best opportunities. In the context of go-to-market planning, it’s important to understand that continuous planning does not mean you have to be constantly re-doing your plan. What is the holdout for that sales rep?

GTM 102

GTM Territory Commission Strategize 102

Sales Hacker

APRIL 1, 2021

Expansion to new territories is never easy, but the coronavirus is providing a wakeup call for enterprises and established companies to start looking at how customers say they prefer you to sell to them. Analyze your specific sales and market, then look across the globe. The future of this space is digital and streamlined.

E-commerce 86

E-commerce Territory Transportation B2C 86

SalesforLife

JULY 28, 2019

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. You will only get this level of scrutiny if you get more than one person’s eyes on a territory or vertical.

Pipeline 93

Pipeline Objectives and Key Results Territory Teamwork 93

Hubspot

JANUARY 25, 2019

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. Region : West Coast. Region : West Coast. Region : West Coast. Region : West Coast.

Territory 97

Territory Finance Healthcare Negotiate 97

SaaStr

JULY 21, 2022

Reaching unicorn status is nice validation, but the luster fades when founders can’t navigate the hidden challenges that come with uncharted territory. SaaStr attendee favorite Mark Roberge, Co-Founder and Managing Director @ Stage 2 Capital will discuss making the most of Go-To-Market when you’re working with a PLG motion.

GTM 120

GTM Territory Price Growth 120

Salesforce

OCTOBER 4, 2024

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. Guess what? You’re not alone. Growing businesses lose 20-30% of their revenue to operational inefficiencies every year.

GTM 98

GTM Territory Finance E-commerce 98

Sales Hacker

DECEMBER 21, 2017

Sales Territory Assignment and Growth Forecasting. Allocation of Accounts and Sales Territories. In addition to the technical and sales enablement responsibilities, the newly formed Sales Operations unit will be responsible for the following tasks: Go-to-market strategy & planning. Territory design. Operations.

Territory 105

Territory Non-Profits Contract Quota 105

SaaStr

NOVEMBER 28, 2022

What is the secret to aligning go-to-market teams and finance teams? Are you able to take on moving to new territories? Expanding the business’s territory lines is expanding the number of people who will be interested in the business. Make sure your go-to-market teams and sales and finance teams align on success metrics.

Finance 98

Finance GTM Government Territory 98

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 96

Engineering GTM Territory Management Consulting 96

Sales Hacker

JANUARY 20, 2022

According to Forrester, the costs of unwanted voluntary turnover hide themselves in the form of uncovered sales territories and lost sales productivity. Combine the hidden costs of uncovered territories and lost productivity with the training, recruiting, and onboarding to calculate total turnover.

Territory 114

Territory Sales Drivers/motivators Finance 114

Partners in Excellence

JULY 30, 2012

Sales Strategy: In the sales strategy category, we focus on how the company wants to position itself and be perceived within it’s target markets and by prospects and customers. For example, coaching calls, opportunities, the pipeline, accounts, territories and overall performance.

Territory 93

Territory Sales Pipeline Growth 93

InsightSquared

MARCH 6, 2018

As your sales ops team matures, however, the group will grow, and their focus will expand to other areas as well, including: Territory planning. Go-to-market strategy. Collaborating with other teams (Marketing, Customer Success, Support, etc.). Quota and compensation planning. Renewals management.

Contract 119

Contract CRM Territory Sales 119

Hubspot

JULY 11, 2019

Sales operations exists to help the team use technology effectively, implement training exercises, align sales and marketing, set territories, evaluate compensation plans, and more. Reps need to prospect, sell, and close -- and that doesn’t always leave a lot of time for administrative or big-picture work.

Commission 98

Commission Territory Quota CRM 98

A Sales Guy

OCTOBER 13, 2016

In business, there hopefully comes a time when your current structure and way of going to market no longer works. You are unable to drive the leads, close the deals, penetrate the territory, capture new industries, etc. Any scaling effort must align with these market changes, or failure is imminent.

Education 126

Education Sales Growth Territory 126

Sales Hacker

SEPTEMBER 18, 2024

This is a special edition of The GTM Newsletter by GTMnow – read by over 52,000 revenue professionals weekly to stay up-to-date on go-to-market and scale their companies and careers. Understanding what’s truly happening in the SaaS startup jobs space can be challenging, so a closer look at the data offers valuable insights.

GTM 122

GTM Sales Growth Represent 122

Salesforce

OCTOBER 22, 2021

Many companies assume the same go-to-market strategies will be effective as they scale up, but that’s often not the case,” said Brandon Jones, head of Revenue Strategy and Operations at Komodo Health , which specializes in software for the healthcare industry. Make sure your reps are focused on selling. Learn more.

Territory 98

Territory Strategize Sales Healthcare 98