Martech

NOVEMBER 12, 2024

As businesses prepare for 2025, go-to-market (GTM) strategies are undergoing major shifts driven by new technology, evolving customer demands and increased executive scrutiny. This forecast highlights the key trends, challenges and opportunities reshaping GTM strategies for the coming year. Some were B2C, many were B2B.

GTM 122

GTM Go To Market B2C Objectives and Key Results 122

Martech

SEPTEMBER 20, 2024

.” Jason’s mission is clear: Lead the company through the final stage of go-to-market maturity, platform-market fit, where integrated solutions drive customer value and position the company for long-term growth. Source: GTM Partners, 3Ps GTM Maturity Model It’s not just about selling more products.

GTM 112

GTM Product Cross-sell Profit margin 112

Sales Hacker

NOVEMBER 15, 2024

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. That’s why HG Insights created The Next Generation of Sales AI report — to calm the FOMO and help you bring AI to your GTM teams. Read the free and ungated report.

GTM 111

GTM Cold Call Strategic partnership Follow-up 111

SaaStr

APRIL 6, 2025

A little ways back Databricks VP of Sales Heather Akuiyibo joined SaaStr to share unexpected things that work well at Databricks GTM organization as well as some things that havent worked as well. For a company targeting 100% year-over-year growth, this focus makes perfect sensebut it required data to validate.

Growth 79

Growth Territory Teamwork Cross-sell 79

Sales Hacker

OCTOBER 11, 2024

Hello and welcome to The GTM Newsletter – read by over 52,000 revenue professionals weekly to stay up-to-date and scale their companies and careers. Over the last decade, he has worked with countless sales organizations to help them scale from startup to high-growth machines.

GTM 114

GTM X-functional Pipeline Construction 114

Martech

DECEMBER 2, 2024

Uncovering the “why” behind outcomes enables marketers to select and defend their go-to-market (GTM) investments confidently. Up to 56% of companies missed revenue targets in 2024, according to GTM Partners. Causal AI helps us build a GTM framework based on data-driven learning. This is where causal AI performs.

GTM 125

GTM Drivers/motivators Pipeline B2B 125

Martech

APRIL 9, 2025

HubSpots co-founder and CTO Dharmesh Shah says were at an inflection point where AI skills are essential for marketing career growth and acceleration. However, the real game-changer for go-to-market (GTM) strategies is process-driven automation. AI proficiency is becoming a critical differentiator for marketers. Similarly, Monica.ai

GTM 129

GTM Strategic planning Strategize B2B 129

Martech

SEPTEMBER 5, 2024

Demos, for example, are typically the gateway to a traditional sales-led GTM strategy. However, an increasing number of small and mid-market B2B SaaS vendors are trying product-led growth (PLG) and product-led marketing (PLM). Each puts the product at the forefront of the experience but in slightly different ways. Processing.

B2B 126

B2B Non-Profits CTR Click Through Rate 126

Sales Hacker

JULY 1, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Austin Hughes is the founder and CEO of Unify, a platform helping high-growth teams turn buying signals into pipeline. Navigating payroll, benefits, and compliance shouldn’t slow you down.

GTM 78

GTM Growth Sell X-functional 78

Martech

JULY 17, 2024

Despite rapid growth, her team of eight now faces the challenge of achieving more with less due to recent layoffs. As Emma’s company navigates from problem-market fit to product-market fit, understanding the differences between marketing and go-to-market (GTM) strategy becomes vital.

GTM 102

GTM Product Drivers/motivators Strategize 102

Heinz Marketing

JUNE 26, 2025

The real power comes from aligning your GTM teams to act on those cues. Don’t Just Measure Backward: Use Forward-Looking Metrics Pipeline acceleration and customer growth depend on early indicators, not just closed-won data. August 6: “Ghosted to Growth: Revenue Leaders on Buyer Reengagement” (Registration coming soon!)

GTM 89

GTM Cross-sell Referrals Pipeline 89

Highspot

JUNE 17, 2025

Most go-to-market (GTM) initiatives aren’t failing—they’re flying blind. Without unified insights into GTM performance, even top-performing organizations risk falling short. AI is changing the game for mastering GTM performance. Managers can’t coach effectively. That’s where the Team Scorecard comes in.

GTM 52

GTM Go To Market Pipeline Gaming 52

Highspot

JUNE 17, 2025

Most go-to-market (GTM) initiatives aren’t failing—they’re flying blind. Without unified insights into GTM performance, even top-performing organizations risk falling short. AI is changing the game for mastering GTM performance. Managers can’t coach effectively. That’s where the Team Scorecard comes in.

GTM 52

GTM Go To Market Pipeline Gaming 52

SaaStr

MARCH 23, 2025

What makes this growth story particularly fascinating is how quickly their go-to-market (GTM) organization scaled from just 3 people to 75 in less than a year. The 5 Key Elements of Codeium’s GTM Scaling Playbook 1. The first GTM hires are your most important Your initial sales team sets the culture and performance bar.

GTM 94

GTM Territory Pipeline Growth 94

Sales Hacker

APRIL 4, 2025

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. The shift to a new operating model: the GTM AI Operating System. The future of GTM is AI-powered.

GTM 104

GTM X-functional Engineering Government 104

Martech

JULY 17, 2025

For as long as most of us can remember, go-to-market (GTM) operations — especially marketing and sales — have been treated almost entirely as operating expenses. The logic was simple: GTM costs are short-term, their benefits too uncertain and their ties to financial outcomes too tenuous to justify anything but immediate expensing.

GTM 55

GTM B2C Finance Government 55

Sales Hacker

MAY 7, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Marcy Campbell is the Chief Revenue Officer at AppFolio, where she leads sales and client services with a focus on delivering unified, end-to-end customer experiences. The importance of cross-functional stream teams for accelerating GTM initiatives.

GTM 83

GTM Engineering Customers Cross-sell 83

Martech

OCTOBER 22, 2024

Dig deeper: A scoring model your GTM team will fall in love with 3. Growth trajectory Companies on a growth trajectory (e.g., Incorporating ICP scoring into your lead process allows your marketing and sales teams to focus on high-potential leads, driving growth and building stronger relationships.

Cross-sell 122

Cross-sell Lead generation GTM Territory 122

SaaStr

NOVEMBER 20, 2024

A New GTM Mental Model for AI Products That feedback told GitHub that people who weren’t using the GitHub platform still wanted to use Copilot for Business. You have to listen on the product front and the GTM front. Ship to learn Embrace a growth mindset Their core ethos is being iterative and a little uncomfortable.

Product 104

Product GTM Legal Launch 104

SaaStr

OCTOBER 25, 2024

The GTM survey shows a 10% increase in sales-qualified conversions and a 40% increase in sales-qualified conversions for the top third of these businesses. This survey shows no noticeable impact on overall growth rate change as a function of using AI, all the respondents were effectively identical. #7: ’ The answer was no.

Go To Market 132

Go To Market Quota GTM Price 132

Sales Hacker

DECEMBER 10, 2024

Martin attributes this extended timeline partly to early missteps but also to the inherent challenges of this growth phase. Preparing for the next stage: $10M to $20M ARR As Levelset approached the $10 million ARR milestone, the COVID-19 pandemic struck, forcing the company to reevaluate its growth strategy.

GTM 107

GTM Construction Quota Growth 107

Partners in Excellence

JUNE 23, 2025

Even when we claim to be customer centric, too often, we organize our GTM motions and measure our success in ways that make customers collateral damage, or worse, a means to our ends. We organize the customer engagement strategy around our GTM process, bow ties, staged pipeline processes. They are designed to scale our GTM goals.

GTM 114

GTM Customers Pipeline Trust 114

Highspot

JULY 2, 2025

In today’s high-stakes go-to-market (GTM) environment, success isn’t defined by having the best product or service. Yet, this is exactly where many GTM teams fall short. Hit growth targets sooner. Done poorly , GTM enablement is just another support function. The go-to-market strategies look great in planning decks.

GTM 52

GTM Cross-sell Pitch Go To Market 52

SaaStr

MARCH 16, 2025

Prior to Datadog, Alex held leadership positions at several high-growth SaaS companies and has a proven track record of building marketing engines that deliver consistent, measurable growth. He came to SaaStr Annual to share his top learnings scaling Datadog’s GTM. The problem?

Negotiate 95

Negotiate GTM Campaign Growth 95

Sales Hacker

JUNE 24, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube What’s actually working in go-to-market right now? Steven Farnsworth (Gaiia) – VP of GTM at Gaiia and early GTM leader at Workato and Outreach. Navigating payroll, benefits, and compliance shouldn’t slow you down.

GTM 69

GTM Legal Contract Go To Market 69

Martech

NOVEMBER 27, 2024

Go-to-market (GTM) teams play a key role in delivering value to their organizations. However, this doesn’t mean organizations should focus only on GTM AI strategy. They need a broader, organization-wide strategy with a GTM application. Cognitive psychology shows how people interact with AI.

GTM 117

GTM Teamwork Technology Technology 117

Sales Hacker

MAY 7, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Marcy Campbell is the Chief Revenue Officer at AppFolio, where she leads sales and client services with a focus on delivering unified, end-to-end customer experiences. The importance of cross-functional stream teams for accelerating GTM initiatives.

GTM 70

GTM Engineering Customers Cross-sell 70

Martech

JANUARY 7, 2025

In my last article on account-based expansion (ABE), I introduced the the 40/40/20 rule ; now, Ill outline a framework for GTM alignment. Siloed operations and fragmented approaches to customer growth. But get it right, and you’ll unlock new levels of growth that will have your CEO and board asking how to invest more.

Objectives and Key Results 115

Objectives and Key Results GTM B2B Growth 115

Highspot

JUNE 23, 2025

Bain’s 2025 Commercial Excellence and Revenue Growth Agenda confirms what many sales and revenue leaders already suspect: companies leading the pack consistently outperform by turning strategy into action and doing it at scale. That’s because identifying the right growth levers is only half the equation. The difference?

Growth 52

Growth B2B Objection handling Objectives and Key Results 52

SaaStr

NOVEMBER 8, 2024

How Clay approaches GTM itself and how they’ve realized their level of success in such a short amount of time. The Evolution of AI in Go-To-Market Systems Clay’s mission is to help quickly turn any idea for growth into reality. They’re a creative approach to GTM. So let’s dive in. That’s the next 12 months.

GTM 109

GTM Growth Campaign Cold Call 109

Martech

NOVEMBER 7, 2024

They unlock an account-based approach to marketing, which is the right GTM for any business selling to an account. However, for those who don’t have the means to invest in annual fees and organizational change management, there are still alternatives to building an account-based approach to drive faster and more efficient growth.

B2B 129

B2B Contract GTM CRM 129

Sales Hacker

NOVEMBER 12, 2024

With over 25 years of experience in the tech industry, Neal has a proven track record of executing progressive growth strategies, landing innovative partnerships, developing revenue streams, and building winning teams. Neal is also an active board member, advisor, and investor in several high-growth startups.

GTM 109

GTM Customers Growth Go To Market 109

Sales Hacker

APRIL 25, 2025

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Some growth lessons expire. From that, hes learned that the best growth strategies arent new. Theyre timeless.

Growth 72

Growth GTM Cross-sell Negotiate 72

Sales Hacker

MARCH 21, 2025

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. PLG and SLG arent competitors, theyre partners in growth. Many make this shift reactively rather than strategically.

Growth 77

Growth GTM Product Government 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. They’re battle-tested, data-driven and growth-proven.

GTM 99

GTM Gambling Pipeline Strategize 99

Force Management

JUNE 26, 2025

The B2B tech marketplace operates at a lightning-fast pace. The companies that stay ahead of the competition do so by maintaining momentum even through internal changes their leaders make to keep up with the times. The question becomes: how can revenue teams adapt and evolve without disrupting the bottom line?

GTM 99

GTM Growth B2B Product 99

Highspot

JULY 9, 2025

And point solutions—even AI-powered ones—leave GTM teams drowning in disconnected data, unclear on what’s working, what’s not, and how to act with confidence. Nexus turns every GTM signal—spoken, shared, or shown—into role-based, real-time guidance. And it’s changing how GTM teams train, execute, and win—at scale.

GTM 52

GTM Launch Objection handling Negotiate 52