Sales Hacker

MARCH 25, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Ray Smith is the VP of AI Agents at Microsoft. Which skills will matter most in an agent-first world (hint: think like a GM or growth hacker). GTM 139 Episode Transcript Scott Barker: Hello, and welcome back to the GTM podcast.

GTM 65

GTM X-functional Start-ups Relationship building 65

SaaStr

MAY 25, 2024

Lesson #1: Invest In Customer Support Early Cloudinary strongly believes that customer success and support are enablers of PLG growth and aren’t just a cost center. They’ll be a great asset as you model GTM motions. Lesson #5: Understanding Early-Stage vs. Mature GTM Motions This was one of the biggest mistakes Cloudinary made.

Growth 122

Growth GTM Product Consult 122

Sales Hacker

FEBRUARY 18, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Joe DiMento is the Head of Go-To-Market & Industry Partnerships at Bain Capital Ventures. If you’re hiring for sales or marketing roles, reach out to Pursuit at pursuitsalessolutions.com/gtm or message a GTMfund team member.

GTM 89

GTM Quota Drivers/motivators Sales 89

Heinz Marketing

JUNE 27, 2024

By Tom Swanson , Engagement Manager at Heinz Marketing CLG (customer-led growth for the unaware) is another entry in the X-Led Growth trend. I will share some of our own experiences and best practices to help establish aligned incentives, and orchestrate your teams effectively to foster customer-led growth. This is no different.

GTM 59

GTM Growth Customers X-functional 59

Highspot

MARCH 12, 2025

Key Takeaways GTM efficiency leads to better internal coordination and a smoother customer journey. Top B2B companies maintain a GTM Efficiency Factor below 100%, meaning they spend less than $1 in sales and marketing to generate $1 in new ARR. The goal is repeatable revenue growth. Below are four reasons GTM teams stumble.

GTM 52

GTM Go To Market Objectives and Key Results Follow-up 52

Sales Hacker

MARCH 18, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Jaleh Rezaei is the CEO & Co-founder of Mutiny, a company reimagining the B2B buying experience by transforming transactional relationships into meaningful connections through AI-powered personalization.

GTM 63

GTM Sales Pipeline Technology 63

SaaStr

MARCH 10, 2023

Product-led growth is a hot topic. At SaaStr APAC 2023, Matt Vethuis, the VP, APJ at Amplitude, shared his take on how to bring power to your products through a hybrid blend of product and sales-led growth called product-led sales. Product-led growth is a GTM strategy where the product is the main driver for growth.

Growth 98

Growth Product Cold Call Process 98

SaaStr

NOVEMBER 30, 2023

General Partner Doug Pepper and General Partner and Head of Analytics at ICONIQ Growth, Christine Edmonds, share the art and science of scaling GTM at this year’s SaaStr Annual. The Early Stage — $0 to $20M ARR The early stage is crucial for GTM. The Early Stage — $0 to $20M ARR The early stage is crucial for GTM.

Go To Market 107

Go To Market GTM Cross-sell Growth 107

Heinz Marketing

MAY 23, 2023

By Michelle Voznyuk , Marketing Specialist at Heinz Marketing As a CMO, it can be challenging to create an effective go-to-market (GTM) strategy that drives results. How Intent Data Can Support Your GTM Strategy Intent data can play a critical role in helping you go to market. Here are four ways it can support your strategy: 1.

Go To Market 109

Go To Market GTM Objectives and Key Results Technology 109

SaaStr

OCTOBER 12, 2022

Every company moves through different growth phases, and eventually, the focus, strategy, and motions for growth must change alongside the business. McJannet shared five rules of system-building that drive company growth. Rule #1: The Phase Shifts of Growth Companies. GTM Plan: How do we get users on the journey with us?

Growth 98

Growth Objectives and Key Results GTM Up-sell 98

Sales Hacker

JANUARY 27, 2024

Speaking of which, GTMfund’s value proposition perfectly illustrates this week’s main newsletter topic: the critical importance of messaging and positioning. Dropping into your inbox with a Saturday special today, and here’s why: this week was a particularly busy one, capped off by our first GTMfund dinner of the year.

GTM 115

GTM Niche CRM Account management 115

Martech

MAY 13, 2024

What got your company here won’t necessarily help you in your next stage of growth. Its interpretation varies widely, leading to strategic misalignments that can quietly derail a company’s growth trajectory. It aligns GTM effectiveness across three stages: Problem-market fit. The problem? Product-market fit.

Go To Market 57

Go To Market Growth GTM Strategize 57

SaaStr

MARCH 7, 2023

Many companies got sucked into the 2021 vortex of a low-interest rate environment and high multiples when they should have focused on growth and efficiency. General Partner of ICONIQ Growth, Doug Pepper, and General Partner and Head of Analytics, Christine Edmonds, joined us for Workshop Wednesday , held live every Wednesday at 10 a.m.

GTM 67

GTM Growth Profit margin Contract 67

Salesforce

OCTOBER 4, 2024

Every CRO finds themselves thinking this about their original revenue engine at some point — usually after a period of growth. It makes sense – in the early days of growth, your team had to be lean. This is the secret sauce that fuels rapid growth. This can cause a domino effect of confusion across the entire GTM team.

GTM 98

GTM Territory Finance E-commerce 98

SaaStr

OCTOBER 24, 2022

Product-led growth is a popular topic these days. Developer-led growth is like that, but a bit different, with characteristics around self-serve onboarding similar to freemium. So this structurally is a completely different GTM and requires really rethinking how your entire organization is structured. Build for expansion.

Growth 82

Growth Price Contract GTM 82

SaaStr

JUNE 7, 2024

If you’re looking at the chart below, the top half highlights R&D efforts and the bottom half highlights GTM efforts. GTM heavily involves talking to customers, prospects, frustrated customers and the overall market. R&D’s main form of communication with customers is shipping products and internal roadmaps.

Product 113

Product GTM Drivers/motivators Launch 113

ConversionXL

JANUARY 22, 2020

About two years ago, I wrote an article on using Google Tag Manager (GTM) to personalize your website. But GTM is still critical to overcome its enduring limitations. Spoiler alert: It’s also something you can solve with GTM.) This is where GTM comes in. Even then, people asked why I wouldn’t just use Google Optimize.

GTM 110

GTM Objectives and Key Results Campaign Follow-up 110

SaaStr

AUGUST 2, 2021

Caimi emphasizes how much influence partnerships have on their growth: “Partners are a critical part of that story and our path to success. Partnerships and Their Roles Through Different Phases of ServiceNow Company Growth. The focus also widens to executing an outstanding GTM strategy and build top-notch customer success.

GTM 111

GTM Territory Strategize Growth 111

Martech

FEBRUARY 4, 2022

Auseh Britt, vp of growth marketing at account-based marketing platform Terminus, recently hosted a webinar that discussed her organization’s 2021 State of Modern Marketing Report. The study polled over 1000 go-to-Market (GTM) teams — groups tasked with identifying the best ways to reach specific marketing. “It

Pipeline 125

Pipeline GTM B2B Campaign 125

SaaStr

DECEMBER 21, 2022

For leaders and operators, knowing the big vision for success and growth is easy—sequencing it is what’s hard. There are two main ways to build a company: Build something quickly and serve it to the market. Still, you control how you execute your GTM plan and the accounts you prioritize.

GTM 98

GTM Niche Growth Product 98

SaaStr

FEBRUARY 1, 2024

Kady Srinivasan , CMO of Lightspeed Commerce, has been through every stage of marketing growth at companies like DropBox, Owlet, Klaviyo, and now Lightspeed Commerce. If you’re a growth-oriented product company, you’re creating more and more products and a platform, so marketing can never stay the same. How do you want to win?

GTM 107

GTM Growth Education Commission 107

SaaStr

DECEMBER 30, 2022

You need to identify a niche in the current market, make yourself known, understand your main differentiators, and offer your users a ton of value for their money. DigitalOcean has driven growth by continuously serving its customers—SMBs and Startups—by adding the products they want and need.

Niche 98

Niche Customers GTM Price 98

Sales Hacker

SEPTEMBER 2, 2023

Thanks for reading The GTM Newsletter! Kyle Norton – SVP My main RevTech stack isn’t too complex. AI companies like Hugging Face , Mosaic , and more are garnering multi-billion dollar valuations and rapid growth. Hopefully you’re not in your inbox right now and you’re out enjoying the long weekend. It’s complex.

GTM 95

GTM Negotiate Pipeline Contract 95

SaaStr

DECEMBER 14, 2023

I t’s been a wild growth experience, and Google Cloud is considered the fourth or fifth-largest Enterprise company in the world. Pursuing Two Different Segments: The Tale of Startups vs. Enterprise From a marketing perspective, the GTM marketing position and product market messaging differ between Google Workspace and Google Cloud.

GTM 121

GTM Cross-sell Territory Retail 121

SaaStr

JUNE 3, 2022

To pick up your badge and pass our Health & Safety screening, please visit the Main Registration area located outdoors at Plaza Leonardo da Vinci, Passeig del Taulat , 278, 08019 Barcelona, Spain. SaaS Secret Sauce: How the CEO –> CRO Dynamic Drives Growth with Marketo’s Co-Founder. SaaStr Europa Networking.

Networking 107

Networking GTM Meeting Growth 107

SaaStr

APRIL 12, 2023

Tomasz Tunguz, Founder & General Partner at Theory Ventures, believes that with the right GTM plan and capital efficiency, it is still possible to get funding. It’s simply a matter of watching your burn: “The main difference in the market between 2021 and today is that efficiency matters more than growth.”

Legal 97

Legal GTM Territory Gaming 97

Hubspot

MAY 8, 2020

Further, your software should complement your main campaign functions. Triblio is an ABM platform that specializes in the growth of account pipelines. If you want to unify the data and processes you use across your go-to-market (GTM) teams, LeanData is a great software option. Are you going to be doing a lot of ad targeting?

GTM 101

GTM Price Contact Campaign 101

ConversionXL

JANUARY 18, 2022

Product marketing is responsible for tasks like: Developing and executing go-to-market (GTM) strategies; Researching and understanding target segments; Analyzing competitor activities; Developing product value propositions ; Defining messaging strategies ; Ensuring customer success teams and salespeople understand the product features.

Product 110

Product GTM Construction Launch 110

Sales Hacker

JULY 14, 2021

Adithya Krishnaswamy , Head of RevOps and Growth at Everstage, says, “RevOps was an evolution of Sales Ops when people realized it wasn’t just sales that needed operations anymore.”. For us as a high growth, SaaS based B2B product, that includes marketing, sales solutions, and client support and success.”.

Territory 101

Territory GTM Sales Consult 101

Hubspot

NOVEMBER 21, 2018

Steps for developing a GTM strategy. What is a go-to-market (GTM) strategy? A go-to-market (GTM) strategy is the way in which a company brings a product to market. Each product and market are different, therefore each GTM strategy should be thoroughly thought out; mapping a market problem and solution a product offers.

Go To Market 101

Go To Market Process GTM Education 101

ConversionXL

MAY 11, 2017

Companies do it for a wide variety of reasons – SEO, branding, GTM strategy , etc. Karl Gilis recommends to go beyond your main competitors, and look at websites in different countries or similar pages of websites out of your business area: “If you sell something online, every shopping cart or checkout procedure can be an inspiration.”.

UX 131

UX User Experience Cross-sell Conversion 131

SaaStr

MAY 17, 2024

It sometimes manifests with misalignment on where to make a new acquisition or which avenue of growth to focus on. Where is the growth coming from? The acquired company’s biggest gap was GTM skill, which Rubrik was strong in. The main job of a CPO is Chief Storyteller. Often, this is when the CEO isn’t the founder.

Product 117

Product Trust GTM Growth 117

SaaStr

MARCH 20, 2024

With personal experience from EchoSign and other high-growth companies, he was spoiled when it came to those companies raising money from exceptional VCs. Higher than he imagined in terms of the founder quality bar and, the stage of the business, and growth and efficiency metrics. And that’s what makes the bar that much higher.

Quota 117

Quota Finance Drivers/motivators Growth 117

Gong.io

JUNE 11, 2021

Data to uncover pockets of growth. A stellar sales enablement strategy must help to accelerate strategic initiatives, specifically GTM (go-to-market) ones. Sales teams are on the front lines and must be well-versed in all things related to GTM strategic initiatives. . That’s just the nature of sales — and organization growth.

Objectives and Key Results 103

Objectives and Key Results Price GTM Territory 103

Sales Hacker

OCTOBER 30, 2018

Andrea has been building high-performance, customer-focused teams that capture sustainable growth for over 20 years. For more than two decades, she has promoted sales development and inside sales as a community, professional, and engine for revenue growth. Andrea Austin – VP at Nokia Software | Published Author.

Inside sales 111

Inside sales Sales Cross-sell Consult 111

Sales Hacker

NOVEMBER 3, 2020

Being a part of a community with similar goals and aspirations will help foster career growth in thousands of members that I truly wanted to be part of. ”. The main thing for me is this sense of belonging to an amazing platform where we are building the future of sales today. Joe Latchaw. Brian Smith Jr. Brian Smith Jr.

Sales 126

Sales Real Estate Non-Profits B2B 126

ConversionXL

JULY 11, 2016

André Morys – The Growth Canvas: What You Should Really Copy from Amazon. Check out the Growth Canvas and the full list of cognitive biases (for coming up with psycho-growth-hacks). Evangelism is the biggest driver of growth for TransferWise (60% of last month’s customers came in through friends and recommendations).

E-commerce 79

E-commerce A/B testing Drivers/motivators GTM 79