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 92

Go To Market GTM Cross-sell Growth 92

SaaStr

NOVEMBER 28, 2022

These two departments are a SaaS company’s most important; without their alignment, there is no growth or scale. 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.

Finance 77

Finance GTM Government Territory 77

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

Sales Hacker

JUNE 14, 2021

Sales and marketing teams start their account-based sales (ABS) and account-based marketing (ABM) programs with strategic intentions. They take their eyes off the end goal, which should be revenue growth. They start worrying about how many touchpoints are sales and marketing hitting. But then things change.

GTM 81

GTM E-commerce B2B Profit margin 81

Sales Hacker

OCTOBER 13, 2023

Thanks for reading The GTM Newsletter! GTM is evolving. There’s a necessity behind re-strategizing go-to-market: 54% of GTM leaders report missing monthly revenue targets and 41% reported missing demand generation targets [source: Pavilion Pulse, Average in Q2 2023]. See more top GTM jobs here. Efficiency.

GTM 100

GTM UX Go To Market CRM 100

Sales Hacker

FEBRUARY 9, 2024

They typically have large amounts of their personal wealth in the company, they have investors who have trusted them, sometimes even have personal assets tied up in the mix, they aren’t paying themselves market rate and they are making sacrifices in their personal lives. Founders are all in. So, Wiza was built.

GTM 67

GTM Real Estate Launch B2B 67

Sales Hacker

JANUARY 12, 2024

As Arlen Plaister (GTM Operator & Advisor) explains, “Seller authenticity comes through most clearly at the point of sale. Are they genuinely curious to learn more about the prospects business and how they can help support strategic priorities? He oversaw all things GTM there, including G&A and Product. Big things ahead.

Sell 92

Sell GTM Sales Up-sell 92

Sales Hacker

JANUARY 27, 2024

Audience-aware Effective messaging starts with understanding your audience. Common Room supercharges your GTM motion by bringing all of your product usage data, social media signals, community activity, and CRM insights together so you can surface high-intent prospects, convert customers faster, and drive more revenue.

GTM 90

GTM Niche CRM Account management 90

Sales Hacker

NOVEMBER 10, 2023

Whether it’s a convoluted sign-up process, unclear feature exploration, or a steep learning curve, measuring this metric pinpoints areas that may need optimization. Wes Yee (Head of Growth at Flex ) provides examples: If they mention a recent trip to NYC – send them Levain cookies.

GTM 94

GTM Intrinsic Customers Contract 94

Sales Hacker

MARCH 1, 2024

Hello and welcome to The GTM Newsletter – read by over 50,000 revenue professionals weekly to scale their companies and careers. This entire newsletter highlights key changes – from ecosystem-led growth, to the featured live events, to owned media. The smartest companies are embracing Ecosystem-Led Growth, or ELG.

GTM 72

GTM Launch B2B Growth 72

SaaStr

NOVEMBER 19, 2023

Each week, we round up our most popular content so you can catch up on anything you may have missed. Billion in ARR 80% of IPOs Since 2020 Are “Broken” The 5 Ways AI Will Transform Creativity with Adobe CSO Scott Belsky Before You Start as a VP — Please, Please, Please. Do a 60-Day Plan. Top Podcasts This Week: 1.

GTM 67

GTM Pitch Strategize Growth 67

Highspot

FEBRUARY 29, 2024

By putting together an all-star go-to-market team, you can ensure that you are set up for success. In this blog you will gain insight into what a GTM team looks like, helpful tips to boost productivity within your go-to-market process, and technology you can use to align your teams and launch new products successfully.

Go To Market 52

Go To Market GTM Objectives and Key Results Launch 52

SaaStr

DECEMBER 5, 2023

People start with the push to go upmarket vs. being pulled upmarket. You don’t want to end up in The Valley of Death, where you can’t get the big dollar contracts. You have to expand your focus on how you sell and make it strategic to the C-suite. You have to start early with the value you’ll bring and use that to shape an RFP.

GTM 75

GTM Cross-sell Government Legal 75

SaaStr

NOVEMBER 1, 2022

SaaS has never been bigger, and growth is secular. Many of them will get gobbled up by the large platforms. Companies, especially those with an undifferentiated product, may want to think strategically about the evolution of their respective category and the path towards building a platform. . Learnings on GTM.

GTM 86

GTM Cross-sell Niche Strategize 86

SaaStr

MAY 17, 2024

Noam jokes that the best way to get there is to immediately start making decisions as though you already know everything. Of course, that’s not true, and it definitely won’t help you warm up to your new founder or CEO. It sometimes manifests with misalignment on where to make a new acquisition or which avenue of growth to focus on.

Product 68

Product GTM Trust Growth 68

Sales Hacker

OCTOBER 27, 2023

Are there other executives to reach out to who could have strategic impact? Don’t be afraid to ask for support from the executive team Invite them to an event (not just any event) Nobody needs more time booked up on their calendar – inviting prospects to an event must add value to them. See more top GTM jobs here.

Pipeline 93

Pipeline GTM Cross-sell Sports 93

SaaStr

SEPTEMBER 29, 2023

Lattice has launched four product suites in the last eight years, and the ideas that drove their growth apply to most companies today. Lattice’s Timeline For Going Multi-Product — It’s Not Easy Lattice started in OKRs and performance and expanded out to other products. What to do instead? What else exists chronologically in their day?

Product 92

Product GTM Cross-sell Commission 92

SaaStr

JANUARY 12, 2024

We just wrote up how some of the biggest changes of SaaS are now coming, specifically in Customer Success and Sales. We still want to drive retention and growth and make money. Even if you were sticky, people were cutting licenses and asking for a discount in the age of efficient growth. NRR went up a lot, then started dropping.

Customers 99

Customers GTM Growth Clients 99

SaaStr

AUGUST 8, 2022

But in 2022, you need your VPs to work together like a tightly oiled machine, and trust us when we say, the ones that started since 2020 are not as dialed-in with the rest of the exec team. . With sessions like… Optimizing GTM for PLG . The Playbook to Building Your SDR Growth Engine. Back in ye-olde-days (i.e.

GTM 90

GTM Launch Networking Growth 90

SaaStr

OCTOBER 17, 2023

Anyone looking to grow their customer success team, or rather, drive growth and NRR, will have some valuable takeaways. This is applicable at every stage of growth. The First Triple The first triple is one of John’s favorite stages of growth — going from $2M to $6M. Up to $2M, the founder was supporting all of that.

Cross-sell 67

Cross-sell Customers GTM A/B testing 67

Highspot

OCTOBER 23, 2023

It starts with strategic actions, teamwork, and market understanding. Five Ways a Successful Product Launch Can Benefit Your Business A well-orchestrated product launch is a strategic move that can ripple benefits across the company. A strategic product launch targets the needs and desires of its audience.

Launch 59

Launch Negotiate Product GTM 59

Highspot

MAY 3, 2024

What’s missing is a strategic approach that unites all your revenue-generating teams. The buyer’s journey doesn’t just start and stop with sales. Whether your revenue targets are at risk, you’re trying to turbocharge growth, or you’re looking to improve your bottom line, revenue enablement is for you. Interested to learn more?

Cross-sell 52

Cross-sell GTM Technology Technology 52

SaaStr

FEBRUARY 4, 2022

Over the course of my venture career, I have participated in hundreds of board meetings for seed and Series A companies, growth companies, and public companies. If well run, board meetings can be immensely impactful, helping companies make critical decisions in charting their growth plans. Make sure to also end the meeting on time.

Meeting 96

Meeting GTM Strategize Follow-up 96

Sales Hacker

JULY 21, 2023

Thanks for reading The GTM Newsletter! Share The GTM Newsletter Alright so let’s kick this off with an intro to Jason Vargas. Now, as co-founder of RevShoppe , he’s focused on designing GTM strategies, creating those strategies as workflows and levering them into a system of action. Anyway, let’s get into it.

GTM 52

GTM Pipeline Prospecting Meeting 52

SaaStr

APRIL 26, 2022

It all starts with you as the leader of the company. What I care much more about is growth rate –– that’s [sales and marketing leaders’] DNA. For example, if you have a high sales velocity, low ACV, and your company growth is product-led, you should hire your CMO first. Tip Ten: Use GTM Accurately.

GTM 73

GTM Networking Strategize Growth 73

SaaStr

MAY 16, 2022

Result: Low engagement with Salesforce’s GTM teams. Result: Lower pipeline and sales growth and higher risk. You may need to be more selective and strategic about these partnerships than you would be about your vendors because it can be an immense undertaking to align your strategies for the long haul. Partners are not vendors.

GTM 82

GTM Pipeline Strategize Represent 82

Sales Hacker

JULY 28, 2023

It’s very difficult for me not to just type it out on the next line… *deep breath* Keep an eye out on Aug 2nd for something we’ve been cooking up over the last few months. We appreciate all of you for supporting this newsletter from the early days and it’s about to get even bigger, better and more valuable for GTM leaders.

GTM 52

GTM Drivers/motivators Follow-up CRM 52

Sales Hacker

OCTOBER 4, 2022

The importance of getting started and having a plan. Key insights from starting and building a company [12:58]. Take advantage of the corporate membership and enroll your GTM team in our industry-leading courses, including marketing, sales, sales development, and revenue operations. We’ll start with your baseball card.

Clients 84

Clients Hospitality Entertainment GTM 84

ConversionXL

JANUARY 18, 2022

Product marketing informs strategic positioning and ensures alignment across the company. Brand marketing provides a strategic approach to building relationships between your brand and your customers. After doubling down and investing resources specifically into the email marketing for creators niche, revenue started to build again.

Product 110

Product GTM Construction Launch 110

SaaStr

NOVEMBER 24, 2021

The sales cycles go up; the close rates go down, and…our disruption risk goes way up.”. Roberge recommends starting with product-market fit. This is where you can get strategic and creative. Once you find your product-market fit, you figure out your GTM fit, and you are ready to ramp up growth and begin to scale.

GTM 75

GTM Price Promote Commission 75

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.”. Revenue Ops is lifted up and made better by each of the other ops functions.”. Strategic collaboration is the main tenet of RevOps.

Territory 86

Territory GTM Sales Consult 86

Hubspot

OCTOBER 31, 2022

Whether you’re a pro or just getting started, there are always ways to refine your networking skills. If you’re thinking about expanding your sales network, these three lead sources are a great place to start. Start with customers you already have a good relationship with. Don’t leave it up to chance and network randomly.

Networking 70

Networking GTM Referrals Tradeshows 70

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 54

Go To Market Growth GTM Strategize 54

Sales Hacker

AUGUST 7, 2020

Sales Growth. Manager Strategic Partner Development for the Americas. Vice President of Strategic Sales, Quip. Vice President of Sales & Strategic Partnerships. Senior Vice President, Strategic Sales & Revenue. Strategic Team Lead. Strategic Account Executive. Strategic Sales Manager.

Territory 121

Territory Presentation Strategic partnership Strategize 121

SaaStr

MARCH 31, 2022

Director of GTM Ops, Sapphire Ventures. And what’s also interesting about that is these are the two fastest growing IT spend categories in CIO’s portfolios with 24% year over year growth. As a result of this, marketplaces have exploded in growth, and here’s some facts and figures. Rico Mallozzi, Sr.

Cross-sell 78

Cross-sell Finance Strategize Technology 78

Sales Hacker

OCTOBER 30, 2018

Amy Appleyard is an experienced, strategic sales leader with demonstrated success in overseeing cross-functional teams to improve the customer experience, drive sales and increase retention in both Distribution as well as SaaS-based sales organizations. Follow up with her updates on Twitter at @bridgegroupinc.

Inside sales 111

Inside sales Sales Cross-sell Growth 111

Sales Hacker

JUNE 23, 2021

that provide tactical and strategic sales advice to pair with your coffee – one for every day of the week. You can also kick off any conversation by signing up as a member of the community and starting a discussion or adding your answer to an existing discussion. Sales Hacker. Focus areas: Yes, we’re biased on this one.

Cold Call 81

Cold Call Negotiate Objectives and Key Results GTM 81