SaaStr

NOVEMBER 14, 2023

Instead, people started breeding cobras and killing them in order to collect their bounty. It’s a very customer-oriented approach — you pay for what you use, and closing a deal is the start of a journey. MongoDB wanted customers up and running quickly and to see the time to value so they could upsell future workloads.

GTM 67

GTM Quota Sales Cross-sell 67

SaaStr

FEBRUARY 27, 2024

Go-to-market (GTM) design and efficiency are sometimes overlooked, but they’re a critical driver of any SaaS business. Magic Number is your growth in ARR over a quarter divided by the sales and marketing spend in the prior quarter. This goes to show that efficiency is what gives you the ability to double your growth.

Go To Market 88

Go To Market GTM Non-Profits Quota 88

Highspot

MARCH 12, 2024

To maximize the impact of revenue enablement, you must focus on three elements: the enablement’s position in your go-to-market (GTM) engine, its strategic role, and how you measure its impact. If the enablement function is not empowered to actively shape the GTM function, you’re on the path to two major pitfalls.

Strategize 115

Strategize GTM Cross-sell Finance 115

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

Sales Hacker

JANUARY 12, 2024

This week, we’ll dissect two areas that sales authenticity derives from and how to embrace it to – well, sell. As Arlen Plaister (GTM Operator & Advisor) explains, “Seller authenticity comes through most clearly at the point of sale. In short: to sell the way you buy. Let’s get into it. It doesn’t stop – at all.

Sell 92

Sell GTM Sales Up-sell 92

Partners in Excellence

MAY 10, 2024

When I was selling mainframe computers (back around the time when the wheel was invented), I could only offer a subscription payment. The problem with the way we look at “As A Service,” is we tend to conflate an business strategies, financial, cashflow, revenue recognition strategies; and GTM/sales strategies.

Service 62

Service GTM Contract Price 62

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

SEPTEMBER 29, 2023

75% percent of CMOs are facing increased pressure to do more with less and to deliver profitable growth in 2023. Thanks for reading The GTM Newsletter! Kathleen Booth (SVP of Marketing & Growth, Pavilion) notes “event-led growth” as a key growth motion for Pavilion. There is no one-size-fits-all!

GTM 102

GTM Growth B2C Territory 102

SaaStr

FEBRUARY 21, 2023

So you’ve heard that product-led growth is all the rage, and now you want to transition from a sales-led motion to a product-led one. But you have to take a step back because you might underestimate what it means to implement product-led growth. Keep optimizing your current GTM. Some companies go really hard,” he shares.

Go To Market 71

Go To Market Growth GTM X-functional 71

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

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. At Demandbase, data wins every time.

GTM 94

GTM Intrinsic Customers Contract 94

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. Find the People: Find the team that is equipped to help you build your product, sell it, and run company operations. Rule #1: The Phase Shifts of Growth Companies.

Growth 80

Growth Objectives and Key Results GTM Up-sell 80

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. They focus on their ideal customer profile.

GTM 81

GTM E-commerce B2B Profit margin 81

Sales Hacker

DECEMBER 8, 2023

Start early! Joseph Goldberg (Director of Product Marketing at Vanta ) explains that one of the benefits of starting early is that it serves as a forcing function. Accordingly, the recruiting of beta customers and roadmap selling happen earlier, providing for customer quotes as part of the launch. Make sure your message lands.

Launch 101

Launch Product GTM Technology 101

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

Sales Hacker

NOVEMBER 3, 2023

Both should make some concessions to close the expectation gap and get more roles filled which should help with overall market growth. Follow up IMMEDIATELY with a thoughtful note referencing things you talked to on the call. Save Your Seat More for your eyeballs : Enough hunch-based selling. Next up: London and Dublin!

GTM 89

GTM Represent Growth CRM 89

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

OCTOBER 24, 2022

So selling, marketing and supporting them should be different too. As an API-first company, WorkOS focuses on selling primarily to developers. What’s Different About Selling to Developers. Product-led growth is a popular topic these days. So why sell to these developers? Bottom-up sales.

Growth 71

Growth Price Contract GTM 71

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

Sales Hacker

SEPTEMBER 2, 2023

Thanks for reading The GTM Newsletter! Our RevTech stacks used to be much simpler… today we have an overwhelming amount of tooling and it can be hard to keep up. Hopefully you’re not in your inbox right now and you’re out enjoying the long weekend. But lots to cover this week, whenever you read this, so let’s get right into it.

GTM 80

GTM Negotiate Pipeline Contract 80

SaaStr

OCTOBER 17, 2023

Anyone looking to grow their customer success team, or rather, drive growth and NRR, will have some valuable takeaways. Sell to more existing customers. It’s one thing to bring the customer over the line and sell for the first time. This is applicable at every stage of growth. Get more new customers.

Cross-sell 67

Cross-sell Customers GTM A/B testing 67

SaaStr

JANUARY 24, 2024

Can you start and stop a PLG motion? She was hired because they saw a bit of softening in new business growth, and she came to help diagnose what was going on and help scale the business. From a GTM execution standpoint, they weren’t focused. What should you look for in an Enterprise rep vs. a Mid-Market rep?

Growth 90

Growth GTM Up-sell Legal 90

Sales Hacker

AUGUST 11, 2023

Scott’s right hand woman, Sara Delborrello , back here for a special edition of The GTM Newsletter Thanks for reading The GTM Newsletter! Share The GTM Newsletter Alright so let’s get back to the good stuff. She is currently the VP of Sales at Crunchbase, where she leads a high growth team out of New York City.

GTM 64

GTM Sales Launch Pipeline 64

Sales Hacker

JULY 14, 2023

Real questions asked by real founders and answered by some of the sharpest GTM minds in the space. Thanks for reading The GTM Newsletter! Share The GTM Newsletter “I’m an early stage founder looking for resources / templates / examples of SDR and AE enterprise commission and bonus structures that have successfully worked.

GTM 52

GTM Commission Quota Growth 52

Sales Hacker

OCTOBER 27, 2023

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. Wes Yee , Head of Growth at Flex , notes that the standard of quality must be high. See more top GTM jobs here.

Pipeline 93

Pipeline GTM Cross-sell Sports 93

SaaStr

APRIL 1, 2023

2020 wasn’t the only reason small business owners adopted software solutions, but it sure sped up the process. How To Capture This Global SMBTech Opportunity There is massive market opportunity to sell to SMB businesses. SMBTech is primed for growth. Efficient Go To Market There are a lot of ways to GTM as an SMB.

GTM 76

GTM Growth Up-sell Gaming 76

SaaStr

JULY 22, 2021

And growth is strong. Avalara didn’t start off as a rocketship. 15,580 customers, up 20% year-over-year — or $40,000 per customer per year on averag e. 1000 partners are key to their GTM strategy. If you are selling to SMBs, you have to be very efficient. They mark the services up about 2x.

Cross-sell 131

Cross-sell GTM Commission Up-sell 131

Hubspot

NOVEMBER 16, 2023

And the most intelligent way to use intelligence as a B2B GTM professional is to drive customer retention.” – Yamini Rangan, CEO at HubSpot Yes! HubSpot’s fastest growing customers - # of deals done - focused on customer connection drove 5x more growth, 19% more growth for those engaging throughout the customer lifecycle.

GTM 57

GTM Trust Cross-sell CRM 57

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

NOVEMBER 1, 2022

SaaS has never been bigger, and growth is secular. Many of them will get gobbled up by the large platforms. In 2022, companies are rapidly fixing economics, sometimes even at the expense of growth. US companies follow the same model when they start in India. Learnings on GTM. That’s too tactical.

GTM 86

GTM Cross-sell Niche Strategize 86

SaaStr

JULY 27, 2022

If a SaaS business hopes to win over the SMB market successfully, it will need a precise GTM approach. At the SaaStr Europa 2022 event, Accel Partner Philippe Botteri interviewed PayFit CEO & Co-Founder Firmin Zocchetto to ask about his GTM strategy. . So how did PayFit achieve such explosive growth?

Go To Market 74

Go To Market GTM B2C Price 74

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 102

Quota Finance Drivers/motivators GTM 102

SaaStr

DECEMBER 30, 2022

Having a unique product doesn’t guarantee that users will buy it, but it starts with building an initial user base and expanding it further. DigitalOcean has driven growth by continuously serving its customers—SMBs and Startups—by adding the products they want and need. Selling to SMBs.

Niche 77

Niche GTM Customers Growth 77

SaaStr

NOVEMBER 15, 2022

For many, it’s proven to be a year of growth and resiliency. This understanding started a shift from GAAP metrics (Revenue, Gross Profit, EBITDA) to SaaS metrics (ARR, NDR, LTV, CAC, etc.) However, it’s growing more apparent in recent years that this monolith does not accurately measure every company’s growth and efficiency.

Drivers/motivators 85

Drivers/motivators GTM Contract Growth 85

SaaStr

SEPTEMBER 16, 2021

You can still buy tickets here before we sell out. Growth Partners. ICONIQ Growth. TZP Growth Equity. Liam Mulcahy, Director, GTM – Unusual Ventures – presenting “Revenue as a Byproduct: A Systematic Approach To Nailing Sales at the Seed Stage”. Email us here if you have questions. . FTV Capital.

Meeting 93

Meeting GTM Legal Presentation 93

Sales Hacker

AUGUST 4, 2023

Buckle up, it’s a pretty wild journey. Thanks for reading The GTM Newsletter! It’s very unusual that when you sell a company, you get a say in what happens after that. In college, I started two companies. I started writing about my sales hacks on my first blog, maxtalkshacks.com. Let’s get into it. I said yes.

GTM 62

GTM Non-Profits Sales Start-ups 62