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. Find out how the steps they took not only helped nurture a company’s success, but also allowed its leaders to retain a growth mindset long after they hit the $1B milestone.

GTM 98

GTM Territory Price Growth 98

SaaStr

AUGUST 29, 2022

10 Lessons Learned Scaling to $1B Valuation with Drift’s Co-founders : Reaching unicorn status is nice validation, but the luster fades when founders can’t navigate the hidden challenges that come with uncharted territory. Scaling Revenue in 2022: What’s the Same and What’s Different?

GTM 96

GTM Growth B2B Territory 96

Sales Hacker

AUGUST 7, 2020

Sales Growth. Regional Vice President of Sales. Regional Vice President of Sales. Regional Vice President of Sales. Regional Vice President, Commercial Sales. Regional Vice President. Regional VP Sales. Regional Sales Director | Healthcare. Now, let’s get to the good stuff. Leadership.

Territory 121

Territory Presentation Strategic partnership Strategize 121

SaaStr

APRIL 25, 2023

One of the challenges they’ve faced with GTM is that they are a new technology sector, therefore, the traditional technology markets of other companies don’t necessarily always apply, so they’ve really had to draw on their experience overseas. When Chris came to Celonis, they had one industry. Every Wednesday at 10 a.m.

Engineering 72

Engineering GTM Territory Management Consulting 72

SaaStr

NOVEMBER 1, 2022

SaaS has never been bigger, and growth is secular. Companies in our region are good at achieving PMF and scaling to $1 million-$5 million ARR efficiently. In 2022, companies are rapidly fixing economics, sometimes even at the expense of growth. Learnings on GTM. Pricing/Packaging (PP) is a key component of GTM.

GTM 84

GTM Cross-sell Niche Strategize 84

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. Then, there are regional teams globally in North America, Latin America, Europe, the Middle East, East Africa, Japan, and Asia Pacific.

GTM 93

GTM Cross-sell Territory Retail 93

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.” Sign up for free.

Legal 72

Legal GTM Territory Gaming 72

SaaStr

JANUARY 7, 2021

Zendesk’s Sharon Prosser, VP Worldwide SMB Sales & XDR, and Astha Malik, VP GTM Strategy, Planning, and Enablement share some guiding principles about how their company has grown and enriched many markets. 1 Create a narrative for growth. 4 Be real with your strengths and ownable territory. The X-Factors.

GTM 76

GTM Territory Drivers/motivators Growth 76

Sales Hacker

APRIL 10, 2018

This will then help you diversify your revenue, make your business more resilient to economic setbacks and help you plan for growth. Where you can apply this GTM strategy. How to map your GTM strategy to different customer segments. Using CAC to model your GTM strategy. 1) Across regions. 2) Spanning markets.

Go To Market 73

Go To Market GTM X-functional Territory 73

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 86

Territory GTM Sales Consult 86

InsightSquared

JANUARY 8, 2021

InsightSquared + Revenue Collective: Elevating the partnership between CROs, RevOps and the entire GTM team. I have been a member of Revenue Collective for a long time and have watched it grow from a small regional community, to one that is now supporting top sales and marketing professionals all around the globe.

Strategic partnership 62

Strategic partnership GTM Territory Strategize 62

Highspot

OCTOBER 23, 2023

Boost Sales and Revenue Revenue growth is often the most tangible outcome of a successful product launch. Provide More Business Opportunities A product launch can catalyze future growth and partnerships. Soft Launch A soft launch is a strategic release targeting a limited audience, often in a specific region or demographic.

Launch 59

Launch Negotiate Product GTM 59

Sales Hacker

MAY 26, 2021

The focus is on things like reporting, territory management and later stage tasks such as contract negotiations and finance approvals. Communicating with sales leaders to design sales territories, identify and prioritize ideal customer accounts, and ensure that opportunity is balanced across territories and individual reps.

Territory 60

Territory Objectives and Key Results Finance Cross-sell 60

Hubspot

MAY 8, 2020

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. You'll be able to build a GTM plan, execute it, and access performance analytics with the software. Image Source.

GTM 98

GTM Price Contact Campaign 98

Sales Hacker

AUGUST 18, 2023

The Sales Hacker Newsletter has now merged with The GTM Newsletter to make one of the largest newsletters in the space. Thanks for reading The GTM Newsletter! You can’t ctrl-c / ctrl-v a GTM motion). It’s official. Anyway, let’s get into it. Subscribe for free to receive new posts and support my work.

GTM 68

GTM Up-sell Price Start-ups 68

Sales Hacker

NOVEMBER 25, 2019

Hiring trends : Growth (or lack thereof) in hiring. Geographic reach : Which geographic regions your competitor is targeting. GTM information is often displayed in side-by-side comparison tables to make the offerings between two competitors clear. Competitive sales tactics.

Objection handling 73

Objection handling GTM Cross-sell Sales 73

SBI

AUGUST 27, 2019

I shared an earlier post on LinkedIn about the necessity of fast-growing companies to switch their go to market (GTM) plans to stay in sync with their growth stage. When things click, we find our growth spurt and focus on the repeatability of the sales process. It’s 2019, Still Segmenting and Planning in Excel?

GTM 37

GTM Territory CRM Strategize 37

Gong.io

JULY 21, 2021

GTM leaders are demanding reliable and predictable growth. Done well, RevOps means higher revenue and a smoother go-to-market (GTM) process. When those GTM execs ask you, “What is RevOps?” They both support revenue growth BUT their focus is different. And it’s here to help them win. You’ve got serious chops.) .

Growth 62

Growth GTM Cross-sell Pipeline 62

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

FEBRUARY 7, 2018

In this blueprint, we provide insight into where growth comes from and how to structure your sales approach to capture that growth. Traditional Sales Growth vs SaaS Sales Growth. Historically, growth of a sales team was based on the revenue starting with $0M on day 1 of the year. SaaS Growth Rate.

Growth 87

Growth GTM SQL Strategic partnership 87

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. Be able to define and map GTM processes and workflows, identify gaps, and iterate and improve. Now Head of Revenue and Growth Operations at UpKeep, Jeff shared his “long and windy road” to RevOps with Sales Hacker: I took a long and windy road to RevOps.

Finance 101

Finance GTM Cross-sell SQL 101

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 GTM Price Territory 103

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. Regional: These partners located in specific areas provide depth, geographic presence and expertise. Partnerships and Their Roles Through Different Phases of ServiceNow Company Growth.

GTM 108

GTM Territory Strategize Growth 108

ConversionXL

JANUARY 21, 2020

And we spent money for advertising in a market with near-zero growth opportunity—all because of a half-baked tracking concept. One Account for the company; Multiple Properties for regions (or brands); One roll-up View for each Property; One View per website. Use GTM to streamline implementation and management. Image source ).

GTM 73

GTM Territory Strategic planning Appointment 73

ConversionXL

JUNE 2, 2022

How do you sustain growth that precedes the highest IPO in history for a software company? We needed an ABM solution that scaled globally and one that I could count on when it comes to the quality or insights for any given region.” – Fabio Luz, NAM Digital Media Strategist at Schneider Electric. Keep doing what works. The result?

Electricity 105

Electricity Campaign Pipeline Follow-up 105

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. You can create a GTM plan for a new service, a new branch of your company, or even an entirely new business. It's also worth noting that go-to-market strategies aren't exclusive to physical products.

Go To Market 69

Go To Market Process GTM Launch 69

SaaStr

JANUARY 25, 2021

Prior to the pandemic, many companies knew which vertical channels were doing well, but COVID caused a change in territory planning overnight. Optimize Your GTM Tech Stack to Further Enable Your Remote Sales Team. 5 Things to Think About for Turbocharing Sales in 2021: Targeting verticals or putting the right focus on growth.

Cross-sell 64

Cross-sell GTM Territory Sales 64

SaaStr

NOVEMBER 4, 2022

Since the start of 2022, the focus of SaaS leaders has changed from growth at all costs to sustainable growth and being default alive. Often, leaders struggle to choose between increasing the runway for their companies and pursuing growth. Unlock non-linear growth by leveraging partnerships. But why not both? .

Growth 16

Growth GTM Non-Profits Cross-sell 16

Sales Hacker

OCTOBER 7, 2021

Cassie spent the first pre-SaaS chapter of her tech career in growth roles in subscription and marketplace businesses (TheLadders.com, GLG). Nikki Ivey is Cofounder of SDRDefenders and Head of Growth Development at Cultured Perspective, a Black owned Startup Consultancy. Constantly work on developing a growth mindset. ??If

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Sales Hacker

MAY 5, 2021

Even if you’re not in RevOps, our list of RevOps heroes offer advice everyone needs to hear (or, at least everyone in a GTM org). Follow Feras for great content like how to modernize your GTM strategy and RevOps is like a dope sneaker collection. Jeff Ignacio Head of Revenue & Growth Operations at Upkeep. Check it out.

GTM 100

GTM Consult Territory Real Estate 100

SaaStr

AUGUST 7, 2021

Elliott Robinson, Partner @ Bessemer Growth, Bessemer Venture Partners. Jag Jill, Regional Lead, Customer Success – US East, Canada & Latin America @ Dataiku. Paul Patterson, Operating Partner, Global GTM @ Next47. Jennifer Tejada, CEO @ PagerDuty. Zach Sims, Co-founder & CEO @ Codecademy. Joe Thomas, CEO @ Loom.

Real Estate 105

Real Estate Finance GTM Territory 105

Sales Hacker

MAY 12, 2021

REALLY listen, and then build your talk track around the buyer,” recommends David Weiss , Regional VP of Sales at Seismic, “It should sound different every time, but with some core themes that are expertly woven in based on what you heard.”. Be sure to include other GTM teams when testing out a new talk track.

Objectives and Key Results 76

Objectives and Key Results A/B testing Sales GTM 76

Sales Hacker

NOVEMBER 15, 2017

business growth, athletic victory, etc.). Predictive Analytics refers to the field or tool that uses historical data, statistical models, emergent trends and other information to formulate an informed forecast about the future, usually with regards to the performance, growth, or feasibility of a business. . and a common purpose (e.g.,

B2B 99

B2B E-commerce Cold Call Represent 99

Lead Fuze

NOVEMBER 30, 2021

They can ask questions too, which is new territory. (He’s Jeff Ignacio is the head of revenue and growth operations at Upkeep. Ask Jordan about how to structure your sales team, identify key canaries for hiring, and prepare for territory planning.). One of the GTM systems managers at MURAL, Keith Jones.

Territory 52

Territory Consult Commission Sales 52

Sales Hacker

MARCH 12, 2018

Olivia Nottebohm (Senior Director, SMB Sales and GTM Operations @ Google Cloud) and Sean Kester (VP of Product Marketing @ SalesLoft) both spoke about the significant improvements that were made ever since their sales teams switched daily rep goals from being volume-driven to focusing on 3-5 positive conversations per day.

GTM 44

GTM Territory Sales Referrals 44

Sales Hacker

DECEMBER 8, 2020

If you missed episode 137, check it out here: From Marketer to CEO: The Power of Brand as a Growth Amplifier with Jake Sorofman. Give us a little bit about the stage of growth that you’re at. Two years later, he promoted me to be the first manager, regional director in the UK to build out a team. We’re on iTunes.

Sales 99

Sales E-commerce Technology Technology 99

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