SaaStr

DECEMBER 5, 2023

Miro was trying to make the shift to more of a hybrid GTM. You also need dedicated resources across your organization — marketing, customer success, product, legal, and finance. You need to segment the entire organization, not just GTM. Let’s look at Miro as an example. The lesson learned?

GTM 75

GTM Cross-sell Government Legal 75

SaaStr

MAY 17, 2023

And that’s why CoSell was created, to increase the chance of startups making it by helping GTM teams tap into and connect with people who can help them take the most strategic path to customers with credibility and warmth — because 90% of those startups won’t survive. No one wants to throw money at something that falls flat. And it worked!

GTM 69

GTM Cold Call Customers Networking 69

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. Github (coding), Harvey (legal), Lilt (translation) Agents: This is the newest category. Agents remember your actions and emulate them.

Legal 70

Legal GTM Territory Gaming 70

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

JANUARY 31, 2023

Key Takeaways: Winning With Strategic Investors Start Strong to Make the Relationship Work in the Long Run Have a plan (integration vision), and bring your wishlist Don’t rush into a first close Prioritize legal terms and keep multiple strategies on equal footing [link] Every Wednesday at 10 a.m.

Strategize 81

Strategize Strategic partnership GTM Legal 81

SaaStr

SEPTEMBER 16, 2021

Liam Mulcahy, Director, GTM – Unusual Ventures – presenting “Revenue as a Byproduct: A Systematic Approach To Nailing Sales at the Seed Stage”. James Green, Principal – CRV – presenting “How to Run A Successful Fundraise” . Startup Advice”. We raised our $2.8m

Meeting 93

Meeting GTM Legal Presentation 93

Martech

JANUARY 27, 2023

where opt-out email is still legal, that doesn’t mean you should send an email without permission just because somebody landed on your website. Good email practice holds that email performs best when it’s permission-based. Most ESPs and ISPs operate on that principle, as do many email laws and regulations. But even in the U.S.,

GTM 138

GTM Drivers/motivators Legal Retail 138

SaaStr

JANUARY 6, 2023

There are a lot of opportunities to be found in tinkering and innovating on your GTM side that you may not have thought about before with regard to how to smooth the sales funnel. So they built out a legal team and then that legal team helped to build products specific to compliance.

Legal 52

Legal Prospecting Customers Contract 52

SaaStr

JANUARY 24, 2024

From a GTM execution standpoint, they weren’t focused. So, you have to build rev ops, add some enablement resources, deals desk, and legal – in addition to everything else. From a process standpoint, you have to be ready to invest in Enterprise sales and build infrastructure to make sure sales can be successful.

Growth 89

Growth GTM Up-sell Legal 89

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! On top of this, the sale cycle is longer, more bureaucracy and more legal scrutiny up there. You can’t ctrl-c / ctrl-v a GTM motion). It’s official.

GTM 68

GTM Up-sell Price Start-ups 68

Sales Hacker

MAY 26, 2021

A senior analyst job posting usually includes these skills: Ability to work with other departments that rely on your insights like finance, marketing, legal, deal desk and product. A director job posting usually includes these skills: Oversee the GTM strategy from infrastructure and automation to sales processes and regional performance.

Territory 60

Territory Objectives and Key Results Finance Cross-sell 60

Lead Fuze

JANUARY 1, 2022

This would be an upsell across all of your partner’s customer base, either directly or indirectly depending on what type of GTM strategy you choose. What joint GTM strategy options will you lead with? Here is an example of how GTM can be used to answer these questions: “Salespeople are motivated by more than just pay.

Negotiate 52

Negotiate Profit margin Contract GTM 52

SaaStr

NOVEMBER 2, 2019

How does Krish think your customer acquisition and GTM strategy has to change with the movement from SMB to enterprise? Does it have to be in person? What questions reveal the most? How should this data feedback into your product roadmap and pipeline? * What are the biggest challenges in making this transition?

GTM 52

GTM Price Up-sell Product 52

Sales Hacker

JANUARY 13, 2021

Depending on the software, implementation, and go-to-market (GTM) strategy, considerable costs and internal resources could be needed for a successful deployment. The critical questions in the got to market (GTM) analysis are: Will the OEM channel cannibalize some of my customers? Implementing an OEM go-to-market (GTM) strategy.

GTM 74

GTM Negotiate Profit margin Contract 74

InsightSquared

NOVEMBER 7, 2019

While it might be tempting to Slack or run over to your ops/legal team, we know it’s a nightmare for the person on the other end. As the end of the year approaches, it’s likely that executives and members of the GTM chain will be pulled in all sorts of directions and might not be available at the exact time you need them.

GTM 9

GTM Sports Legal Finance 9

Sales Hacker

AUGUST 7, 2020

Vice President of Legal Sales. World Wide Leader, Global GTM Sales Methodology Enablement. Demandbase. Helee (Hillman) Lev. Chief Revenue Officer. Dominique Levin. Co-Chief Executive Officer. Winning By Design(TM). Tara Levin. Denise Lubaway. VP of Sales. Ultranauts Inc. Carol (Luong) Martindale. Global Partnerships & Enablement.

Territory 121

Territory Presentation Strategic partnership Strategize 121

Sales Hacker

JUNE 16, 2021

Here’s my guess: you’d see a GTM organization working together like a well-oiled machine. The mandate for sales enablement is to increase the effectiveness of their go-to-market (GTM) strategy by providing coaching, training, and introducing sales enablement platforms and tools. What is sales enablement? Training platforms.

GTM 101

GTM Contract Quota CRM 101

SaaStr

MARCH 31, 2022

Director of GTM Ops, Sapphire Ventures. That helped us move fast too, so it’s both the corporate support, legal, and I agree, the finance support as well is critical, but that field interconnectivity in essence is critical too. Jessica Alexander, Senior Director Cloud Technology & OEM Partnerships, Crowdstrike.

Cross-sell 78

Cross-sell Finance Strategize Technology 78

Gong.io

SEPTEMBER 9, 2021

Those who dwell in due diligence: Budget approvers, legal/contract reviewers, and procurement analysts . Each person on your GTM team has unique skills that can add value to the sales cycle, especially if uncertainty pops up in the buyer’s journey. Each of those groups can easily include five or more people. How to win as a team.

Closing 162

Closing Sports GTM Legal 162

Outreach

JUNE 3, 2021

Here are the top 10 Unleash takeaways from every angle of our very own GTM team: Harmony Anderson , Senior Director of Demand Generation. Whether that is detailed specification work with the experts, contracting, legal reviews, proof of concept etc. There were so many great nuggets of knowledge that came out of Unleash 2021!

GTM 59

GTM Objectives and Key Results Angle Legal 59

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. Now, the AE must work with sales ops, salesforce admins, and legal to close this opportunity. Be able to define and map GTM processes and workflows, identify gaps, and iterate and improve. Interned for Experian developing an international GTM strategy.

Finance 101

Finance GTM Cross-sell SQL 101

Sales Hacker

DECEMBER 4, 2019

It creates a legal structure that says, “If you steal, there will be consequences.” Let’s look at GTM (go-to-market) processes. In the GTM process, there are two parallel priorities — one focused on the external , the other on the internal. There is the go-to-market motion , which is different from GTM plan itself.

GTM 57

GTM Sales Education Territory 57

Highspot

MAY 20, 2022

Closing: Guides sellers on how to close deals, including working with intra-company functions like legal and deal desk. Because sales playbooks require you to document specific actions reps need to take in order to achieve that goal, GTM teams need to understand which initiatives are necessary to make that goal a reality.

Territory 52

Territory X-functional Cross-sell Sales 52

Sales Hacker

OCTOBER 7, 2021

Amy Slater is Global Vice President and GTM leader for Cybersecurity company Palo Alto Networks. Develop relationships in product development, legal, finance, marketing… across your company (in addition to your customers’ companies in the appropriate groups). Jenny is a revenue leader and GTM strategist. Amy Slater.

Sales 130

Sales Start-ups Up-sell Cross-sell 130