Highspot

MAY 20, 2022

The term sales motion refers to the particular method sales organizations use to bring a product or service to market. Closing: Guides sellers on how to close deals, including working with intra-company functions like legal and deal desk. What are sales motions? Sales motions are defined by your larger go-to-market strategy.

Territory 52

Territory X-functional Cross-sell Sales 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? How does your customer success and customer support functions change with the move to enterprise? How do you think about services revenue streams today in SaaS, especially when scaling into enterprise?

GTM 53

GTM Price Up-sell Product 53

Sales Hacker

JANUARY 13, 2021

The licensee embeds the third-party software into its application to improve it by adding new functionality or features, or enhancing existing functionality or features. These companies resell the solution and bundle services around the solution to add value to the customer.

GTM 74

GTM Profit margin Negotiate Contract 74

SaaStr

FEBRUARY 2, 2022

WebEx may have been the original PLG outfit, having effectively mixed both its service model with its sales model, and expanded its success with small and medium businesses into the enterprise and individual market. There’s no harm, of course, in celebrating big numbers — but not at the cost of neglecting a go-to-market (GTM) strategy.

Growth 98

Growth Product GTM X-functional 98