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

AUGUST 3, 2022

As companies grow, their lists of products and services can increase in size and complexity—making it more and more difficult to manage pricing while preventing margin erosion. If you’re selling without optimizing these 5 elements of your pricing strategy, you’re undoubtedly leaving money on the table. Asia Corbett – Sr.

Price 82

Price GTM Service Sell 82

SaaStr

NOVEMBER 28, 2022

We are seeing more agile packaging and pricing methods, dynamic deals, ramp-up revenue, and consumption and usage. New service offerings. One strategy for growth is launching new product lines and expanding the prospects who need your services. The secret to aligning GTM & finance teams. Era 3, SaaS 3.0:

Finance 80

Finance GTM Government Territory 80

Heinz Marketing

MAY 20, 2024

Step 2: Develop Account-Based GTM Account-based go-to-market (GTM) is a collaborative process. This includes outlining the role of sales demos, free trials, and pricing packages. Once you understand what your customer experience should look like at a high level, it’s time to make it personal through account-based marketing.

B2B 117

B2B Cross-sell Customers GTM 117

SaaStr

MAY 12, 2022

Offering its services as a freemium-based model, CircleCI recognizes driving trials as the cornerstone of a go-to-market strategy for any developer tool. . Developers come to CircleCI to use their services for free but the user needs increase as they build for commercial purposes. The transition to a usage-based model. The caveat?

GTM 95

GTM Product Price Contract 95

ConversionXL

SEPTEMBER 20, 2018

A go-to-market (GtM) strategy is an action plan that specifies how a company will reach target customers and achieve a competitive advantage. Before we dive into which SaaS GtM strategies might work best for your business, you need to take four elements into account: Battle environment (i.e. product offering and pricing).

Go To Market 289

Go To Market GTM Profit margin Education 289

Highspot

JANUARY 22, 2024

Having a well-defined go-to-market (GTM) strategy is crucial for the success of any product or service. A successful GTM strategy involves a series of coordinated steps aimed at bringing a new product to market effectively. One of the key components that play a pivotal role in executing a GTM strategy is sales enablement.

Go To Market 52

Go To Market GTM Promote Technique 52

Highspot

JANUARY 22, 2024

Having a well-defined go-to-market (GTM) strategy is crucial for the success of any product or service. A successful GTM strategy involves a series of coordinated steps aimed at bringing a new product to market effectively. One of the key components that play a pivotal role in executing a GTM strategy is sales enablement.

Go To Market 52

Go To Market GTM Promote Technique 52

SaaStr

FEBRUARY 9, 2024

In this latest episode of CRO Confidential , Sam Blond, Partner at Founders Fund and former CRO at Brex, sits down with the CRO of Zapier, Giancarlo Lionetti (GC), to chat about Product-Led Growth (PLG) and Go-To-Market (GTM). Everything from hiring on the GTM side to layering in a sales-led motion into PLG. Experimental vs. Scale.

Go To Market 103

Go To Market Growth GTM Product 103

Sales Hacker

JUNE 14, 2021

That means you will get smaller deal sizes as you will face pre-defined buying needs and price pressures. Schneider needed to show how Sygma and other target accounts were being treated like the “middle child” by their service provider. Distribution, service performance, customers, and ongoing revenue.

GTM 81

GTM E-commerce B2B Profit margin 81

SaaStr

SEPTEMBER 29, 2023

On the supply side — GTM gets more efficient, and the cost of selling net new customers is unbelievably higher than selling to existing customers. There are advantages beyond higher pricing, with higher pricing being the smallest advantage. But when they pulled it open, only 20% of the lift was explained by higher pricing.

Product 92

Product GTM Cross-sell Commission 92

SaaStr

APRIL 4, 2023

Managing Partner of CIPIO Partners, Rolan Dennert, shares how companies need to readjust and rethink GTM fit — and even product market fit — from time to time. And your CAC target defines your GTM strategy. Find a blend of low-touch and no-touch self-service mixed with higher-touch sales to land bigger deals. It’s inevitable.

Go To Market 92

Go To Market GTM Strategize Growth 92

Highspot

FEBRUARY 29, 2024

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. Who is on the GTM Team? A GTM team has a lot of moving parts. What is a Go-to-Market Strategy?

Go To Market 52

Go To Market GTM Objectives and Key Results Launch 52

SaaStr

OCTOBER 3, 2022

Designing the GTM model. When approaching a GTM exercise, one thing needs to be very clear: the company’s revenue strategy. What is the pricing? Knowing GTM segmentation requires understanding the potential impact on the market and how much of that market can be captured. Establish the GTM coverage model.

GTM 86

GTM Strategize Government Inside sales 86

Salesforce

OCTOBER 31, 2023

Build a comprehensive go-to-market (GTM) strategy that combines careful research with tailored messaging that hits on the right buyer pain points. A well-crafted GTM strategy ensures target buyers see your product, understand and appreciate its value, and are compelled to buy. But, they’re also price-conscious.

Go To Market 119

Go To Market GTM Objectives and Key Results Price 119

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. . Secret 4: Be Transparent About Pricing and Keep It Simple. .

Go To Market 76

Go To Market GTM B2C Price 76

SaaStr

SEPTEMBER 19, 2023

Some of the changes we’ve seen in the last year or two include: CAC reduction Headcount optimization Price complexity Quality of revenue A different environment means a different strategy, and Notion Capital lays out four business model changes that could be helpful based on what peers are doing. Then, usage-based pricing took off.

Profit margin 98

Profit margin GTM Price Growth 98

Gong.io

SEPTEMBER 14, 2022

But they generally include a thorough analysis of your product’s place in the market, prospective customer segments, product messaging, pricing, and other marketing initiatives. That also means that you can’t re-use an existing go-to-market (GTM) strategy for different products. It reduces time to market.

Go To Market 62

Go To Market GTM Launch Promote 62

Martech

DECEMBER 26, 2023

Instead, look for AI-augmented systems to help make experience and service more efficient for marketers and agents. This added context gives customers, as well as marketers, more confidence for higher-priced sales. The other side of this development is that service data will have a bigger voice internally.

Customers 144

Customers Retail GTM Trust 144

SaaStr

AUGUST 29, 2022

with Confluent’s President : Amidst the volatility of today’s economic climate and market, GTM leaders need to be especially savvy when it comes to their company growth strategies and earning their customers’ love. So how do modern GTM leaders build processes for growth based on their product, price point, and target customer?

GTM 97

GTM Growth B2B Territory 97

Martech

APRIL 7, 2023

Betting on a technology, platform or service provider in a world where the pace of change is relentless has many organizations and their decision-makers stuck. To do this, the GTM team must have a strategy and playbook on how to help their customers tackle the status quo (i.e., Dig deeper: Scarcity marketing: Does it still work?

B2B 115

B2B Customers GTM Pipeline 115

Salesforce

APRIL 7, 2022

You deal with a lot of failure as a rep,” said Belal Batrawy, veteran sales coach and head of go-to-market (GTM) at GTM Buddy. Belal batraway, head of Go-to-market, GTM buddy. A good rep will acknowledge an unspoken bid around pricing and bring it up proactively. If the price is right, great. watch now.

Pipeline 97

Pipeline GTM Quota Pitch 97

SaaStr

FEBRUARY 2, 2022

Product-led growth has built a name for itself through its deep toolbox of effective tactics, from free trials to low prices to an inherent vitality — all of which can build a strong foundation for a versatile company. There’s no harm, of course, in celebrating big numbers — but not at the cost of neglecting a go-to-market (GTM) strategy.

Growth 91

Growth Product GTM X-functional 91

SaaStr

MARCH 9, 2022

Some ideas Clayton shared included playing around with your pricing tiers and subscriptions, offering premium services, expanding into adjacent products, trying out transaction-based pricing, monetizing multiple sides of the market, and offering a white-label option for your product. Dive Deeper or Go Broader.

Cross-sell 97

Cross-sell GTM Price Growth 97

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. What really makes a difference for people interested in your product or service? Spoiler alert: It’s also something you can solve with GTM.)

GTM 110

GTM Objectives and Key Results Campaign Follow-up 110

Salesforce

OCTOBER 31, 2023

Build a comprehensive go-to-market (GTM) strategy that combines careful research with tailored messaging that hits on the right buyer pain points. A well-crafted GTM strategy ensures target buyers see your product, understand and appreciate its value, and are compelled to buy. But, they’re also price-conscious.

Go To Market 72

Go To Market GTM Objectives and Key Results Price 72

SaaStr

DECEMBER 30, 2022

Expanding from IaaS (infrastructure as a service) products only in 2012, their business is now spread over 10 unique products, including PaaS (platform as a service) and serverless options. . SMBs usually prioritize simplicity, ease of use, transparent pricing, and support. SMBs have restricted budgets.

Niche 80

Niche GTM Customers Growth 80

Sales Hacker

JUNE 28, 2021

Or is it an entirely different way of thinking about marketing’s role in the GTM/revenue org? It’s more than just creating buyer personas and journeys; it’s bringing the voice of the customer into the GTM organization. Traditional marketing has focused on the 4Ps: product, place, price and promotion. Traditional B2B marketing.

GTM 103

GTM B2B Growth Gaming 103

SaaStr

MAY 30, 2024

It’s a growth model and GTM strategy. From a PLG perspective, if you make it easy for users to start using your product, any interaction with a rep or customer service person is a bad user experience. You want customers to understand the product and pricing and start using it on their own.

Cross-sell 84

Cross-sell Customers Pitch Drivers/motivators 84

SaaStr

MARCH 22, 2023

But it also defines your GTM efforts. At VMware, they priced based on physical CPUs customers chose — a hugely transactional service that constrained growth. Experiment constantly and everywhere in your global GTM organization. The commercial market you choose to build and offer your customers defines you, yes.

Growth 79

Growth Cross-sell GTM Up-sell 79

Hubspot

MAY 8, 2020

So, when you're looking for software, make sure you choose one that is full-service and has ample tools to support the functions of marketing and sales. Price: Available for Marketing Hub Professional ($800/mo.) Price : Contact for pricing. Terminus is a platform that offers full-service ABM software. Image Source.

GTM 98

GTM Price Contact Campaign 98

Gong.io

JUNE 11, 2021

You must learn who your ideal customers are, what they care about, how to position your product/service to them, which features they care about, which problems do they solve, which outcomes do they enable, and so on. Demo scripts are the starting points for how to run an effective demo of your product or service.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

SaaStr

JUNE 16, 2020

Leveraging survey data from 66+ enterprise SaaS companies, Matt Garratt, Managing Partner of Salesforce Ventures shares the landscape of how businesses are shifting their sales & GTM strategies to react to today’s uncertain times. I was an account executive covering financial services vertical and covering in New York.

GTM 63

GTM Healthcare Pipeline Sales 63

Sales Hacker

JANUARY 13, 2021

These companies resell the solution and bundle services around the solution to add value to the customer. They make their money on the margin from the software’s resell and their services to the end-customer. All the deal structure parameters will have a direct impact on value and cost, hence price. Deployment options.

GTM 74

GTM Negotiate Profit margin Contract 74

Sales Hacker

FEBRUARY 7, 2018

Previously they may have only spent $1,000 when buying a SaaS service online. Now the services have matured where buyers are spending 20x in online services is relatively comfortable. There are three clear tell-tale signs; INCREASE IN PRICE – Instead of $24,000 in ARR you start winning clients at $48,000 ARR.

Growth 87

Growth GTM SQL Strategic partnership 87

SaaStr

MARCH 8, 2023

It’s easy to get confused, which can hurt GTM. For GTM tactics, you’ll approach land vs. expand differently. It’s much easier to build self-service first and add sales later than build a sales business and add self-serve later. Expand — Expanding is easier for immediate revenue because converting customers is simpler.

Product 88

Product GTM Commission Growth 88

Sales Hacker

APRIL 10, 2018

Where you can apply this GTM strategy. How to map your GTM strategy to different customer segments. Using CAC to model your GTM strategy. When we map the number of deals committed against a listed price (ACV), you will notice deals starting to segment around discount levels. A customer signs up for a free service.

Go To Market 73

Go To Market GTM X-functional Territory 73