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Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ revenue professionals weekly to stay up-to-date and scale their companies and careers. That’s why HG Insights created The Next Generation of Sales AI report — to calm the FOMO and help you bring AI to your GTM teams. Read the free and ungated report.
The more in-depth and relevant the page (like pricing or case studies), the higher the score. Geographical location If your business focuses on a specific geographic region or offers country-specific offerings, prioritize leads from those areas. Dig deeper: A scoring model your GTM team will fall in love with 3.
This is a special edition of The GTM Newsletter by GTMnow – read by over 52,000 revenue professionals weekly to stay up-to-date on go-to-market and scale their companies and careers. Feedback from GTM leaders echoes this notion. It may come at a price, but that price if often worth it in the long run.
Discounts start at 10 or more, call us for enterprise pricing…… We’ve trained 1000s of people, SaaS, industrial bathroom supplies, food processing, industrial products, retail banking, insurance, real estate, professional services. Is it integrated into your GTM/customer engagement strategies?
If you’ve read SaaStr or have been around for the last decade, you might be familiar with some of the repeated GTM mistakes founders tend to make, but the world of hiring, people, scaling, and workplace expectations are significantly different today than they were before March 2020. The same is true for your first 5-10 reps.
We are seeing more agile packaging and pricing methods, dynamic deals, ramp-up revenue, and consumption and usage. With a new product launch, you may shift from a flat monthly subscription fee to a consumption-based pricing model. Are you able to take on moving to new territories? The secret to aligning GTM & finance teams.
With a focus on developing ideal customer profiles (ICPs), KeyPlay enables marketing and sales teams to identify their ICPs, find look-alike prospects, identify purchase intent signals and even balance sales territory assignments to pursue them. It promises higher margins thanks to flexible AI-supported price optimization capabilities.
Reaching unicorn status is nice validation, but the luster fades when founders can’t navigate the hidden challenges that come with uncharted territory. 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.
Are you tired of long, dense training sessions that overwhelm your go-to-market (GTM) team ? Your GTM team must understand product details and perfect messaging to overcome competitive objections, influence prospective buyer decisions, and drive real results. You’re not alone. That approach just doesnt cut it anymore.
Take a look at just some of the topics and mentors hosting Braindates: Core metrics to track for SAAS with Tarush Aggarwal, Founder & Ceo at 5X Pricing as a growth lever – How, what, why? Straight from a SaaS CCO with Yellow.ai’s CCO with Shekar Murthy, Chief Customer Officer at Yellow.ai
Key Takeaways Companies investing in GTM strategies report a 70% increase in closing rates and up to 5x business growth by communicating value. Skipping GTM planning can lead to disastrous results, like misaligned teams, wasted resources, and failed launches, as seen in notable product flops.
By aligning go-to-market (GTM) teams under one shared knowledge base, you equip each functionsales, marketing, customer support, and others to seamlessly collaborate, maintain a consistent brand voice, and deliver outstanding customer experiences. Armed with this knowledge, teams can drive GTM success. co-marketing materials).
Stephanie Couzin, the VP of GTM Strategy and Ops, and Roderick De Greef, the VP of Sales and GM EMEA, share Lucid’s transition from a PLG company to a PLG and Sales-Led company. To do this, Lucid invested in a growth team tasked with iterating on all aspects of pricing, packaging, click pathing, and CTAs.
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).
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Hayden Stafford is the President and Chief Revenue Officer (CRO) at Seismic, where he oversees the global go-to-market (GTM) organization, including pre-sales, sales, customer success, services, partners, and more.
You’ll likely need a: Pre-sales team Post-sales team A new roadmap, framework, and GTM strategy If you don’t make changes at the right time, which isn’t easy and requires a collective effort as a business, you’ll likely stay stagnant. The GTM strategy is easy to use and caters to small teams around productivity and collaboration.
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. Regions often respond with a 1-2 year delay to the US Market. Regions often respond with a 1-2 year delay to the US Market. 2) Spanning markets.
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. So how do modern GTM leaders build processes for growth based on their product, price point, and target customer?
One of the keys to growth in today’s business model is to identify the most effective and efficient GTM model using a variety of sales and marketing channels. The challenge is that organizations are primarily looking at the result, not using metrics to measure effectiveness and efficiency of each GTM strategy.
Companies in our region are good at achieving PMF and scaling to $1 million-$5 million ARR efficiently. Learnings on GTM. Pricing/Packaging (PP) is a key component of GTM. PP could be a strategic enabler of GTM scale up if done well. PMF and GTM execution are table stakes. That’s too tactical.
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). Pricing and packaging strategies. Follow Feras for great content like how to modernize your GTM strategy and RevOps is like a dope sneaker collection. Keith Jones , Manager of GTM systems at MURAL.
Price: Available for Marketing Hub Professional ($800/mo.) Price : Contact for pricing. Price : Contact for pricing. Price: Contact for pricing. Price : Contact for pricing. Price : Contact for pricing. Are you going to be doing a lot of ad targeting? Image Source.
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. Try to apply these discounts directly on the site so visitors know the final price. Spoiler alert: It’s also something you can solve with GTM.)
These documents include: Your price sheet : Pricing is different in every organization. Some companies are very open about their pricing (listed on their website) while others are a bit more… coy. Note: If your pricing changes, make sure your price sheet changes to reflect the updates. Unique differentiators.
Going to market with a new offering, new SKU, or even a new region involves an entire organization. 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. A Programmatic Example of Church and State.
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. Here is some GTM you can include: Messaging : How your competitor positions themselves in the market. Competitive sales tactics.
Ask about the pricing of products and services, get an understanding of the discount capability particularly if you've identified problems with organizational readiness. GTM should be cohesive and comprehensive, because throwing reps into new territory without proper support is rarely a good idea.
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. What’s next?
Average Sale/Selling Price. Average Sale/Selling Price (ASP) is a term that may refer to 1) the average price of a product in a given market or channel or 2) the price a certain class of products or services is commonly sold for. Pricing/Price. Account Development Representative. Account Executive.
New Users Report: Shows you an overview of users that launched your app for the first time, including: total number of new users, operating systems, app versions, countries / territories, etc. For example, if the percent of users who exit via the in-app store is high, the prices might be too high or the value might be unclear.
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?” (And if you’re not, call me for your next job offer. This deal is in commit but pricing hasn’t been discussed.
Integrators were interested in quality and margins, a more lucrative problem than end-users searching for a solution with the lowest price. The company looked to 6sense to implement their first ABM campaign , including creating personalized content, informing GTM strategy, and equipping their sales team for success.
Ask about pricing of products and services, get an understanding of the discount capability particularly if you've identified problems with organizational readiness. GTM should be cohesive and comprehensive, because throwing reps into a new territory without proper support is rarely a good idea.
However, because of my own inexperience in the field, I made the mistake of constantly testing out different pricing structures with each new employee. They can ask questions too, which is new territory. (He’s One of the GTM systems managers at MURAL, Keith Jones. Jordan is an attorney who now specializes in RevOps.
Director of GTM Ops, Sapphire Ventures. Colleen Kapase: So we have regional cloud sales leads, both across the US, and supporting Europe as well. And I think some folks sort of asked, “Did you have to change your product to get on the marketplace or your pricing?” Rico Mallozzi, Sr.
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Jordan Crawford is an AI innovator, the Founder of Blueprint, and one of the top go-to-market engineers working today. com slash GTM. Scott Barker: And welcome back to the GTM podcast. the tools don’t make the difference.
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Fred Viet serves as the Chief Sales Officer at Aircall, overseeing global sales and playing a key role in scaling the company’s reach over the last four years. I think that’s true in a lot of different regions.
Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow highlights the strategies, along with the stories from the top 1% of GTM executives, VCs, and founders behind these strategies and companies. Did they have their own portfolio companies struggling with GTM?
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.
As Compass’s Regional President of North Central, Rachael is responsible for driving revenue growth, M&A integrations, operations, marketing, and customer success across Illinois, Wisconsin, Indiana, and Minnesota. Amy Slater is Global Vice President and GTM leader for Cybersecurity company Palo Alto Networks. Amy Slater.
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. Negotiation: Both sales reps and decision-makers discuss pricing details and feature needs.
Sales leaders like Belal Batrawy , head of GTM (Go To Market) at GTM Buddy, implement tech that helps reps stay focused on high-impact selling activities instead of manual tasks. Based on prospect need and requests, see if something doesn’t fit — especially core deal info like pricing, contract length, and payment terms.
Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow highlights the strategies, along with the stories from the top 1% of GTM executives, VCs, and founders behind these strategies and companies. billion in avoided losses.
Sam Blond and Jason Lemkin joined together for a live SaaStr Workshop Wednesday looking at what has and what hasn’t changed in 2025 in GTM in general and in the age of AI. Wiz discovered a direct correlation between territory size and productivity: the tighter the territories, the more effective their sales team became.
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