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The 40/40/20 rule: How GTM efficiency shapes SaaS success Let’s take a closer look at efficiency. In B2B SaaS, efficiency can make or break a company’s financial health, and in today’s economic climate, GTM (go-to-market) efficiency has become a key indicator of overall stability. Let’s revisit efficiency across these three stages.
ICONIQ’s latest report, surveying 205 GTM executives in April 2025 , reveals a market splitting in two: AI-forward companies pulling dramatically ahead while traditional SaaS companies struggle with flat growth, longer sales cycles, and declining conversion rates. vs $8.7K), and dramatically leaner operations.
Hello and welcome to The GTM Newsletter – read by over 52,000 revenue professionals weekly to stay up-to-date and scale their companies and careers. More for your eardrums The GTM Podcast – subscribe on Apple , Spotify , YouTube or wherever you listen. Share Tag GTMnow so we can see your takeaways and help amplify them.
By Sarah Threet , Marketing Consultant at Heinz Marketing In a fast-paced sales environment, Sales Development Representatives (SDRs) face the constant challenge of balancing high-volume outreach with personalized engagement. If you have further questions on AI tools or streamlining your workflow for GTM ease, feel free to contact us !
As companies move from startup mode and scale into growth-stage execution, many are choosing to underinvest in marketing leadership, mistaking it as a cost center rather than the strategic engine behind revenue generation and go-to-market (GTM) execution. Marketing is the strategic force multiplier behind every deal closed.
Your go-to-market (GTM) tech stack and the workflows implemented around your GTM tools—including your sales enablement platform—play a pivotal role in increasing sales efficiency. Constant analysis of your reps’ sales performance can identify both their strengths and areas for improvement. It goes beyond merely tracking revenue.
Buy-in and continual support from go-to-market (GTM) leadership is crucial to building highly impactful—and high-converting—sales enablement approaches. Ultimately, B2B sales enablement empowers sales reps to execute strategic initiatives, measure their impact, and continuously improve performance based on sales data and insights.
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Jessica Gilmartin has nearly 20 years of go-to-market leadership experience, most recently serving as both the Chief Revenue Officer and Chief Marketing Officer at Calendly.
While AI has exploded in coding (Cursor) and legal (Harvey) and parts of GTM (Clay), sales itself is still waiting for its breakthrough AI moment. Timeline for Improvement : Expect culturally-aware AI models by late 2025/early 2026 as training datasets become more globally representative. The latest AI B2B to go through hyper-growth.
The pressure on sales representatives to perform today (read: move faster, show up sharper, and close more) is high, to say the least. Consider the social-selling strategies of go-to-market (GTM) teams with Highspot. The post The complete guide to social selling for B2B sales appeared first on Highspot.
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. Many make this shift reactively rather than strategically.
Unify Go-to-Market (GTM) Teams Sales enablement training eliminates silos between sales, marketing, product, and the rest of the go-to-market team because it aligns everyone around the same tools, messaging, and goals. Here’s how it can enhance your sales team’s performance: 1.
Competitive Differentiation: Digital Sales Rooms (DSRs) represent an innovative approach to communicating with customers and prospects. A Digital Sales Room isnt just a toolits a strategic asset that aligns sales, marketing, and enablement to deliver seamless, personalized experiences at scale. its a powerful way to stand out.
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. More for your eardrums The GTM Podcast – subscribe on Apple , Spotify , YouTube or wherever you listen. The key is intent.
This program represents a game-changing advantage for innovative ISVs looking to scale their businesses rapidly. GTM Incentives: Get access to incentives and co-marketing opportunities, aimed at amplifying your ISV offering on AWS Marketplace.
The new integration of GTM enrichment product Clay and the Gong Revenue AI Platform is the beginning of a shift in how we think about account intelligence and ABM personalization. The future of ABM is conversation-driven This integration represents something bigger than a new data connector. It doesn’t have to be that way.
Manufacturing companies that embrace AI in their go-to-market (GTM) enablement programs see up to 20% higher revenue outcomes today. The use of AI-powered coaching helps manufacturing GTM teams deliver targeted training and coaching to sharpen reps’ skills without disrupting workflow.
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. 80% of exec-level jobs never hit job boards. Keep me in mind!
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. This phase is the most transformational.
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.
Phase 1: Auditing your GTM to find useful signals Think of your GTM audit like a home renovation. Next, associate this data with the entire customer journey to find trends and patterns in how your GTM currently acquires, grows and retains customers. Here is where the insights from your GTM audit become actionable.
Hello and welcome to The GTM Newslettr by GTMnow – read by 50,000+ revenue professionals weekly to stay up-to-date and scale their companies and careers. Takeaways from Pavilion’s GTM Summit Austin was buzzing with Pavilion ’s GTM Summit this week. GTM 117: From 0 to Acquisition in 3.5 Link to GPT. Link to slides.
Most sales enablement tools, HubSpot included, have AI-driven features that make automatic recommendations of content to sales representatives based on lead behavior, says Reilly James Renwick , CMO at Pragmatic Mortgage Lending. Source Core features: All-in-one GTM enablement platform that makes it easy for reps.
Afterall, SaaS represents about 3-5% of the global GDP and 2% of sales jobs (Thank you Aaron Evans), while all these other businesses represent the remainder. We look at design-ins, integrations, strategic dependencies, and building trust on an ongoing basis. What is different about them? There are those with Re-occuring models.
A Philadelphia native, Colin started his professional career as a Business Development Representative (BDR) 14 years ago and worked his way up to his current role as CRO. Distributed Teams Were a Feature, Not a Bug, Even on GTM Team The pandemic forced a distributed model with teams spread across Denver, Colorado, and Tel Aviv.
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Casey Woo is the Founder and CEO of Operators Guild, an invite-only community for professionals in strategic finance and operations roles. Prior to Landing, he served as the Global Head of Strategic Finance at WeWork. Is that right?
” In reading these, I’ve come to recognize what I call, “Strategic Word Salad.” ” Start with a word, then mix other words to represent each letter of the word, a bunch of nouns strung together, maybe some bullet points starting with the letter in the word. But I realized I was aiming far to low.
The Meta Acquisition Strategy: Insurance Against Irrelevance Meta’s aggressive pursuit of AI talent, reportedly offering hundreds of millions to poach from OpenAI, represents something far more strategic than typical Silicon Valley talent wars. This creates a fascinating economic dynamic.
In the past, we focused on improving internal processes, streamlining GTM functions and driving efficiencies. Dig deeper: It’s time for B2B marketing to understand its GTM role Develop a buyer-centric strategy A buyer-centric strategy directs the sales approach and marketing content needs. Processing.
This upmarket movement isn’t just about customer counts – larger customers now represent a significantly higher percentage of total ARR. Customers with $100k+ ARR now account for 24% of total ARR (up from 20% in Q1-24), while $50k+ ARR customers represent 37% of ARR (up from 32%). And a Few More Interesting Learnings: 6.
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. This can be seen from hiring trends and also industry prominence.
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. Even after 2 years, fewer than 20% had graduated. for digital companies.
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. However, by Q1 2023, SDR hiring began a steep decline, falling below 90 by Q4 2023.
This is a special Wednesday 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. As demand generation and ABM converge, it’s clear that B2B marketing is entering a new era of account-based GTM strategies.
We can breathe a sigh of relief and move on to other strategic activities. You name it, the GTM plan is continuously disrupted by it — Sales turnover Layoffs Hiring Promotions Mergers Acquisitions Reorganizations Strategic shifts Funding rounds Recessions Global pandemics Regulatory changes ….and What is continuous GTM planning?
Hello and welcome to The GTM Newsletter – read by over 52,000 revenue professionals weekly to stay up-to-date and scale their companies and careers. A focused approach empowers BDRs and sales reps to be more strategic and creative in their outreach. This is no longer news to go-to-market leaders.
Common Room supercharges your GTM motion by bringing all of your product usage data, social media signals, community activity, and CRM insights together so you can surface high-intent prospects, convert customers faster, and drive more revenue. Register below to attend live or get the recording. Read more here on the plan to IPO.
Designing the GTM model. When approaching a GTM exercise, one thing needs to be very clear: the company’s revenue strategy. 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. Building the GTM organization.
Hello and welcome to The GTM Newsletter – read by over 52,000 revenue professionals weekly to stay up-to-date and scale their companies and careers. This was a collaboration piece between our network of GTM leaders and Kyle Poyar. If you can’t delegate, you can’t scale. Well, Operator.ai
Hello and welcome to The GTM Newsletter – read by over 52,000 revenue professionals weekly to stay up-to-date and scale their companies and careers. Hosted their inaugural CMO Summit last September, with $106B of market cap represented in the room. Hosted a three-city roadshow tour in Scottsdale, NYC, and San Francisco.
The “Aha Moment” in the Product Experience: Defining Critical Milestones: The “aha moment” is pivotal, representing when users grasp a product’s unique value proposition. This is something that strong operators such as Farlan Dowell (GTM / Sales Coach / Advisor) suggest. See more top GTM jobs here.
SaaStr had more than 10,000 delegates this year and India was well represented, with 5%-10% of exhibition booths and strong presence on stage. Companies, especially those with an undifferentiated product, may want to think strategically about the evolution of their respective category and the path towards building a platform. .
As Arlen Plaister (GTM Operator & Advisor) explains, “Seller authenticity comes through most clearly at the point of sale. Are they genuinely curious to learn more about the prospects business and how they can help support strategic priorities? He oversaw all things GTM there, including G&A and Product.
Common Room supercharges your GTM motion by bringing all of your product usage data, social media signals, community activity, and CRM insights together so you can surface high-intent prospects, convert customers faster, and drive more revenue. Acceleration and accessibility were the primary motivations for me and its been a game changer.”
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