Sales Hacker

AUGUST 29, 2023

Previously, he served as the VP of Sales & Services at Mixpanel, where he ran the more than 100-person global revenue team. Share your favourite media piece (GTM podcast or GTM newsletter) on LinkedIn and Twitter, tag us, and you’ll be entered to win a pair of GTMfund Airpod Pros! by Slack), Snackpass and Stytch.

GTM 75

GTM Finance Education Start-ups 75

Partners in Excellence

MAY 10, 2024

“As A Service,” particularly SaaS has become the “fashion” in business over the past decade. Like today’s offerings, ongoing maintenance, service, support were built into the monthly pricing the customer paid. Stated differently, the customer would be paying more for exactly the same service.

Service 62

Service GTM Contract Price 62

Sales Hacker

DECEMBER 29, 2023

Just like last week, we’ve got something special for you: a compilation of perspectives from some of the best go-to-market (GTM) leaders out there. 20 GTM leaders answer the question: What is one widely held belief that revenue leaders have that you think is bull$ or no longer serving us? This week, however, is full of hot takes.

GTM 71

GTM Cold Call UX Price 71

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

SaaStr

MAY 25, 2024

Twelve years after hiring their first CS person, customer service is still the number two reason people like Cloudinary and what drives word of mouth in the developer ecosystem. Inbound inquiries were also ramping up from companies that couldn’t use the self-service motions. They’ll be a great asset as you model GTM motions.

Growth 97

Growth GTM Product Consult 97

Iannarino

APRIL 1, 2023

As B2B sales organizations continue to reorganize their go-to-market (GTM) sales teams, there is a convergence into revenue teams. These teams comprise sales, marketing, sales operations, sales enablement, and customer success (once called customer service).

B2B 233

B2B GTM Sales Clients 233

SaaStr

NOVEMBER 28, 2022

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. Success requires a healthy balance between finance and GTM teams.” Prakash Raina. Governance and compliance are core to alignment.

Finance 77

Finance GTM Government Territory 77

Heinz Marketing

MAY 20, 2024

Step 2: Develop Account-Based GTM Account-based go-to-market (GTM) is a collaborative process. Here are some potential factors to consider: Successful Onboarding: The customer has successfully completed the onboarding process and is actively using the product or service.

B2B 119

B2B Cross-sell Customers GTM 119

Veloxy

FEBRUARY 15, 2024

The GTM Podcast, (formerly Sales Hacker Podcast) is another notable standout among the best sales podcasts. The GTM Podcast The GTM Podcast, hosted by Scott Barker, features interviews with tech leaders and VCs, sharing insights and stories, plus listener Q&As.

Gaming 233

Gaming Sell GTM Technique 233

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. The sales-led GtM strategy.

Go To Market 289

Go To Market GTM Profit margin Education 289

Heinz Marketing

MAY 23, 2023

By Michelle Voznyuk , Marketing Specialist at Heinz Marketing As a CMO, it can be challenging to create an effective go-to-market (GTM) strategy that drives results. Intent data captures a potential customer’s behavior or interest in a specific product or service. Here are four ways it can support your strategy: 1.

Go To Market 100

Go To Market GTM Objectives and Key Results Technology 100

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 91

GTM Product Price Contract 91

Sales Hacker

JUNE 14, 2021

Schneider needed to show how Sygma and other target accounts were being treated like the “middle child” by their service provider. They needed prospects to acknowledge both their gaps and the impacts to operations across the supply chain, the P&L, employees, KPIs, service performance, and customers. Create margin growth.

GTM 81

GTM E-commerce B2B Profit margin 81

Partners in Excellence

MAY 21, 2024

We, including me, have always focused much of our product development and GTM strategies around the concept of “Product-Market Fit.” We can look at a range of products and/or services that address some or all of the customer problems/challenges. ” Suddenly, I realized there is a much better way to look at this.

GTM 111

GTM Presentation Growth Product 111

Partners in Excellence

MAY 23, 2024

And we called this business model SaaS, software as a service. Since lean/agile techniques were so successful in the product development, they were extended to the GTM strategies. ” Many are considering “new GTM innovations.” Some are looking at moving beyond software to services, and even devices.

Assembly Line 73

Assembly Line GTM Minimum Viable Product Non-Profits 73

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 99

Go To Market Growth GTM Product 99

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

Partners in Excellence

MAY 15, 2024

Some of these include: Hot products, hot markets: While these drive short term growth, often in spite of anything done in the GTM efforts, these, alone, don’t drive sustained high performance. Many of the consistently highest performing companies sell products or services that are highly commoditized.

GTM 121

GTM Quota Technology Technology 121

SaaStr

NOVEMBER 30, 2023

General Partner Doug Pepper and General Partner and Head of Analytics at ICONIQ Growth, Christine Edmonds, share the art and science of scaling GTM at this year’s SaaStr Annual. The Early Stage — $0 to $20M ARR The early stage is crucial for GTM. But to develop a GTM strategy, you must have Product Market Fit.

Go To Market 89

Go To Market GTM Cross-sell Growth 89

Partners in Excellence

MAY 14, 2024

The content of the chart is irrelevant to this discussion, but each block represented a different part of the GTM organization, their roles, responsibilities, and key metrics. At a very high level, we can represent marketing, sales, customer service, product management as separate functions within the organization.

GTM 106

GTM Represent Education Presentation 106

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

Sales Hacker

JANUARY 27, 2024

Product: These are your end-users who want to know how your product or service can help them achieve specific goals. Category: These are your decision-makers. They want compelling reasons why they should choose you over other options. Understanding these categories can help you tailor your messaging for optimum impact.

GTM 90

GTM Niche CRM Account management 90

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 88

Go To Market GTM Strategize Growth 88

Sales Hacker

JANUARY 12, 2024

As Arlen Plaister (GTM Operator & Advisor) explains, “Seller authenticity comes through most clearly at the point of sale. He oversaw all things GTM there, including G&A and Product. Authenticity comes from a seller being able to understand the individual prospect and their acute/specific pain points. That’s it, that’s all.

Sell 91

Sell GTM Sales Up-sell 91

Martech

MAY 9, 2023

Organizations need a go-to-market (GTM) strategy that uses the right metrics and mix of tactics or “motions” to drive revenue and survive economic challenges, said Sangram Vajre, CEO of analyst firm GTM Partners, in his second-day keynote at The MarTech Conference.

Go To Market 107

Go To Market GTM B2B Meeting 107

Martech

DECEMBER 21, 2023

It is a content engine that helps marketers accelerate the go-to-market (GTM) process by creating targeted and personalized campaign experiences at scale. It works with any email service provider and lets businesses generate video avatars that speak customized content to each recipient.

GTM 110

GTM Campaign Launch B2B 110

Heinz Marketing

MARCH 28, 2023

By Payal Parikh , VP of Client Services at Heinz Marketing Most of us marketers have a generic idea of who our ideal customer is, and it’s crucial to communicate this information to everyone in the go-to-market (GTM) teams. Creating the ICP is a crucial step in developing a successful GTM strategy.

GTM 107

GTM Contract Clients Consult 107

Sales Hacker

FEBRUARY 16, 2024

You can also check how various email service providers compare for deliverability. #3 Listen on Spotify or find it anywhere you get your podcasts by searching “The GTM Podcast.” There are also constant regulatory shifts, such as Gmail’s new spam laws (breakdown of what you need to know in the linked article above).

GTM 94

GTM Quota Construction Contact 94

SaaStr

JANUARY 2, 2024

You can’t keep giving software away for free, so you have to get creative with other features and services. Establishing Your GTM Strategy Looking back at 2020, most of Zendesk’s customer funnel came in organically through their website, some paid, and a small percentage through partnerships. During SaaStr Annual, Zendesk Sr.

GTM 70

GTM Growth Start-ups Follow-up 70

SaaStr

MARCH 8, 2024

Solution — seat + usage + service, custom deployments, personalization. They can’t take the risk of a project failing, and that’s where a services and solution package is critical. Many people consider pricing and packaging as product strategy, where Product or GTM owns it. Snowflake is a symbol of usage-based pricing.

Price 74

Price Product GTM Engineering 74

Sales Hacker

SEPTEMBER 8, 2023

Thanks for reading The GTM Newsletter! Hottest GTM job of the week: Head of Customer Success at Regrello , more details here. See more top GTM jobs here. Signing off from Napa for our annual GTM retreat with +100 of our Limited Partners. Subscribe for free to receive new posts and support my work.

GTM 90

GTM Launch Growth Networking 90

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. 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.

GTM 82

GTM Strategize Government Inside sales 82

Martech

MARCH 16, 2023

For example, server-side tagging in Google Tag Manager (GTM) allows for data collection in a server container in Google Cloud. Setting up server-side tagging in GTM can help you easily deploy Facebook’s Conversions API on top. The ability to transform it before passing it on to vendor platforms.

GTM 90

GTM Legal UX User Experience 90

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. The Logistics of Going Multi-Product GTM only exists on the back of a product that real customers need. When you can segment that out on the service side, you can get incredible results.

Product 88

Product GTM Cross-sell Commission 88

Sales Hacker

SEPTEMBER 22, 2023

Thanks for reading The GTM Newsletter! This combined approach helps users experience the full functionality initially and, if they don’t upgrade, the transition to the free plan with limited features can highlight the value of the paid service, encouraging them to upgrade. See more top GTM jobs here. That’s all this week.

GTM 89

GTM X-functional Inside sales User Experience 89

SaaStr

MARCH 13, 2024

The Challenges and Opportunities of GenAI At Ultimate, customer service is the number one industry disrupted by AI, especially GenAI, making the experience more human. The takeaway: It’s easy to claim you have all this stuff, and as a startup, you have to be very savvy on GTM. In addition to speed, you want to play the long game.

Legal 80

Legal GTM Technology Technology 80