Martech

NOVEMBER 16, 2022

The data can be sliced by time period, region and industry. ” Sangram Vajre, CEO and co-founder, GTM Partners (in a release). It includes: Data on customers switching vendors and the reasons for the switch. Customer sentiment metrics including comparisons with competitors. Ratings and customer feedback. Why we care.

Launch 115

Launch GTM Territory Represent 115

SaaStr

JULY 30, 2021

Jag Jill, Regional Lead, Customer Success – US East, Canada & Latin America @ Dataiku. Paul Patterson, Operating Partner, Global GTM @ Next47. Henrique Dubugras, Co-CEO/Founder @ Brex. June Sauvagent , CMO @ Brex. Brooke Jutzi , VP Finance @ TIMIA Capital. AJ Bruno, Founder/CEO @ QuotaPath. Ray Kruck, CEO @ Tugboat Logic.

GTM 107

GTM Territory Finance Product 107

SaaStr

AUGUST 29, 2022

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?

GTM 100

GTM Growth B2B Territory 100

SaaStr

NOVEMBER 3, 2023

Before talking about customer acquisition, it’s worth noting the greatest strength of Toast’s GTM motion — The partnership between their sales and marketing organizations. More Territory Per Rep Doesn’t Mean More Sales Was Toast methodical in the way they segmented or rolled out nationwide? The takeaway?

Growth 79

Growth Territory Referrals Customers 79

SaaStr

APRIL 25, 2023

One of the challenges they’ve faced with GTM is that they are a new technology sector, therefore, the traditional technology markets of other companies don’t necessarily always apply, so they’ve really had to draw on their experience overseas. When Chris came to Celonis, they had one industry.

Engineering 72

Engineering GTM Territory Management Consulting 72

SaaStr

NOVEMBER 1, 2022

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.

GTM 89

GTM Cross-sell Niche Strategize 89

Sales Hacker

AUGUST 7, 2020

Regional Vice President of Sales. Regional Vice President of Sales. Regional Vice President of Sales. Regional Vice President, Commercial Sales. Regional Vice President. Regional VP Sales. Regional Sales Director | Healthcare. Territory Account Manager. Mellanox Technologies. Camille Clemons.

Territory 121

Territory Presentation Strategic partnership Strategize 121

SaaStr

DECEMBER 14, 2023

Then, there are regional teams globally in North America, Latin America, Europe, the Middle East, East Africa, Japan, and Asia Pacific. Pursuing Two Different Segments: The Tale of Startups vs. Enterprise From a marketing perspective, the GTM marketing position and product market messaging differ between Google Workspace and Google Cloud.

GTM 98

GTM Cross-sell Territory Retail 98

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. 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.

Go To Market 73

Go To Market GTM X-functional Territory 73

Sales Hacker

MAY 26, 2021

The focus is on things like reporting, territory management and later stage tasks such as contract negotiations and finance approvals. Communicating with sales leaders to design sales territories, identify and prioritize ideal customer accounts, and ensure that opportunity is balanced across territories and individual reps.

Territory 60

Territory Objectives and Key Results Finance Cross-sell 60

SaaStr

JANUARY 7, 2021

Zendesk’s Sharon Prosser, VP Worldwide SMB Sales & XDR, and Astha Malik, VP GTM Strategy, Planning, and Enablement share some guiding principles about how their company has grown and enriched many markets. 4 Be real with your strengths and ownable territory. The good news is, you really can think about $1B. The X-Factors.

GTM 81

GTM Territory Drivers/motivators Growth 81

InsightSquared

JANUARY 8, 2021

InsightSquared + Revenue Collective: Elevating the partnership between CROs, RevOps and the entire GTM team. I have been a member of Revenue Collective for a long time and have watched it grow from a small regional community, to one that is now supporting top sales and marketing professionals all around the globe.

Strategic partnership 62

Strategic partnership GTM Territory Strategize 62

Sales Hacker

JULY 14, 2021

explains that, “Sales Ops focuses on territory planning, deal desk activities, opp reporting, commissions and comp, SDR and AE handoffs, and managing tools like Outreach and Salesforce. Messaging is disjointed when GTM functions are separate. But there is a tactical difference between the two.

Territory 86

Territory GTM Sales Consult 86

SaaStr

APRIL 12, 2023

Tomasz Tunguz, Founder & General Partner at Theory Ventures, believes that with the right GTM plan and capital efficiency, it is still possible to get funding. Enterprise buyers have legitimate concerns about copyright, privacy, compliance, and security –– all new territory for generative AI.

Legal 72

Legal GTM Territory Gaming 72

Highspot

OCTOBER 23, 2023

Soft Launch A soft launch is a strategic release targeting a limited audience, often in a specific region or demographic. Develop a Robust Product Launch Plan and GTM Strategy A well-thought-out launch plan and a go-to-market strategy (GTM) ensure you reach the right audience with the right message.

Launch 59

Launch Negotiate Product GTM 59

Salesforce

JULY 28, 2022

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. Automate tasks to maximize efficiency. Automation can minimize risk, reduce human error, and help you concentrate on tasks that move the needle. said Batrawy.

Cross-sell 98

Cross-sell GTM Quota Contract 98

Hubspot

MAY 8, 2020

If you want to unify the data and processes you use across your go-to-market (GTM) teams, LeanData is a great software option. You'll be able to build a GTM plan, execute it, and access performance analytics with the software. You can use the software to align marketing and sales goals, as well as align revenue operations.

GTM 99

GTM Price Contact Campaign 99

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

The Lost Book of Sales

AUGUST 15, 2021

GTM should be cohesive and comprehensive, because throwing reps into new territory without proper support is rarely a good idea. Ask about the pricing of products and services, get an understanding of the discount capability particularly if you've identified problems with organizational readiness.

Cross-sell 98

Cross-sell Gambling GTM Territory 98

Sales Hacker

NOVEMBER 25, 2019

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.

Objection handling 73

Objection handling GTM Cross-sell Sales 73

Hubspot

DECEMBER 5, 2014

However, there are still some topics that could use a little push away from boring into “interesting” territory. These videos feature real GTM customers rather than just “talking heads.”. The videos showcase the GTM platform in use, but it''s not the focus of the videos. 1) Develop Your Own Voice.

GTM 78

GTM Territory Entertainment Launch 78

SBI

AUGUST 27, 2019

I shared an earlier post on LinkedIn about the necessity of fast-growing companies to switch their go to market (GTM) plans to stay in sync with their growth stage. The salespeople we thought were going to be in a role or territory are gone. It’s 2019, Still Segmenting and Planning in Excel? New accounts have been created.

GTM 37

GTM Territory CRM Strategize 37

Martech

OCTOBER 10, 2022

The growing impact of B2B internal disconnects is limiting our customer relationships, affecting our revenue results and hamstringing our go-to-market (GTM) teams’ productivity. Disconnect 1: Fragmented marketing, sales and customer tactics versus unified GTM strategies. Review, refresh and optimize your GTM strategy continuously.

B2B 116

B2B GTM Customers Cross-sell 116

SalesLoft

JULY 11, 2019

How did Stephanie succeed at coming in brand new at Pendo and changing the GTM strategy? I was encouraged to be a little bit of a disruptive voice when I needed to be because this was new territory. Listen to this episode for answers questions like: What characteristics does she look for when hiring? What exactly is value engineering?

Engineering 45

Engineering GTM Territory Strategize 45

Highspot

MAY 20, 2022

Sales plays can be created to support different regions, product lines, or buyer personas; this ensures that your reps’ tactics match different buyer needs. In simple terms, it’s how your sales team operates — how it is structured, how territories are determined, how pipeline is generated, and so on.

Territory 52

Territory X-functional Cross-sell Sales 52

SaaStr

MARCH 31, 2022

Director of GTM Ops, Sapphire Ventures. Colleen Kapase: So we have regional cloud sales leads, both across the US, and supporting Europe as well. Jessica Alexander, Senior Director Cloud Technology & OEM Partnerships, Crowdstrike. Jabari Norton, VP WW Partner and Alliances, Sumo Logic. Rico Mallozzi, Sr.

Cross-sell 80

Cross-sell Finance Strategize Technology 80

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. Be able to define and map GTM processes and workflows, identify gaps, and iterate and improve. Interned for Experian developing an international GTM strategy. Unified data problems. Proliferation of marketing and sales technology. Asia Corbett ).

Finance 101

Finance GTM Cross-sell SQL 101

ConversionXL

JANUARY 21, 2020

One Account for the company; Multiple Properties for regions (or brands); One roll-up View for each Property; One View per website. If this solution seems a bit fragile or messy, Google Tag Manager (GTM) offers an alternative. Use GTM to streamline implementation and management. GTM is your answer. Image source ).

GTM 73

GTM Territory Strategic planning Appointment 73

Gong.io

JUNE 11, 2021

A stellar sales enablement strategy must help to accelerate strategic initiatives, specifically GTM (go-to-market) ones. Sales teams are on the front lines and must be well-versed in all things related to GTM strategic initiatives. . . #3: Accelerate strategic initiatives. pricing should be in the first stage or presentation.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

SaaStr

AUGUST 2, 2021

Regional: These partners located in specific areas provide depth, geographic presence and expertise. The focus also widens to executing an outstanding GTM strategy and build top-notch customer success. Examples include Infosys, NetOne, Atos, Vodafone and Fujitsu. Examples include Nexus, Red Moki, Cask, and Beta80 Group.).

GTM 112

GTM Territory Strategize Growth 112

Gong.io

JULY 21, 2021

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. That’s why m odern go-to-market teams started aligning those teams a while back.

Growth 62

Growth GTM Cross-sell Pipeline 62

Hubspot

AUGUST 21, 2023

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. It's also worth noting that go-to-market strategies aren't exclusive to physical products.

Go To Market 69

Go To Market Process GTM Launch 69

Sales Hacker

DECEMBER 4, 2019

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.

GTM 57

GTM Sales Education Territory 57

Sales Hacker

FEBRUARY 7, 2018

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.

Growth 88

Growth GTM SQL Strategic partnership 88

SaaStr

JANUARY 25, 2021

Prior to the pandemic, many companies knew which vertical channels were doing well, but COVID caused a change in territory planning overnight. Optimize Your GTM Tech Stack to Further Enable Your Remote Sales Team. Key Considerations from 2020: Look at the data. Transparency, accountability, scalability.

Cross-sell 67

Cross-sell GTM Territory Sales 67

Sales Hacker

MAY 5, 2021

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). 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. Want a bit more context?

GTM 101

GTM Consult Territory Real Estate 101

The Lost Book of Sales

MAY 13, 2021

GTM should be cohesive and comprehensive, because throwing reps into a new territory without proper support is rarely a good idea. Ask about pricing of products and services, get an understanding of the discount capability particularly if you've identified problems with organizational readiness.

Quota 59

Quota GTM Commission Territory 59