SaaStr

MARCH 7, 2023

At the same time, many started the year with healthy balance sheets and used their 2020 learnings of scenario planning and applied them quickly. Some other strategies for creating a more efficient go-to-market are: Adjusting pricing and contract terms with customers. The Takeaway There’s only so much you can cut.

GTM 67

GTM Growth Profit margin Contract 67

Heinz Marketing

MARCH 29, 2021

Pretty crazy after the 29 month, 2020 that we faced last year. It was not a 29 month in 2020. Talk a little bit about what 2020 was like for you guys. I got reps that are used to going to someone’s office with a box of samples. Well, welcome everyone to another episode of Sales Pipeline Radio. It was only 12.

Pipeline 128

Pipeline Sales Gaming Up-sell 128

SaaStr

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. Join us for SaaStr Annual 2020. And so I just want to throw in a framework around product market fit measured by customer value creation, then go to market fit measured by economics, then we scale fast.

Growth 106

Growth Cross-sell Contract X-functional 106

Sales Hacker

MARCH 2, 2021

Lessons Michelle learned in 2020 [20:37]. I left print media because it was an industry that was contracting. But obviously, the media world was contracting. Lessons Michelle learned in 2020 [20:37]. No one really knew how it was going to work out. From hubcaps to Hubspot: Michelle’s sales career [1:27].

Referrals 68

Referrals Contract Cross-sell Sales 68

SaaStr

MAY 27, 2020

We woke up February 2020 with a shock to the system and no idea what it would mean for our business. If you look at this graph, it simply plots out how many people filed in the weeks before 2016, 2017, 2018, 2019, 2020. This is an example just of the oil market compared just from April 2019 to April 2020.

Finance 105

Finance Government Price Contract 105

SaaStr

MARCH 31, 2022

What you’ll see in that cloud spend box is actually Gartner’s 2020 estimate for infrastructure as a service spending for companies, which was $50 billion. And IDG just recently released the 2020 Cloud Computing Survey that showed over one third of IT budgets are spent on cloud computing technologies.

Cross-sell 102

Cross-sell Finance Strategize Technology 102

Cience

AUGUST 31, 2020

Now there’s a word that conjures up an all too common misconception, suggesting that the only (real) reason companies contract work out is to save money. As a matter of fact, outsourcing can be a business owner’s best friend, a contracted colleague to lean on through the thick and, considering the recent pandemic, the thin.

Contract 52

Contract Pipeline Campaign Clients 52

Sales Hacker

MARCH 25, 2025

Ray breaks down why the rise of AI agents is a tectonic shift, how businesses are already seeing ROI, and what it means for SaaS, team structure, and go-to-market strategies. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

GTM 70

GTM X-functional Start-ups Relationship building 70

InsightSquared

MARCH 23, 2021

In Fall 2020 we introduced Conversational Intelligence – call recording, transcription and analytics integrated directly in the InsightSquared Platform. Our Best Practice report library now features 100+ reports that speed time to value and advance your team’s go-to-market effectiveness. .

Product 62

Product Retail Pipeline Contract 62

SalesHandy

MAY 4, 2020

These can be leads who’ve been in your pipeline since early 2020 or recently signed up. It could be to plan sales for next quarter, Go-To-Market for a new product, etc., Subject line: Extending the Contract closure towards next Quarter. Make these stories part of new campaigns where you nurture your leads during COVID-19.

Pipeline 81

Pipeline Campaign Price Up-sell 81

Sales Hacker

AUGUST 25, 2023

We’ll continue on our mission to provide real stories/strategies/insights from the best go-to-market operators on the planet, spanning sales, marketing, customer success, operations/enablement, product and hiring. Oh, and remember that 92% of the lifetime value comes after they commit and sign the contract!

GTM 53

GTM Contract Cross-sell Account management 53

Gong.io

AUGUST 10, 2020

At the end of that contract, you’ve got to sell it again. Forbes Cloud 100) and publicly traded SaaS companies, to hear how they expect the rest of 2020 to shake out. . Every week, we interview senior revenue professionals who share their insights on how they leverage revenue intelligence to drive success and win their market.

Customers 62

Customers Cross-sell Account management Drivers/motivators 62

SaaStr

AUGUST 27, 2019

Join us at SaaStr Annual 2020. I’ll start because I’m living this right now, and where we’re contract value. Michaela Lehr: So mine says to learn ballpark contract value and figure out the pricing that the market can bear. But also what is my go to market motion? Either work or not work.

Territory 60

Territory Cross-sell Contract Drivers/motivators 60

SaaStr

AUGUST 5, 2019

Join us at SaaStr Europa 2020. And recently we raised around from Goldman Sachs in September of last year to fuel our go-to-market expansion. And so the initial sale to us in a SaaS situation is all about establishing that value contract. What is the value that the customer is going to see? FULL TRANSCRIPT BELOW.

Gaming 80

Gaming Customers Construction Contract 80

SBI

FEBRUARY 25, 2020

At the change of each year, we scour thought pieces on the web for chief marketing officer (CMO) trends that we must be attuned to in the coming year. The anticipated priorities in 2020, for instance, include some form of: Deepen customer knowledge through advanced analytics. Improve customer experience throughout the full lifecycle.

Customers 49

Customers Cross-sell B2B Strategize 49

SaaStr

JUNE 2, 2021

This episode is an excerpt of Olof’s session at SaaStr @ Home 2020. Designers make mocks and interactive prototypes in Figma, but there a whole set of other stakeholders that use and interact and get value from Figma, engineers, product people, even some folks on the go-to-market team. You can view the full video here.

Sales 98

Sales Up-sell Price Start-ups 98

SaaStr

JUNE 3, 2020

It’s 2020 and SaaS buyers are more skeptical and suspicious, more disbelieving, more unconvinced than they were in 2019. The SaaS Trust Crisis is making it harder to market and sell software and services than ever before. And so, I think that really also changes how we assess vendors can go to market.

Trust 99

Trust Technology Technology Government 99

SaaStr

JUNE 10, 2021

This episode is an excerpt of Mårten’s session at SaaStr @ Home 2020. In the 2000s, we turn into software licenses where we sold support contracts on top of them. Pricing, packaging and contracting so that when you sell your product to the customer there’s as few objections or questions about the pricing as possible.

Customers 63

Customers Price Contract Objectives and Key Results 63

SaaStr

JULY 2, 2019

Join us at SaaStr Annual 2020. Dannie Herzberg, Head of Mid-Market Sales @ Slack. We’re here to talk for the next 25 minutes or so about our experience going from freemium to enterprise. Dannie : It made for a really nice go-to market model. Want to see more content like this? FULL TRANSCRIPT BELOW.

Follow-up 65

Follow-up Go To Market Meeting Start-ups 65

SaaStr

AUGUST 13, 2019

Join us at SaaStr Annual 2020. I spent a lot of time talking to CEOs and CROs, exchanging best practices and having conversations about go to market strategies. Local contracts support, which we didn’t have. Local marketing resources, local support resources, localized everything. FULL TRANSCRIPT BELOW.

Cross-sell 68

Cross-sell Sales Support Growth Up-sell 68

SaaStr

MARCH 19, 2019

Join us for SaaStr Annual 2020. Ceci Stallsmith – Director of Platform Marketing @ Slack. Then on the go to market side just over 40% of new ARR comes indirectly around the world through partners. I’m happy to talk about both of those as we go through this session. FULL TRANSCRIPT BELOW.

Engineering 49

Engineering Launch Start-ups Contract 49

SaaStr

JULY 29, 2022

And it became a massive capital sink, as the company changed its go-to market around five million in revenue. Because it is viral, but is viral like Dropbox as you noted, it is viral like DocuSign and Adobe Sign were when we built it in the early days, when by signing a contract, someone else inherently saw the product.

Price 107

Price Product Start-ups Niche 107

Heinz Marketing

JUNE 24, 2019

So the folks we were talking to are new in their roles, tackling really difficult, from our perspective, contracts and purchases. So when I think about our content program, our content program isn’t really oriented towards 100% demand gen, it’s really oriented towards there’s a lot of education that has to go on.

Pipeline 82

Pipeline Sports Sales Real Estate 82

SaaStr

NOVEMBER 21, 2019

Join us at SaaStr Annual 2020. To build the initial team, to build the product, to build the initial go to market, to build the first customers and to build the ARR, the starting. Pietro : This journey used to end at the legendary, mythical product/market fit. Want to see more content like this? growth fund.

B2C 69

B2C B2B Start-ups Growth 69

SaaStr

MARCH 31, 2020

Join us at SaaStr Annual 2020. I’m Guillaume Cabane and today I’m going to talk about The Playbook To Running Growth Experiments At Scale. My focus is SaaS and my job is to create a defensible go-to market moat, right? Use these tools to determine how to run growth experiments at your organization.

Growth 64

Growth Engineering Launch Commission 64

SaaStr

AUGUST 8, 2019

Join us at SaaStr Europa 2020. How you decide on this model and go-to market strategy? What I told you that a success factor for sales for us is not just signing the contract. Want to see more content like this? Andrei Brasoveanu | Partner @ Accel. Agnes Bazin | Chief Development Officer @ Doctolib. FULL TRANSCRIPT BELOW.

Appointment 49

Appointment Hospitality Sales Inside sales 49

SaaStr

JANUARY 28, 2020

Join us at SaaStr Annual 2020. They’re just going to cut spending, especially if you are in kind of like media, or advertising, or short term marketing. It’s because we’re not thinking about the overall go to market and saying what’s important for us. Want to see more content like this?

Growth 96

Growth Promote Engineering Up-sell 96

SaaStr

AUGUST 8, 2019

Join us at SaaStr Europa 2020. How you decide on this model and go-to market strategy? What I told you that a success factor for sales for us is not just signing the contract. Want to see more content like this? Andrei Brasoveanu | Partner @ Accel. Agnes Bazin | Chief Development Officer @ Doctolib. FULL TRANSCRIPT BELOW.

Appointment 43

Appointment Sales Hospitality Inside sales 43

SaaStr

MAY 8, 2020

And the hardest thing, Bob said, is for founders to let go of their founding idea. But you may need to go out and test new ideas, potentially refine or go-to-market urgency fit by validating customer’s new top pain points during this time. And I do still think big contracts can still get done at the enterprise.

Cross-sell 91

Cross-sell Contract Start-ups Up-sell 91

SaaStr

JANUARY 17, 2020

What other elements of the contract should startups really spend a lot of time focusing on? But it also means that SaaS has had a much bigger impact in the growth of businesses and in the ability for companies to execute a great go-to market strategy. What must startups always remember when pitching CIOs? *

Pitch 69

Pitch Contract Objectives and Key Results Negotiate 69

SaaStr

JANUARY 3, 2020

Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? How does Tom think about calculating churn when it comes to multi-year contracts? And the first one as you said, Harry, is around annual contracts.

Contract 12

Contract Price Commission Conversion 12

SaaStr

JANUARY 10, 2020

In terms of replacement, what does Bob believe will be the emerging trends in SaaS Go To Market that will replace it? * Harry Stebbings: Welcome to the very first SaaStr podcast of 2020. Where you can also suggest future guests for the show, but to our first guest of 2020, and I’m thrilled to welcome Bob Moore.

X-functional 64

X-functional Start-ups Drivers/motivators Go To Market 64

SaaStr

AUGUST 20, 2020

We had so many inbound referrals, and in terms of recruiting and hiring, people knew that there were a lot more roles on the go-to-market and business side. I’m really intrigued how sales works with marketing on the high ACV, heavy enterprise deals. It wasn’t just engineering, product, and design roles.

Sales 105

Sales Price Quota Start-ups 105

Sales Hacker

JANUARY 21, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Rob Giglio is the Chief Customer Officer at Canva, where he oversees Canvas sales and go-to-market functions. Rob brings to Canva over 20 years of industry experience leading and executing global marketing and sales initiatives.

GTM 106

GTM Gambling B2B E-commerce 106

SaaStr

JULY 10, 2020

SaaStr CEO Jason Lemkin discusses what the new landscape of SaaS means for you in 2020. In a B2B context, you can imagine overlaying the concept of go-to-market fit which really outlines your approach and your playbook at every step of the way, from awareness to evaluation, purchase, and then pricing and renewals.

E-commerce 105

E-commerce Price Start-ups Up-sell 105