SaaStr

JULY 22, 2021

And growth is strong. Founded in 2004, took 16 years to hit the first $500m in ARR, in 2020. 1000 partners are key to their GTM strategy. It’s in many ways the hardest way to do it (direct sales to SMEs), but like HubSpot, Avalara has made it work well. market cap. Avalara didn’t start off as a rocketship.

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Cross-sell GTM Commission Up-sell 133

SaaStr

AUGUST 29, 2022

Find out how the steps they took not only helped nurture a company’s success, but also allowed its leaders to retain a growth mindset long after they hit the $1B milestone. Scaling Revenue in 2022: What’s the Same and What’s Different? Join Divvy CRO Sterling Snow for this enlightening session. $1M

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SaaStr

JULY 31, 2022

VC all seemed like a game in the boom times of 2021 and late 2020. The Challenge with SMB SaaS: High Growth Can Only Mask High Churn For Just So Long. The profitable growth strategy every marketer needs to understand with the CMOs of Box, Salesforce & Attentive. It’s not as fun anymore. Top Videos This Week: 1.

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Hubspot

MAY 8, 2020

Triblio is an ABM platform that specializes in the growth of account pipelines. 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. Image Source.

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SaaStr

APRIL 1, 2023

Fast Forward To 2020 The pandemic happened. 2020 wasn’t the only reason small business owners adopted software solutions, but it sure sped up the process. SMBTech is primed for growth. Efficient Go To Market There are a lot of ways to GTM as an SMB. GTM + customer success + product strategy has to tie together.

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Sales Hacker

JUNE 28, 2021

Is it just a different name for familiar things (we see you, growth marketers)? Or is it an entirely different way of thinking about marketing’s role in the GTM/revenue org? It’s more than just creating buyer personas and journeys; it’s bringing the voice of the customer into the GTM organization. Growth marketing.

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SaaStr

MARCH 7, 2023

Many companies got sucked into the 2021 vortex of a low-interest rate environment and high multiples when they should have focused on growth and efficiency. General Partner of ICONIQ Growth, Doug Pepper, and General Partner and Head of Analytics, Christine Edmonds, joined us for Workshop Wednesday , held live every Wednesday at 10 a.m.

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SaaStr

JUNE 27, 2024

Remote launched in 2020, just as the pandemic hit, and it continues to be the fastest-growing portfolio company in Index Venture’s history. In 2020, they still didn’t have a finished product until May, when they onboarded their first customer. Let’s see what Job’s biggest learnings are during this wild ride of growth.

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Sales Hacker

SEPTEMBER 8, 2023

Thanks for reading The GTM Newsletter! Here are the 5 biggest takeaways from the session: Falling Seed to Series A Graduation Rates During the boon 2020 and 2021, the graduation rates from Seed to Series A sat well-above historical averages. See photo below that Databricks released on the growth trajectory of LLMs over the last year.

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SaaStr

SEPTEMBER 19, 2023

This is where traditional SaaS methods like subscription pricing only, driving growth through headcount only, or a pure sales GTM strategy only live. Change #1: A Very Clear Uptick In Product-Led Growth Strategies If you look at Notion Capital’s Cloud challengers, 35% are working on a PLG growth strategy.

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Profit margin GTM Price Growth 122

SaaStr

AUGUST 8, 2022

But in 2022, you need your VPs to work together like a tightly oiled machine, and trust us when we say, the ones that started since 2020 are not as dialed-in with the rest of the exec team. . With sessions like… Optimizing GTM for PLG . The Playbook to Building Your SDR Growth Engine. Back in ye-olde-days (i.e.

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SaaStr

MAY 8, 2024

Let’s jump right into this set of community questions focused on SaaS metrics, growth, and efficiency. Until the second half of 2020, most companies had enough apps and weren’t looking on their own to spend more. Therefore, sales and marketing practices made no sense in 2020. Will there be some tradeoff in growth?

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Sales Hacker

FEBRUARY 9, 2024

But the perspective of realizing just how much you don’t know and how there are different ways of doing things is what will enable company growth to flourish. #3 Notable News: ZoomInfo finally got to visit onsite to ring the Nasdaq bell in Times Square, as its June 2, 2020 IPO was conducted virtually during the pandemic.

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GTM Real Estate Launch B2B 75

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. Jeff Ignacio Head of Revenue & Growth Operations at Upkeep. Check it out.

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GTM Consult Territory Real Estate 109

Martech

AUGUST 9, 2023

Account-based marketing (ABM) is a powerful strategy helping B2B marketers target and engage with high-value accounts, deliver personalized experiences and drive revenue growth. She is host of the GTM podcast and co-author, with Travis Henry, of the just-released book “Busting Silos.”

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X-functional GTM B2B Technology 98

SaaStr

DECEMBER 14, 2023

I t’s been a wild growth experience, and Google Cloud is considered the fourth or fifth-largest Enterprise company in the world. 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.

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Martech

FEBRUARY 4, 2022

Auseh Britt, vp of growth marketing at account-based marketing platform Terminus, recently hosted a webinar that discussed her organization’s 2021 State of Modern Marketing Report. The study polled over 1000 go-to-Market (GTM) teams — groups tasked with identifying the best ways to reach specific marketing. “It

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Pipeline GTM B2B Campaign 126

SaaStr

NOVEMBER 19, 2023

Billion in ARR 80% of IPOs Since 2020 Are “Broken” The 5 Ways AI Will Transform Creativity with Adobe CSO Scott Belsky Before You Start as a VP — Please, Please, Please. SaaStr 698: How to Navigate Strategic Change for Growth with SaaStr CEO and Founder Jason Lemkin  5. Do a 60-Day Plan. And Make Sure the CEO Agrees With It.

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SaaStr

OCTOBER 21, 2019

This year at SaaStr Annual 2020 , we’re expanding both our physical presence and our content. “Work Smarter Not Harder- Scaling SaaS through GTM Strategies that work” with Winning by Design Partner Shari Johnston. The post Here’s Why SaaStr Annual 2020 is All About the Workshops appeared first on SaaStr.

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SaaStr

MARCH 20, 2024

With personal experience from EchoSign and other high-growth companies, he was spoiled when it came to those companies raising money from exceptional VCs. Higher than he imagined in terms of the founder quality bar and, the stage of the business, and growth and efficiency metrics. And that’s what makes the bar that much higher.

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Quota Finance Drivers/motivators Growth 122

SaaStr

JANUARY 25, 2021

Key Considerations from 2020: Look at the data. Optimize Your GTM Tech Stack to Further Enable Your Remote Sales Team. 5 Things to Think About for Turbocharing Sales in 2021: Targeting verticals or putting the right focus on growth. Analyze or re-map your target account identification prioritization.

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Cross-sell GTM Territory Sales 88

ConversionXL

JANUARY 18, 2022

Product marketing is responsible for tasks like: Developing and executing go-to-market (GTM) strategies; Researching and understanding target segments; Analyzing competitor activities; Developing product value propositions ; Defining messaging strategies ; Ensuring customer success teams and salespeople understand the product features.

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Product GTM Construction Launch 110

ConversionXL

JUNE 2, 2022

Account-based marketing (ABM) accounted for 79% of all sales opportunities in 2020. In 2020, smart home and building automation platform iRidium mobile wanted to land bigger clients and announce new products. How do you sustain growth that precedes the highest IPO in history for a software company? Keep doing what works.

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Electricity Pipeline Campaign Follow-up 105

InsightSquared

APRIL 7, 2020

Are you looking to step into the realm of RevOps in 2020? There’s still plenty of time to jump on the RevOps train, but it’s clear companies are recognizing the opportunity to evolve operations capability across the GTM functions to meet their growth and efficiency needs. There is no one-size fits all RevOps configuration.

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GTM B2B Gaming Growth 62

Sales Hacker

OCTOBER 4, 2022

Take advantage of the corporate membership and enroll your GTM team in our industry-leading courses, including marketing, sales, sales development, and revenue operations. I started in July of 2020 as all of the hospitality folks were furloughed during the lockdown. You have to build a strategy for growth. That’s not true.

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Clients Hospitality Entertainment Quota 87

ConversionXL

JUNE 25, 2021

We’ll also share when to transition to the growth stage in the product lifecycle so you can drive conversions and revenue off your momentum. Growth: A sharp increase in users and sales. A product launch lives primarily in the introduction phase (merging into growth once it generates enough demand).

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Launch Product Non-Profits GTM 96

Gong.io

JANUARY 12, 2021

As a Senior Mid-Market CSM, Red uses Gong for note-taking, quick (non-email) escalations, points of interest, and personal growth. Watch the rest of Red’s 12 minute, 33-second video to learn how he uses Gong for “points of interest” and personal growth. . Meet Hannah Finn, Enterprise Implementation Manager at Gong since May of 2020.

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Sales Hacker

AUGUST 25, 2023

Now that we’ve officially combined The Sales Hacker newsletter with The GTM Newsletter, we’re almost 60K strong! Thanks for being part of the GTM community. As always, you can catch up on past articles, podcasts and newsletters all in one place at the new home of Sales Hacker: GTMnow.com Thanks for reading The GTM Newsletter!

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GTM Contract Cross-sell Account management 52

Sales Hacker

NOVEMBER 3, 2020

Our 2020 Community Leaders went through an extensive application and interview process, which means we are confident in their ability to provide members with the best advice possible. “ Sales Hacker provides a network of sales professionals dedicated to helping others in similar roles. Joe Latchaw. Brian Smith Jr. Brian Smith Jr.

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SaaStr

SEPTEMBER 25, 2024

A combination of growth and efficiency, with growth being number one. If you’re at $5M-$10M, usually, it’s still 2x year-over-year growth. You also need a clear path to 100% NDR, a credible plan to achieve your goals, and realistic expectations that valuations aren’t what they were in 2020 and 2021. #2:

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Pitch Pipeline SQL GTM 75

InsightSquared

JUNE 28, 2019

With these new releases, InsightSquared aims to equip revenue operations professionals with actionable and real-time intelligence that will enable better-informed decisions and drive predictable growth. In the meantime, make sure you sign up to receive the latest Ramp 2020 updates. See you next year at Ramp 2020!

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SaaStr

MARCH 31, 2022

Director of GTM Ops, Sapphire Ventures. 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. As a result of this, marketplaces have exploded in growth, and here’s some facts and figures. Rico Mallozzi, Sr.

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Cross-sell Finance Strategize Technology 104

Cience

OCTOBER 27, 2020

This tendency has been going on for the last couple of years, and 2020’s almost complete reliance on digital marketing means more competition for keywords and ad space than ever before. This is where a multi-channel, highly targeted outbound campaign can spur new growth with new logos of your best-fit clients. Source: MV-Direct.

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Campaign Cold Call GTM Contact 63

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.

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Go To Market Process GTM Launch 69

Lead Fuze

NOVEMBER 30, 2021

Cindy was on the panel for OpsStars 2020, which focused mainly on how to find success in today’s market. Jeff Ignacio is the head of revenue and growth operations at Upkeep. He has been nominated for the 2020 OpsStars Awards. One of the GTM systems managers at MURAL, Keith Jones.

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Territory Consult Sales Commission 52

Sales Hacker

OCTOBER 7, 2021

Prior to joining Primary in early 2020, Cassie spent 15 years as a tech operator. Most recently, she held a variety of executive roles at Sailthru from 2013-2020, ultimately becoming the company’s Chief Revenue Officer. Constantly work on developing a growth mindset. ??If Don’t let the imposter syndrome win.

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Sales Start-ups Up-sell Cross-sell 136

SaaStr

MAY 22, 2020

336: Leveraging survey data from 66+ enterprise SaaS companies, Matt Garratt, Managing Partner of Salesforce Ventures, shares the landscape of how businesses are shifting their sales & GTM strategies to react to today’s uncertain times. And you create more of what feels like an organic growth, rather than a manufactured growth.

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Start-ups Objectives and Key Results Networking Manufacturing 113