Sales Hacker

SEPTEMBER 13, 2024

GTMnow is the media brand of GTMfund – sharing go-to-market advice from the top 1% of revenue operators including the 350 executives behind the fund, news, and our viewpoints from working with hundreds of portfolio companies. A phenomenon called Price’s Law – let’s get into it. Brought to you by Apollo.

GTM 119

GTM Pipeline Finance Growth 119

SaaStr

FEBRUARY 2, 2024

The backup of 2020 was great, 2021 comes in and somehow we have 600 unicorns and everyone can burn 500 million a year or have huge sales teams. And then at the end of 2021, all of a sudden the music stopped. But as this chart shows, we didn’t get any better at sales and marketing. ” #8.

Growth 127

Growth Start-ups Product Customers 127

Martech

NOVEMBER 9, 2023

These improvements include: Newer knowledge cutoff: GPT-4 Turbo will have access to information up to April 2023, rather than September 2021. Cheaper prices for developers: OpenAI is reducing the price of its API for developers. Apollo.io’s Apollo 3.0

Campaign 103

Campaign Price B2B Represent 103

SaaStr

DECEMBER 26, 2022

and go-to-market partners, to understand what’s happening in the space. . “G2 Companies are witnessing slight pricing pressure, with the average spend per product dipping slightly. . Some call this the ‘ecommercization of software,’ and this trend signals a highly disruptive shift in how we go to market with software.

Go To Market 98

Go To Market Follow-up Trust Up-sell 98

SaaStr

JANUARY 12, 2023

Data shows a significant shift in company valuations happened from 2021 to 2022. Go to market. As funds have become more expensive to raise, demand shortages continue to increase, resulting in inflation-related price increases now being implemented by many companies.

Consult 19

Consult Growth Profit margin Strategize 19

Heinz Marketing

OCTOBER 4, 2021

This week’s show is called “ A New Go To Market Framework to Get You MOVE-ing “ My guest is Sangram Vajre , Author, Co-Founder & Chief Evangelist at Terminus. We’re going to talk a little bit about that today as well, in terms of better go-to-market strategies.

Pipeline 124

Pipeline Go To Market Cross-sell Sales 124

SaaStr

JUNE 6, 2022

In 2021, Plaid raised $425 million in Series D funding that boosted the company to decacorn status at a $13.4 That allows us to have a very different go-to-market strategy. Zach Perret’s Key Takeaways on Building a Platform: Go slow at the beginning, and make sure you get it right. billion valuation.

Account management 116

Account management Engineering Technology Technology 116

Sales Hacker

DECEMBER 13, 2024

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. This approach also improved forecasting accuracy by combining sales and retention data, enabling better pricing, resource allocation, and product planning. But, it doesnt always work.

GTM 108

GTM Customers Sales Growth 108

SaaStr

FEBRUARY 2, 2022

Product-led growth has built a name for itself through its deep toolbox of effective tactics, from free trials to low prices to an inherent vitality — all of which can build a strong foundation for a versatile company. There’s no harm, of course, in celebrating big numbers — but not at the cost of neglecting a go-to-market (GTM) strategy.

Growth 116

Growth Product GTM X-functional 116

SaaStr

DECEMBER 7, 2020

At Gainsight, we are helping product leaders from companies of all sizes turbocharge their 2021 product strategy. . With the right tools, you can leverage product-led growth, a disruptive go-to-market strategy, that’s been adopted by the most successful companies in the subscription business, including Slack, Dropbox, Twilio and Shopify.

Contract 76

Contract Growth Start-ups Closing 76

SaaStr

DECEMBER 1, 2021

During SaaStr Annual 2021, Amanda Malko, CMO at G2, shared a fascinating look at the data that reveals shifting patterns in the way consumers purchase software. . As companies accelerate their digital transformations, the SaaS spend has exploded: In Q2 of 2021, G2 recorded the highest software spend per employee to date.

Repeat business 116

Repeat business Growth Trust Product 116

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. It’s not a surprise or secret that 2022 was challenging, especially starting the year with 2021 growth expectations. PST, to unveil the data behind effective scaling.

GTM 73

GTM Growth Profit margin Contract 73

Hubspot

DECEMBER 8, 2020

Now that 2020's global pandemic has taught most of the world how to live and work completely from home, marketers planning their 2021 strategy are asking one big question: “Will this uncertain time change the way people spend money?”. How Marketers Can Navigate 2021 -- and Beyond.

Entertainment 101

Entertainment Gambling Price Campaign 101

Hubspot

MARCH 25, 2024

If you look at a list of the “fastest” growing SaaS companies, besides having a great product and great go-to-market skills, they’re usually B2B sales-led products. Because subscription pricing also offers its unique set of perks. You’ll be fighting churn HARD the whole time. Can I Afford To Be Patient?

Niche 77

Niche Price Contract B2B 77

Salesforce

SEPTEMBER 27, 2021

In April 2021, when Coinbase went public, it became the largest crypto exchange in the United States with 68 million users. Their contract was originally in our mid-market segment, but they outgrew our segment lines, which brought them into our enterprise team. This could allow us to get more creative with pricing.”.

Closing 98

Closing Contract Legal Cross-sell 98

SaaStr

JULY 24, 2023

And when you have partial utility-based pricing like MongoDB does, you see the impact fast. Upselling your existing base and raising prices to keep top-line growth growing isn’t adding real long-term value. This stat isn’t just a case study of Go To Market. But last quarter saw a bounce back. You can grow into them.

Growth 98

Growth Gaming Price Closing 98

Hubspot

DECEMBER 13, 2022

A 2021 Gartner report revealed that 44% of millennials prefer interactions online with no sales representative in B2B purchase settings (and 100% of authors of this post). Low Price, Low Change: This is likely re-ordering or purchasing additional products. The Case for Taking Your Business (& Sales Transactions) Online.

B2C 78

B2C Price B2B Sales 78

Sales Hacker

MARCH 1, 2024

GTMnow is the media extension of GTMfund – sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350+ of the best in the game executive operators who have been there, done that at the world’s fastest growing SaaS companies. Consider the overnight success of a celebrity-owned product.

GTM 93

GTM Launch B2B Lead generation 93

Salesforce

SEPTEMBER 19, 2023

CROs work to connect different revenue-related functions, from marketing to sales, customer success, pricing, and revenue operations ( RevOps ). Trait 2: Data-obsessed CROs own the go-to-market strategy. They drive pricing and product structure, and they set the buyer journey. It’s storytelling.

Gaming 59

Gaming Cross-sell Price Customer Relationship Management 59

ConversionXL

JANUARY 18, 2022

Muun found a market need but failed to compete with bigger names that provided customers with authoritative content and resources. Muun’s more well-known competitors had more features and better pricing. Both companies suffered from a fatal lack of marketing. We’ve proven that we can build great tools.

Product 110

Product GTM Construction Launch 110

ConversionXL

JUNE 25, 2021

This plan is your go-to-market (GtM) strategy , which should be informed by: Market conditions and competitive positioning Ideal customers and target audience Product offer and pricing Lead generation and customer acquisition process. By February 2021, they had 8,918,198 monthly downloads : .

Launch 96

Launch Product Non-Profits GTM 96

SaaStr

JULY 29, 2022

And it became a massive capital sink, as the company changed its go-to market around five million in revenue. But one of the most interesting changes that Algolia did, was remove these pricing tiers. Two, they’re screwing around and spending too much time on pricing. That can work.

Price 111

Price Product Start-ups Niche 111

SaaStr

JULY 28, 2021

In the run-up to 2021 SaaStr Annual, we’re looking back at some of the top all-time sessions. But don’t just take our word for it — watch the full session below: And in case you haven’t heard, we’re building a completely immersive experience, 100% outdoor and open-air experience for SaaStr Annual 2021!

Start-ups 116

Start-ups Gaming Up-sell Contract 116

Heinz Marketing

JULY 26, 2021

And now that we can get back to normal, a lot of those adjustments are becoming fixtures as part of people’s go-to-market strategy. Kris: We launched a State of Sending Report for 2021, which has a lot of great data and benchmark numbers, so that’s available on our resources section. Kris: Yeah.

Pipeline 111

Pipeline Sales Prospecting Campaign 111

SBI

JULY 14, 2021

to Enable Insight-Driven Targeting, Coaching, and Decision-Making for Go-to-Market Teams. VANCOUVER, WASHINGTON – JULY 13, 2021. More than 20,000 global revenue teams trust ZoomInfo to power their go-to-market motions and drive efficient results. ZoomInfo to Acquire Conversation Intelligence Leader Chorus.ai

Conversion 34

Conversion Legal Contact Finance 34

SaaStr

JULY 25, 2021

As we gear up for 2021 SaaStr Annual, I wanted to highlight some of my very favorite Annual sessions from the past you may have missed. Also, don’t miss out on SaaStr Annual 2021 coming up FAST Sep 27-29 in SF Bay Area! This was certainly one of them. Jyoti Bansal, Founder and CEO of harness.io

Up-sell 106

Up-sell SQL Product Start-ups 106

Sales Hacker

OCTOBER 7, 2021

It has little to do with the work itself, and more to do with the societal pressure, norms, and bias that exist in 2021. Cassie is an operating partner at Primary Venture Partners, where she works closely with Primary’s portfolio companies to help them build, scale and optimize their go-to-market efforts. Bridget Gleason.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

SaaStr

AUGUST 26, 2022

Jason Lemkin: Crossover funds can go where it’s greener. For a long time, until this boom, until the 2019-2021 boom, crossover funds would be very careful. Frankly, product and even engineering, marketing, and sales are all pretty darn similar at a price point.

Quota 98

Quota Growth Product Closing 98

Sales Hacker

JUNE 16, 2022

For example, your best, most active customers may pull back on expansion talks or inquire about term or price adjustments. Marketing can continue to nurture earlier stage accounts while sales doubles down on getting deals across the finish line. 2021 and 2022 Salesforce Sales Leader to Follow; founder, consultant, author.

GTM 112

GTM Sales Pipeline Inside sales 112

SaaStr

NOVEMBER 21, 2020

How does Rob think through pricing today in a way that encourages land and expand? How does Rob think about usage vs seat-based pricing in SaaS? How should sales and marketing work together on pricing? You look at the forward-looking ARR multiples on the stock price, and they were a lot lower back then.

E-commerce 120

E-commerce Manufacturing X-functional Retail 120

Sales Hacker

MARCH 10, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. But as the construction industry proved resilient, Levelset was able to re-accelerate hiring in 2021, refining its sales processes and scaling its upsell motion even further. Instead, the company slammed the brakes. The result?

GTM 73

GTM Construction Launch Quota 73

SaaStr

MARCH 18, 2025

Colin joined Wiz in February 2021 when the company was near zero revenue. ” This partner-centric approach diversified their pipeline sources while aligning with enterprise procurement preferences, creating a multiplier effect on their go-to-market reach without proportional increases in sales headcount.

GTM 76

GTM Pipeline Trust Price 76

Search Engine Land

OCTOBER 1, 2024

What publications should I use to test product positioning for a new go-to-market strategy? These questions just scratch the surface of ways to apply this analysis to strategic search marketing, new category design or general product management. .” The messaging of “quality at a low price” is consistent around the brand.

Electricity 95

Electricity Growth Strategize Launch 95

SaaStr

MARCH 18, 2025

They use AI for price discoverability and optimization, with a setup that drives annual retention. Determining Demand and Budgets When entering an existing category, understand go-to-market strategies and adoption signals. For new categories, thorough market research is essential.

Growth 78

Growth Government Customers Healthcare 78

Sales Hacker

DECEMBER 10, 2024

Martin Roth is the former CRO of Levelset, where he led the company from its first dollar in ARR to a $500 million acquisition by Procore in 2021. Martin brings a wealth of experience in building and scaling sales teams, developing effective go-to-market strategies, and navigating the challenges of startup growth.

GTM 114

GTM Construction Up-sell Cross-sell 114