SaaStr

NOVEMBER 4, 2021

” Fortunately, the always excellent KeyBanc Capital Markets (KBCM) 2021 SaaS Survey – which covers over 350 private SaaS companies across various stages and categories – provides a very rich data set to work from. Surprisingly, Qualifiers had a lower portion of Inside Sales GTM (22%) than Non-Qualifiers (32%).

Drivers/motivators 128

Drivers/motivators Profit margin Non-Profits Inside sales 128

SaaStr

JULY 5, 2024

What are the biggest GTM mistakes founders make? GTM Mistake #1: A VP of Sales That Can’t Sell or Demo the Product Mistake number one has always been an issue, and it’s the number one reason startups struggle in today’s world. GTM Mistake #3: Stepping Out Of Sales Founders often want to step out of sales after hiring a GTM team.

GTM 84

GTM Cross-sell X-functional Pipeline 84

SaaStr

SEPTEMBER 16, 2021

The overwhelming participation by both Founders and Investors at the upcoming SaaStr Annual 2021 exemplifies this. Liam Mulcahy, Director, GTM – Unusual Ventures – presenting “Revenue as a Byproduct: A Systematic Approach To Nailing Sales at the Seed Stage”. You can still buy tickets here before we sell out.

Meeting 124

Meeting GTM Legal Presentation 124

Sales Hacker

JUNE 16, 2021

Here’s my guess: you’d see a GTM organization working together like a well-oiled machine. The mandate for sales enablement is to increase the effectiveness of their go-to-market (GTM) strategy by providing coaching, training, and introducing sales enablement platforms and tools. What is sales enablement? Training platforms.

GTM 121

GTM Contract Quota CRM 121

Xant

MARCH 3, 2021

Our customer conference—NEXT 2021 is just around the corner and we think you should be there. NEXT is a free 2-day virtual event designed to give your sales team practical insights to succeed in 2021, and a vision for where the market is going. Hear from David Dulaney on how to align your GTM teams to the new customer journey.

GTM 94

GTM Pipeline Drivers/motivators Follow-up 94

SaaStr

NOVEMBER 8, 2021

With too many examples from SaaStr Annual 2021 to call out specifically, here are 2 “Cloud talks plus decks” that I can imagine the Self-Taught Founder relying upon: David Sacks On SaaS Org Charts. This 20-20-20 data is amazingly useful to that Self-Taught Founder building out their GTM operating model.

GTM 141

GTM Price Growth Product 141

SaaStr

DECEMBER 14, 2021

With one day left to go until SaaStr Scale 2021 on December 15th, we’re looking at an incredible speaker line-up this year. The post 4 Marketing Sessions at SaaStr Scale 2021: Reprise VPM + Reprise VPS, Tipalti CMO, Airtable CMO, Guru VPM appeared first on SaaStr. Tickets to Scale are free, so be sure to sign up to join us live.

GTM 111

GTM Growth Consult Go To Market 111

SaaStr

JANUARY 25, 2021

Ready to turbocharge and increase your SaaS sales in 2021? In general, smaller companies, the channel partners, have their ear to the ground at strategic accounts and will know who is on a budget cut, budget freeze, their corporate objectives for 2021, and how a company offering will map to it.

Cross-sell 98

Cross-sell GTM Territory Sales 98

SaaStr

APRIL 7, 2021

“SaaStr 416: The Secret Sauce for Scaling to $1B with Zendesk’s Sharon Prosser, VP Global SMB GTM and Ashta Malik, VP GTM Strategy “ A really terrific deep dive on selling and scaling to $1B in SMB ARR. #8. And how to win in a very competitive market. #7.

GTM 97

GTM Up-sell Service Growth 97

Outreach

JULY 16, 2021

Steven Bryerton , SVP of sales at ZoomInfo, took the Unleash 2021 audience on a deep dive of his team’s GTM strategy from a new sales perspective. Time to Build Your Own World-Class GTM strategy. It is the biggest difference between a standard GTM strategy and an extraordinary one.

GTM 88

GTM Construction Go To Market CRM 88

Sales Hacker

MARCH 17, 2021

Sam Jacobs from Revenue Collective talks to revenue leaders about what’s worked for their respective orgs, how they’re adjusting their leadership in 2021 and if their philosophy for sales has shifted. Highlights: 2021 is all about connectedness and collaboration [3:58]. The post What’s Fundamentally Different About Sales in 2021?

GTM 74

GTM Sales Networking Growth 74

Sales Hacker

SEPTEMBER 13, 2024

Hello and welcome to The GTM Newsletter – read by over 52,000 revenue professionals weekly to stay up-to-date and scale their companies and careers. is one of the fastest-growing companies in SaaS, with 9x ARR growth since 2021 and currently valued at $1.6 Leandra brings over 30 years of experience to Apollo.io.

GTM 119

GTM Pipeline Finance Growth 119

Sales Hacker

DECEMBER 13, 2024

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow highlights the strategies, along with the stories from the top 1% of GTM executives, VCs, and founders behind these strategies and companies. 2 mistakes product managers should avoid.

GTM 108

GTM Customers Growth Sales 108

SaaStr

JUNE 13, 2021

This week a big week for video watching on SaaStr’s YouTube, especially catch-ups from our epic SaaStr Enterprise 2021. “The Cadence: How to Turn Your SaaS Startup into an Army” With David Sacks” David will be back at 2021 SaaStr Annual and take a look at this epic session. #6 The Top 10 of the Week: #1.

GTM 111

GTM Engineering Up-sell Sell 111

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. Hottest GTM job of the week: Head of Customer Success at Regrello , more details here.

GTM 120

GTM Launch Growth Networking 120

SaaStr

AUGUST 22, 2021

. “Growing & Scaling SaaS Businesses from $1M to $500M in ARR with Intercom CEO Karen Peacock” Karen will be back at 2021 SaaStr Annual Sep 27-29 to update this classic talk! #5. Sign up for that here. #6. “From Hackathon to Unicorn” Talkdesk Co-Founder Tiago Paiva and SaaStr CEO Jason Lemkin.

GTM 116

GTM Pitch Sales Customers 116

Sales Hacker

MARCH 18, 2022

After analyzing 1,700+ responses from sales and marketing leaders, 73% said lack of automation was one of their top GTM challenges of 2021. What were are their other top challenges? What are their priorities for 2022?

GTM 98

GTM Sales 98

SaaStr

FEBRUARY 27, 2024

Go-to-market (GTM) design and efficiency are sometimes overlooked, but they’re a critical driver of any SaaS business. In 2023 alone, Sapphire saw AE sales quota attainment drop in H2 to 60% from 90% in H2 2021. No one is quarterbacking the entire GTM engine. Companies need to rethink GTM organization design.

Go To Market 111

Go To Market GTM Non-Profits Quota 111

SaaStr

FEBRUARY 2, 2022

There’s no harm, of course, in celebrating big numbers — but not at the cost of neglecting a go-to-market (GTM) strategy. 2021’s Lesson from Calendly. We have managed to thread the needle between not only scale and love from customers, but also GTM investment. 2018’s Lesson from Salesforce.

Growth 115

Growth Product GTM X-functional 115

SaaStr

JANUARY 12, 2024

It probably won’t go back to 2021 levels, but it will be some kind of growth. People did invest a lot in CSM, and in 2021 and 2022, the CSM population grew roughly 20%. Nick explained: “If you look at 2021 to 2022, the bubble peaks. .” That will eventually go away because that excess capacity will be gone.

Customers 129

Customers GTM Growth Clients 129

Sales Hacker

NOVEMBER 3, 2023

Feeling energized and inspired coming out of these dinners, each of which had 30-40 GTM leaders. Hottest GTM jobs of the week: Growth Marketing Manager at Spekit – more details here. See more top GTM jobs here. Great people, great conversation, great food. Next up: London and Dublin! That’s it, that’s all.

GTM 120

GTM Represent Growth CRM 120

SaaStr

MAY 15, 2022

In 2021+, Yes. SaaStr 554: The Builders and Sellers Playbook: Proven Models that Help GTM and Product-led Teams Scale with CircleCI CEO Jim Rose. But New Unicorns Are Going to Go on Pause for a Bit. Is it Really ARR? As Long As Your NRR is > 100%. Top Podcasts This Week: 1. Co-Founder Lloyed Lobo.

GTM 110

GTM Up-sell Engineering Growth 110

Sales Hacker

FEBRUARY 2, 2024

Super Bowl is around the corner: Gong did Super Bowl ads starting in 2021 and 2022 before it was ‘cool’ for B2B companies, setting a new record week for pipeline creation at the company. Listen on Spotify or find it anywhere you get your podcasts by searching “The GTM Podcast.” Share The GTM Newsletter That’s it, that’s all.

GTM 122

GTM Pipeline SQL UX 122

SaaStr

JUNE 27, 2024

In 2021, they grew from 50 people to 650 people in one year, and now they have over 1,100 people in 170+ countries and tens of thousands of customers. When Remote had 120 people two weeks into 2021, they planned to scale to 600 that year. If someone else succeeds at some GTM strategy, you will, too, right? And it was true.

GTM 105

GTM Launch Finance Start-ups 105

SaaStr

AUGUST 29, 2022

with Confluent’s President : Amidst the volatility of today’s economic climate and market, GTM leaders need to be especially savvy when it comes to their company growth strategies and earning their customers’ love. So how do modern GTM leaders build processes for growth based on their product, price point, and target customer?

GTM 116

GTM Growth B2B Territory 116

SaaStr

JULY 31, 2022

VC all seemed like a game in the boom times of 2021 and late 2020. 7 Secrets to a Successful SMB GTM Strategy with PayFit and Accel. It turns out, most founders don’t do a 50/50 split. A 2:1 split is most common. Much more here. The 10x Rule: What Raising $1 of Venture Capital Really Means. It’s not as fun anymore.

GTM 122

GTM Price Gaming Growth 122

Martech

JULY 14, 2022

A survey by the IT Sales and Marketing Association (ITSMA) found 27% of the marketing budget dedicated to ABM in 2021, with 75% of those surveyed saying they planned to increase spending on ABM in 2022.

B2B 122

B2B GTM Technology Technology 122

SaaStr

JANUARY 30, 2024

It’s a SaaS startup that basically fell out of product-market fit after the 2021 boom … but has enough revenue and high enough NRR to keep going. It took remaking the management team, changing the GTM, and rebooting the product dramatically. It’s the “NRR Zombie”. What’s that? But they did it. They never gave up. Is that you?

GTM 120

GTM Finance Growth Gaming 120

SaaStr

AUGUST 29, 2023

It’s a sign you don’t have a true GTM team. In a sales-driven motion, you need a GTM team, and Sales and Marketing working together. You can’t ignore this. The passive aggressiveness, the mocking of marketing, etc. So a simple post, but an important one. At least mostly. At least partially.

GTM 98

GTM Sales Meeting Closing 98

SaaStr

SEPTEMBER 23, 2022

Cloud 100 multiples have fallen in 2022 –– ARR multiples rose nearly fourfold from 9x in 2016 to 34x in 2021 and down to 30x in 2022. These cloud businesses have product-market fit, scalable GTM, and a growing customer base. . VC funding has decreased 23% quarter-over-quarter in Q2 of this year. Introducing the Centaur.

GTM 123

GTM Contract Growth Follow-up 123

Highspot

OCTOBER 5, 2021

5, 2021 /PRNewswire/ — Highspot , the sales enablement platform that increases the performance of sales teams, today announced that its second annual global user conference, Highspot Spark 2021 , will take place on November 3–4. SEATTLE, Oct. About Highspot. Contact: Elena Edington, 206-817-4339, elena.edington@highspot.com. ###.

Customers 52

Customers Teamwork GTM Strategize 52

SaaStr

MAY 8, 2024

Sales is much harder than in 2021. 2021 made no sense in terms of budgeting. The average public company today has over $300k of revenue per employee; in 2021, it was just over $100k. In 2021, many sales folks were marginally efficient. Exactly as hard as it always used to be,” Jason shares. How do you budget this?

Quota 110

Quota Price GTM Finance 110

Sales Hacker

SEPTEMBER 1, 2022

Titles you’re likely to see for this role include Sales Manager, Enablement Manager, and GTM Specialist. They have a firm grasp of GTM strategies, value propositions, and positioning, as well as familiarity with your company’s KPIs and workflows. Chris Asmar, Customer Success Manager.

GTM 107

GTM Contract CRM Meeting 107

SaaStr

NOVEMBER 25, 2022

In my ecosystem, these are a combination of “nice to haves” that are struggling to get budget today and folks that didn’t really iterate their product portfolio or GTM since the start of the year. Net net, no doubt it’s tougher times for most than at the start of 2021. But not for everyone.

GTM 97

GTM Growth Product 97

Sales Hacker

NOVEMBER 24, 2023

More for your eardrums : Mike Vichich is the Co-Founder and CEO of Wisely , which he successfully sold to Olo for $187 million in 2021. Hottest GTM jobs of the week: Mid Market Account Executive at Vividly – more details here. See more top GTM jobs here. Tune in for this behind the scenes insight. That’s it, that’s all.

GTM 116

GTM Trust Start-ups Growth 116

SaaStr

JUNE 6, 2021

. “The 5 things that kill startups after their seed rounds with Michael Seibel, CEO of Y Combinator” A SaaStr Classic and we are super excited Michael is joining us again for a Masterclass at 2021 SaaStr Annual Sep 27-29 in SF Bay Area!! More here. #2. With a tiny 1/100th the size (or likely less): #6. A must watch. #7.

GTM 104

GTM Strategize Up-sell Service 104

SaaStr

MARCH 15, 2024

The question is, how do they translate or take that passion and create products, value propositions, messages, and GTM motions that are more strategic and have a bigger impact on those businesses? Most companies aren’t good at cross-organizational in a single GTM mode, but you have to be. This is part of the playbook. Times were good.

GTM 111

GTM Cross-sell Start-ups Growth 111