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. They hire a VP of Sales who doesn’t want to sell or learn the product. Let’s jump right in.

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. SC Moatti, Founding Partner – Mighty Capital – presenting “The Playbook for The Age of Product: Winning Against Tech Giants”. SaaStr is the most productive conference I attend every year.

Meeting 124

Meeting GTM Legal Presentation 124

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. The optics, however, proved dramatically different when we went to monetize our free product. Plan accordingly.

Growth 115

Growth Product GTM X-functional 115

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

Sales Hacker

JUNE 16, 2021

Here’s my guess: you’d see a GTM organization working together like a well-oiled machine. They’re all on board – marketing, sales, product, customer success, and executive leaders. Your GTM teams are made up of people, and people are resistant to change how they learn and sell. What is sales enablement? Training platforms.

GTM 121

GTM Contract Quota CRM 121

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. We’ve got you covered with content on scaling, sales, product-led growth, and especially the focus of this post, Marketing. Tickets to Scale are free, so be sure to sign up to join us live.

GTM 111

GTM Growth Consult Go To Market 111

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

JANUARY 25, 2021

Ready to turbocharge and increase your SaaS sales in 2021? Tie your deal to a corporate objective such as a digital transformation, or a cloud-first initiative, or a new product line. A product needs to be sticky for it to work, and the churn manageable. Optimize Your GTM Tech Stack to Further Enable Your Remote Sales Team.

Cross-sell 98

Cross-sell GTM Territory Sales 98

SaaStr

APRIL 7, 2021

1. “SaaStr 417: How Sales and Product Really Should Work Together with Javier Molina, VP, Corporate Sales, Americas @ MongoDB and Sahir Azam, Chief Customer Officer” A super important topic we don’t hear discussed enough. #2. How to build amazing products at scale. #4.

GTM 97

GTM Up-sell Service Growth 97

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 In a 100-person company, 10 people will be doing half the work.

GTM 119

GTM Pipeline Finance Growth 119

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. Subscribe for free to receive new posts and support my work. That’s not the case today.

GTM 120

GTM Launch Growth Networking 120

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 Sales Growth 108

Sales Hacker

OCTOBER 4, 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. Product : Vanta Your deal is almost closed, and all that’s left is the security review. The same principle applies – build demand for your product while you’re building.

GTM 111

GTM Launch Education Account management 111

ConversionXL

JANUARY 18, 2022

To succeed in today’s crowded market, you need to harmonize product marketing and brand marketing. In this article, you’ll learn the difference between brand marketing and product marketing, and how to balance both to stand out above the crowd. Brand vs product marketing: Friends or foe? They rely on each other for success.

Product 110

Product GTM Construction Launch 110

SaaStr

OCTOBER 4, 2024

In today’s dynamic SaaS landscape of hyperfuncational SaaS, the journey of building a product that customers adore, while simultaneously scaling revenue to nearly $1B, is still quite a feat. Not only is Klaviyo a rocketship but also the first to IPO in over 2 years (since December 2021) when it went public in September of 2023.

E-commerce 124

E-commerce Product Customers Niche 124

SaaStr

JANUARY 12, 2024

It probably won’t go back to 2021 levels, but it will be some kind of growth. When you’re growing, you don’t have time to see how much people are using your product, so it can’t last unless we’re in a global meltdown, and we’re not. People did invest a lot in CSM, and in 2021 and 2022, the CSM population grew roughly 20%.

Customers 129

Customers GTM Growth Clients 129

ConversionXL

JUNE 25, 2021

An effective product launch strategy helps you generate awareness, build intrigue, and validate your product positioning. The best product launches take into account the product lifecycle—understanding where it fits into the bigger picture, and how to transition through each phase. But it’s not a linear journey.

Launch 96

Launch Product Non-Profits GTM 96

SaaStr

JULY 30, 2021

We’re putting the final touch-ups on the 100% outdoors and open-air, 100% vaccinated 2021 SaaStr Annual Sep 27-29 in SF Bay Area. Anique Drumright, VP Product @ Loom. Lawrence Huang, Vice President of Product Management @ Cisco Meraki. Prajakta Kemkar Director of Product Management @ Routable.

GTM 111

GTM Territory Finance Product 111

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

MAY 15, 2022

When to Go Multi-Product in SaaS. 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. Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: SaaS Multiples Are At a 3+ Year Low.

GTM 110

GTM Up-sell Engineering Growth 110

SaaStr

JUNE 27, 2024

In 2020, they still didn’t have a finished product until May, when they onboarded their first customer. 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. How Can You Tell When You Have Product Market Fit? And it was true.

GTM 105

GTM Launch Finance Start-ups 105

SaaStr

AUGUST 29, 2022

They’ll take you through their own personal experiences, from creating a scalable product strategy to building an enduring company that puts people and purpose before profit. In other words, companies need to sell a vision – not a product.

GTM 116

GTM Growth B2B Territory 116

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. If the founders are truly committed and truly want it, then that existing $2m-$20m in ARR becomes customer funding for the next generation of products and software. What’s that?

GTM 120

GTM Finance Growth Gaming 120

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. SaaS Pricing Strategies that Work: How to Design an Optimal Pricing Model with FastSpring VP Product. It turns out, most founders don’t do a 50/50 split. A 2:1 split is most common.

GTM 122

GTM Price Gaming Growth 122

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. Cloud Will Help Close the Gap in Global Productivity. These cloud businesses have product-market fit, scalable GTM, and a growing customer base. . Activate your product-led growth levers.

GTM 123

GTM Contract Growth Follow-up 123

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. In a prior life, Amit also led product and UX teams at Yahoo and Oracle. Share The GTM Newsletter That’s it, that’s all. Have a great weekend!

GTM 122

GTM Pipeline SQL UX 122

SaaStr

JULY 27, 2022

If a SaaS business hopes to win over the SMB market successfully, it will need a precise GTM approach. At the SaaStr Europa 2022 event, Accel Partner Philippe Botteri interviewed PayFit CEO & Co-Founder Firmin Zocchetto to ask about his GTM strategy. . Boterri’s company Accel invested in PayFit in 2017 and again in 2021.

Go To Market 97

Go To Market GTM B2C Price 97

Martech

JULY 14, 2022

Factors driving changes in ABM include shifts in buyer preferences and pre-purchase behavior, as well as the development of more sophisticated technology and data products that enable marketers to analyze behavior, identify in-market audiences, and craft experiences for a buying group or its individual members.

B2B 120

B2B GTM Technology Technology 120

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

Last week, they launched a product called Vimeo Central, a complete suite for using video in collaboration and employee engagement. Vimeo has millions of people interacting with their product every month, and what’s the one thing so many founders struggle with? Vimeo has new and Enterprise products so that probably means many ICPs.

GTM 111

GTM Cross-sell Start-ups Growth 111

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

SaaStr

JULY 11, 2024

For sales, product, or customer success, the best question you could ask is, “What would you do your first couple of weeks?” What do the best Heads of Product and VPs of Sales say? Can Early-Stage Startups Run PLG and Enterprise GTM Motions at the Same Time? They aren’t building your products or listening to your customers.

GTM 116

GTM Growth Start-ups Closing 116

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. If your product is like Hubspot, price it like Hubspot. How do you budget this?

Quota 110

Quota Price GTM Finance 110

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. Product Marketing Manager, Partnerships at Crossbeam – more details here.

GTM 116

GTM Trust Start-ups Growth 116

Sales Hacker

MARCH 1, 2024

Hello and welcome to The GTM Newsletter – read by over 50,000 revenue professionals weekly to scale their companies and careers. Join us at the gorgeous Proper Hotel in Austin on May 15-16 and hear how the top SaaS companies are leveraging partner ecosystems in their GTM motions aka Ecosystem-Led Growth. Austin’s F1 track.

GTM 93

GTM Launch B2B Lead generation 93

Martech

AUGUST 29, 2023

million sessions in 2021, per Niche Pursuits) GA blog SimoAhava.com. Previously, she was VP of product marketing & growth at Quantcast, and before that, she was a product manager and the analytics evangelist for the Google Analytics team. Simo Ahava Simo is the creator and writer of the incredibly popular (1.3

GTM 108

GTM Consult Niche Follow-up 108