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 92

GTM Growth Consult Go To Market 92

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 92

GTM Pipeline Finance Growth 92

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 90

Growth Product GTM X-functional 90

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 104

GTM Contract Quota CRM 104

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 106

E-commerce Product Customers Niche 106

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 92

Meeting GTM Legal Presentation 92

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 65

GTM Up-sell Growth Service 65

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 66

Cross-sell GTM Territory Sales 66

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 119

GTM Price Growth Product 119

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 87

Go To Market GTM Non-Profits Quota 87

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 94

GTM Launch Growth Networking 94

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 81

GTM Launch Finance Start-ups 81

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

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 67

GTM Growth Profit margin Contract 67

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

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 77

GTM Launch B2B Lead generation 77

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 98

Customers GTM Growth Clients 98

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 88

GTM Finance Growth Gaming 88

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 88

GTM Cross-sell Start-ups Growth 88

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

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 97

GTM Pipeline SQL UX 97

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 96

GTM Growth B2B Territory 96

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 111

GTM Consult Niche Follow-up 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 83

GTM Up-sell Engineering Growth 83

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 83

GTM Growth Start-ups Closing 83

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 82

Quota Price GTM Finance 82

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 88

GTM Trust Start-ups Growth 88

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 73

Go To Market GTM B2C Price 73

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 126

B2B GTM Technology Technology 126

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 97

GTM Price Gaming Growth 97

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 93

GTM Contract Growth Follow-up 93

Highspot

FEBRUARY 1, 2024

Our Mission Our mission statement has remained consistent throughout our history: deliver breakthrough products that transform the way millions of people work. Two recent research findings validate the category’s importance and growth: Spending on sales enablement technology grew 35.7% in 2022, after growth of 19.7%

Customers 64

Customers GTM Account management Government 64

SaaStr

MAY 24, 2021

We’re super excited to be gearing up for 2021 SaaStr Enterprise this week! Roundtable: Fueling Product Innovation on the Path to $10B with Workday. Roundtable: How Product & Marketing Should Work Together with PagerDuty. Flywheelin’ : 10 Learnings from Atlassian’s Unique GTM Model. Michael Sindicich. MK Getler.

GTM 64

GTM Strategize Up-sell Growth 64

Sales Hacker

SEPTEMBER 2, 2023

Thanks for reading The GTM Newsletter! They have design partners or minuscule revenue from other tech companies that scream false positives for product-market fit. We’ve put ourselves in a prime position to invest in AI infrastructure, Enterprise AI, and Vertical AI companies and we have been since our inception in 2021.

GTM 78

GTM Negotiate Pipeline Contract 78

SaaStr

MARCH 20, 2024

For folks in SaaS, what got confusing in 2021 is that growth blew up so much in SaaS that the venture bar got lower. In 2021 and 2022, the money was a net negative, and what GTM organizations did was twofold. When recruiting, that first VP of Sales, Marketing, CS, and Product has to carry a bag for real.

Quota 101

Quota Finance Drivers/motivators Growth 101

Highspot

JUNE 25, 2021

When building a go-to-market (GTM) strategy, it’s critical for sales and marketing teams to align on a number of factors, such as target audience, messaging, and what type of content to share throughout the buyer journey. . Align First, Engage Second. Empower Reps with Customizable Content and Guidance.

GTM 59

GTM Drivers/motivators Launch Quota 59

SaaStr

OCTOBER 27, 2023

Jason re-takes the stage in Part 2 of the series to answer questions about the right time is to invest in a new product line, building vertical vs. horizontal, multiples in 2024, and much more. When you have a lot of sub-use cases, it makes sense to go horizontal, but after two or three of them, the product can become weird.

Strategize 95

Strategize Growth Niche Quota 95