SaaStr

FEBRUARY 27, 2024

Go-to-market (GTM) design and efficiency are sometimes overlooked, but they’re a critical driver of any SaaS business. What you actually end up with is quite an unprofitable business operating with -25% operating margin despite having a revenue scale of more than $600M. What does this mean? That’s a big gap. … wrong.

Go To Market 111

Go To Market GTM Non-Profits Quota 111

SaaStr

AUGUST 29, 2022

If you haven’t already, sign up here for tickets before we sell out. 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.

GTM 116

GTM Growth B2B Territory 116

Sales Hacker

NOVEMBER 3, 2023

Follow up IMMEDIATELY with a thoughtful note referencing things you talked to on the call. Save Your Seat More for your eyeballs : Enough hunch-based selling. Feeling energized and inspired coming out of these dinners, each of which had 30-40 GTM leaders. Next up: London and Dublin! See more top GTM jobs here.

GTM 120

GTM Represent Growth CRM 120

SaaStr

JULY 31, 2022

Each week, we round up our most popular content so you can catch up on anything you may have missed. Dear SaaStr: How Do You Split Up Founder Shares? It turns out, most founders don’t do a 50/50 split. VC all seemed like a game in the boom times of 2021 and late 2020. And 3 Things Not to Worry So Much About.

GTM 122

GTM Price Gaming Growth 122

SaaStr

MAY 15, 2022

Each week, we round up our most popular content so you can catch up on anything you may have missed. 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. Where It Goes From Here. When to Go Multi-Product in SaaS. Is it Really ARR?

GTM 110

GTM Up-sell Engineering Growth 110

Sales Hacker

FEBRUARY 2, 2024

Those three little letters that can stir up so much debate in the marketing and go-to-market world. We asked ourselves: ‘Would you rather have your competitor work remotely or be all huddled up in an office together?’ Listen on Spotify or find it anywhere you get your podcasts by searching “The GTM Podcast.” Our unanimous pick?

GTM 122

GTM Pipeline SQL UX 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. Meanwhile, Terminus and Dun & Bradstreet are unifying around a CDP. More M&A. Account-based marketing: A snapshot. What it is.

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!! “Bottom Up vs. . Bottoms up or Top Down selling? More here. #2.

GTM 104

GTM Strategize Up-sell Service 104

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. Job still does interviews for everyone, director and up, but not for the ICs and managers of ICs, for the most part. Give them money to meet up. Treat people well.

GTM 105

GTM Launch Finance Start-ups 105

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

SaaStr

MARCH 15, 2024

This is how Adam ended up at Vimeo. They sell a lot into internal video, which is employee engagement. One of the strategy changes is to say, “Hey if we turn up the innovation and actual product quality, can we ultimately get around having to spend all this money on advertising?” There is a lot, yet more to do.

GTM 111

GTM Cross-sell Start-ups Growth 111

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

SaaStr

JULY 20, 2022

As start-ups begin to accumulate success and ?generate generate momentum, they will inevitably need to scale up. You’ve identified a persona to sell to and a problem you solve for buyers. Or, perhaps, you’ve secured a new round of funding and want to live up to the hype. Mistake #1: Premature GTM acceleration.

Cross-sell 104

Cross-sell GTM Finance Growth 104

SaaStr

MARCH 6, 2023

B2B founders and sales agents feel pressured to keep up with the rapidly evolving market. Digitalization of the buying and selling process. The status quo approach of going to market and old-school selling methods will not be sufficient.” Up until 2015, CRM ruled king in sales.

B2B 98

B2B Growth GTM CRM 98

SaaStr

MAY 24, 2021

We’re super excited to be gearing up for 2021 SaaStr Enterprise this week! Flywheelin’ : 10 Learnings from Atlassian’s Unique GTM Model. Bottom Up vs. Top Down Selling in the Enterprise with ThoughtSpot’s CEO. Check out some of the most popular sessions here , all of which are FREE to join!

GTM 76

GTM Strategize Up-sell Growth 76

Sales Hacker

SEPTEMBER 2, 2023

Thanks for reading The GTM Newsletter! Our RevTech stacks used to be much simpler… today we have an overwhelming amount of tooling and it can be hard to keep up. Has this gone up or down over the past year? —- Robert Simmons – VP of Sales Same per rep as last year. It’s gone up slightly but nothing significant.

GTM 97

GTM Negotiate Pipeline Contract 97

Sales Hacker

MAY 5, 2021

What better way than to round up the top RevOps professionals you need to be following, talking to and/or learning from? 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). Keith Jones , Manager of GTM systems at MURAL. Want a bit more context?

GTM 121

GTM Consult Territory Real Estate 121

SaaStr

NOVEMBER 24, 2021

It’s 2021, but surprisingly, a significant number of SaaS companies still use outdated sales compensation plans. The sales cycles go up; the close rates go down, and…our disruption risk goes way up.”. Sell it to your market for half the price. Email * The latest SaaStr updates straight to your inbox.

GTM 104

GTM Price Promote Commission 104

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. You have to find someone willing to visit customers in person and sell themselves.

Quota 122

Quota Finance Drivers/motivators Growth 122

SaaStr

NOVEMBER 3, 2023

We’ve talked about Toast a bit here on SaaStr – most recently we wrote up the 5 Interesting Learnings from Toast at $1.1B Jonathan saw them through IPO in 2021 with the highest software multiple IPO ever. They’re still cruising — growing a stunning 45% YOY – which led us to the question: How? and across the globe.

Growth 108

Growth Territory Referrals Customers 108

Sales Hacker

NOVEMBER 3, 2020

He is responsible for helping scale Vendition’s GTM strategy by developing partnerships with net new businesses to help Sales Leaders recruit, hire, and train top diverse sales development talent. Sales Hacker is not only the largest community for sales, it is the greatest source of truth for anyone selling in the B2B space.

Sales 127

Sales Real Estate Non-Profits B2B 127

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.

Product 110

Product GTM Construction Launch 110

Sales Hacker

APRIL 21, 2021

On Linkedin alone, a search for “revenue operations” in the US brings up almost 20,000 results. Traditionally businesses roll up their operations teams under the organization that they serve, resulting in siloed processes, software systems, and often, conflicting goals. Interned for Experian developing an international GTM strategy.

Finance 116

Finance Cross-sell GTM SQL 116

SaaStr

OCTOBER 4, 2024

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. They initially tried to sell to other startups on the basis that Klaviyo could help you with your customer marketing. There’s a lot to be said about setting goals, showing up, and meeting them.

E-commerce 124

E-commerce Product Customers Niche 124

Highspot

JUNE 25, 2021

Like many other rapidly growing companies, StackAdapt had to quickly establish and scale their sales enablement efforts – pivoting from reps building their own sales materials in silos, to a collaborative, centralized strategy that equips them with up-to-date, marketing-approved content that they can customize, share, and measure. .

GTM 59

GTM Drivers/motivators Launch Quota 59

ConversionXL

JUNE 25, 2021

The typical product lifecycle can be broken down into four stages: Introduction: Your product may still be in development and your marketing goals focus on generating awareness and motivating users to sign up and purchase. Decline: New user sign-ups and revenue begins to decrease. Growth: A sharp increase in users and sales.

Launch 96

Launch Product Non-Profits GTM 96

Outreach

APRIL 30, 2021

What worked one year ago is not necessarily the most relevant in today’s selling world. With the sales tech at our disposal today, let’s take a look at how sales leaders can mature their sales process to operate with confidence in 2021. High performing GTM teams are constantly evaluating their sales process.

Process 52

Process GTM Referrals Sales 52

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. We’re often encouraged to hide, toughen up, and bury our emotions. Your sales career project has ups and downs. Anita Nielsen is a best-selling author and sales performance coach. Anita Nielsen.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

Outreach

DECEMBER 17, 2020

To help you continue to adapt your GTM strategy in 2021, we’ve rounded up some of our best sales blog posts from 2020. Selling in a COVID-19 World - 4 Immediate Steps to Take Hard to believe but at the beginning of 2020, we were traveling to meet clients and shaking hands with colleagues. Read the article.

GTM 52

GTM Sales B2B Clients 52

Gong.io

APRIL 15, 2022

David Ellis, Sales Director at LinkedIn , summed it up nicely — “Revenue Intelligence enables us to go from hypothesis to data to actionable insights. New reps are ramping up faster and getting over 100% quota within the first few months of their ramp.” . Selling is a team sport. Next up: AI and “exciting automation stuff.”.

CRM 62

CRM Pitch Up-sell GTM 62

Outreach

JUNE 3, 2021

Unleash 2021 continues to ripple across the sales community, as revenue teams put learnings into practice. Here are the top 10 Unleash takeaways from every angle of our very own GTM team: Harmony Anderson , Senior Director of Demand Generation. There were so many great nuggets of knowledge that came out of Unleash 2021!

GTM 59

GTM Objectives and Key Results Angle Legal 59

Sales Hacker

JUNE 16, 2022

Listen for the signals and the tells, so you can calibrate your GTM motion if needed. CMO of 6sense & GTM advisor. Those are the accounts that are the best fit for what you sell and are showing intent to buy right now. 2021 and 2022 Salesforce Sales Leader to Follow; founder, consultant, author. Latané Conant.

GTM 112

GTM Sales Pipeline Inside sales 112

G2

NOVEMBER 20, 2023

To amp up a brand, many manufacturers and dealers have started to capitalize on modern technology like automotive marketing software. These tools help dealers market their services, hyping up the excitement surrounding their brand. to the overall GDP and 49% to the manufacturing GDP in 2021. In 2021, 9.2 The US had 36.2

Manufacturing 52

Manufacturing E-commerce Transportation Electricity 52

SaaStr

FEBRUARY 25, 2025

So the 2021 GTM Playbook is Dead. That playbook was fueled by a desire to load up on 100s of new SaaS apps to fuel a pandemic-inspired buying spree. So if the 2021 GTM playbook is dead, what has replaced it? Ask anyone selling bigger deals or in vertical SaaS is this works. Almost all of us agree about that.

GTM 109

GTM Legal Price Up-sell 109

Highspot

NOVEMBER 7, 2022

A sales enablement tool should enable go-to-market (GTM) teams to support the sales team with content, training, coaching, and analytics — helping sellers provide a stellar buying experience and ultimately drive revenue growth. Will the solution highlight initiatives that boost bottom-line growth? CONTENT GOVERNANCE. SALES COACHING.

Government 52

Government GTM Sales Strategic partnership 52

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. Thats why HG Insights created The Next Generation of Sales AI report to calm the FOMO and help you bring AI to your GTM teams. 35:30) Optimal team structures for SMB sales organizations. (52:25)

GTM 114

GTM Construction Up-sell Cross-sell 114

Sales Hacker

MARCH 10, 2025

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. His introduction to Levelset was pure chance. The result?

GTM 73

GTM Construction Launch Quota 73