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Max Altschuler is the Founder and General Partner of GTMfund , an early-stage fund focused on B2B SaaS startup backed by the world’s best tech GTM leaders. In 2023, Max acquired the company he once founded, SalesHacker, bringing it under the GTMfund umbrella and rebranding it as GTMnow. The changing landscape of VC and go-to-market.
Continuing to navigate the “next normal” world, marketing and GTM teams have been under new pressures due to inflation, talent shortages, slowing economic conditions, possible renewed COVID restrictions, and the digital transformation hangover. Price and product are only two of many operational GTM levers.
In this article, we will: Sprinkle in knowledge gained from a recent roundtable with B2B marketing leaders on the data, tools and processes used in sales and marketing account-based go-to-market (GTM) motions. What is the number one value proposition of intent in today’s GTM efforts?
Marketing must drive the transition from problem-market fit to product-market fit. As Emma’s company navigates from problem-market fit to product-market fit, understanding the differences between marketing and go-to-market (GTM) strategy becomes vital. Here’s why it matters and how it can be done.
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.
with Aashish Krishna Kumar, Head of GTM at Togai Sales Enablement 2.0 – Elevate Rep Performance with Divanshu Goyal, Sales at GTM Buddy Common scaling pains for SaaS businesses and how to overcome them. The post Braindates Are Open for SaaStr APAC 2023! Happy Brain-dating! See you at SaaStr APAC.
The developers they hire into CS are engaging as peers with customers and people using the product. The pie chart above is from 2023 and is part of a regular NPS survey where they ask customers what they do and don’t like about Cloudinary. They’ll be a great asset as you model GTM motions. This is where the big mistake came in.
2023 has been a difficult year for many tech companies. However, Sam Blond, Partner at Founders Fund & Host of the SaaStr CRO Confidential Podcast , believes there are reasons to be optimistic for the rest of 2023. Could reps be poorly educated on the product itself? SaaStr Workshop Wednesdays are LIVE every Wednesday.
The customer journey for B2B software is long and complex for everything but the most basic, inexpensive products. Regardless of the complexity of the product or process, it’s safe to say most B2B SaaS buyers want to see the product in action before they invest. Free trials: Users try the software for a limited number of days.
We’re adding the final batches of Workshops and Braindates for 2023 SaaStr Annual!! The post 55+ New Workshops and Braindates for 2023 SaaStr Annual appeared first on SaaStr. Ok we are close!! Ari Lee Bayme, Managing Director @ Sandfox Advisors See You There!! Ari Lee Bayme, Managing Director @ Sandfox Advisors See You There!!
Join Andrew Arocha , CRO at Drift and Melton Littlepage at CMO, Outreach to learn how GTM teams working in synergy can: Create quality pipeline with qualified buyers Increase seller efficiency and productivity to deliver more revenue per seller Accelerate deal velocity and win rates – at the same time The post Live Replay: How to create and close (..)
One of the open secrets behind a lot of great SaaS companies is going multi-product. Jack Altman, CEO and co-founder of Lattice, firmly believes that many more companies should be multi-product, and many should go multi-product earlier than they think. Think of the user journey and the people who are using your products.
Product: These are your end-users who want to know how your product or service can help them achieve specific goals. In 2023, Max acquired the company he once founded, SalesHacker, bringing it under the GTMfund umbrella and rebranding it as GTMnow. Category: These are your decision-makers.
SaaStr Annual 2023 is Sep 6-8 in the SF Bay Area! From $5M to $100M: Founder Secrets to Scaling a Multi-Product Startup with Lattice’s CEO Jack Altman, co-founder and CEO of Lattice shares the secrets to scaling doing multi-product. So we’re getting closer!! Join 12,500+ of the Best in SaaS and Cloud!
It was a tough growth environment, but it feels like it’s changing in 2023. Is Your GTM Strategy Poking Holes In The Ship GTM strategy has been one of the biggest areas of inefficiency over the last two years. AE and SDR compensation is another tactic to align GTM with what you want.
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.
By Brittany Lieu , Marketing Consultant at Heinz Marketing Interested in hearing seasoned CMOs’ insights on 2023 go-to-market strategies? By “whiteboarding’ the full demand generation production line and identifying weak spots, you create visibility and accountability for every step of the process. Watch it here.
The Sales Hacker Newsletter has now merged with The GTM Newsletter to make one of the largest newsletters in the space. As always, you’ll hear real stories/strategies/tactics from real revenue operators spanning: sales, marketing, customer success, operations/enablement, product and hiring. Thanks for reading The GTM Newsletter!
In a recent G2 Reach 2023 panel discussion about go-to-market (GTM) strategies, B2B SaaS leaders across marketing, sales, and product landscapes shared time-tested insights on how to align organizational efforts effectively.
Before we get into who is competing in this race, let’s talk about the “why” behind the positioning battle underway for the minds, hearts, and wallets of the B2B go-to-market (GTM) teams. Many providers see these market shifts as an opportunity to broaden their product visions. Sales Engagement platforms.
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.
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. In some ways, NRR Zombies are outputs of the actions of 2023, especially for venture-backed startups. Here’s my core point: everyone sort of got a pass for this state in 2023.
As we gear up for SaaStr Annual 2023 in the SF Bay Area on 6-7 September , we wanted to take a look back at some of our most iconic speakers and sessions from over the years, that we can still learn from today. Unsurprisingly, Product Led Growth has been one of the most popular discussion topics at the past few SaaStr Annuals.
I see numbers like “$600 billion,” “10 years” and “2023” and names like “IAB Europe” and “World Federation of Advertisers.” In May, Hopin wrote “Community Is the New Organic GTM Strategy.” How all of that is relevant for companies who are planning their GTM campaigns. Here’s an example.
Looking forward to the second half of 2023, we are recalibrating go-to-market plans for what I call the “next normal.” ” Brands were working on transformative GTM efforts pre-pandemic. From my analysis, the significant new GTM investments we saw led to severely diminishing returns. The single North Star metric.
This is a special Wednesday edition of The GTM Newsletter by GTMnow – read by over 52,000 revenue professionals weekly to stay up-to-date on go-to-market and scale their companies and careers. Product : Attention At Attention, call recordings and CRM auto-fill are just the beginning.
Investing in RevOps is a powerful opportunity to positively impact your company's bottom line: In fact, B2B companies that invest in RevOps report a 10% to 20% increase in sales productivity and 30% reduction in GTM expenses. Let's dive into some of the biggest missteps she sees RevOps teams making, and how you can avoid them.
Most often, it comes down to go-to-market (GTM) execution. Behind the Curtains of 2 Companies Killing It Take a peek behind the curtains at some of the go-to-market strategies and tactics behind these two companies excelling despite challenging times Owner : Behind the curtains Year-to-date in 2023 (11 months) Owner has grown 2.6X
Thanks for reading The GTM Newsletter! Most of the cost of building the product (R&D) is completed in the early-stages of a company’s lifecycle. As you grow and the product evolves, the incremental cost of distributing that product – or creating one more software instance – is next to zero.
VC State of the Market with SaaStr’s CEO and Cowboy Ventures : Hear from SaaS VC legend, Aileen Lee , and SaaStr’s CEO Jason Lemkin on the current state of VC and what you need to know for 2023 and beyond. In other words, companies need to sell a vision – not a product.
“A key focus for retailers and ecommerce brands in 2024 will be transforming great in-person conversations and purchase experiences into natural interactions through messaging apps — in other words, mimicking the in-store experience in our virtual world,” said Joscha Koepke, head of product at conversational marketing company Connectly.
Product-led growth is a hot topic. As a startup, you want people to love your product, plain and simple. At SaaStr APAC 2023, Matt Vethuis, the VP, APJ at Amplitude, shared his take on how to bring power to your products through a hybrid blend of product and sales-led growth called product-led sales.
Customer Success Is Vulnerable to Cuts Jason shared that he didn’t realize how vulnerable customer success was to cuts until 2023. So e ven if you had a hard 2023, there’s magic in this chart. Prediction #2: Vendor Consolidation Continues In 2023, there was a lot of focus on fewer vendors. Let’s dive in.
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.
Proving the point: 81% of marketing leaders say gen AI won’t reduce team size, according to a May 2023 Norwest Ventures generative AI survey of marketers. Software providers are bringing new AI tools and adding AI capabilities to products marketers use every day. The elimination of marketing roles and jobs is reactionary.
Unlike previous upgrade iterations, GA4 is a brand-new product. By 2023, Google plans to do the same. Google’s AI-powered insights automatically alert you to product data trends. To do this, you’ll first need to configure GTM. Here’s how to set it up in GTM: Click Tags > New. Configure Google Tag Manager.
I sat in the virtual crowd at INBOUND 2023, eagerly absorbing the keynote speech from Yamini Rangan, CEO of HubSpot. And the most intelligent way to use intelligence as a B2B GTM professional is to drive customer retention.” – Yamini Rangan, CEO at HubSpot Yes! Inbound GTM strategies are also taking a big hit. It never came.
According to research from GTM Partners, 86% of B2B companies are using an outbound strategy, which it defines more broadly as a combination of account-based marketing (ABM) and selling, and the use of content hubs and SDRs. Reps need to: Source data on companies and prospects interested in the product or service. Send the messages.
Now, I’m sharing more details about our first-sale teams’ strategy, including new talent joining us at a time when sales enablement has become essential to businesses’ go-to-market (GTM) success. We can control our GTM strategy. 2023 ︎ Gartner, “How to Convert More Prospects Using Revenue Enablement Analytics”, Jan.
Thanks for reading The GTM Newsletter! Share Alright, AI continues to be the biggest talking point of 2023 ( are we sick of talking about it yet? ) – with every SaaS company on the face of the earth looking to experiment with some kind of AI integration into their software; It’s become quite apparent that less is more in today’s world.
Connecting tools Under all the GA4 account options, you will see a new section called Product Links. This is where you can link additional Google products such as Google Ads, BigQuery, Google Search Console, and more. However, you do have to be an admin on both products you’re linking to.
How do you build GTM efficiency in SMB sales? The CRO at Owner, Kyle Norton, shares his learnings and strategies for building better efficiency into your GTM motion at Workshop Wednesday, held every Wednesday at 10 a.m. 2023 saw the team grow from 6-10 reps, which is pretty modest, and they built an SDR function.
The marketplace in 2023 prioritizes emerging technology and instantaneous communication. The state of B2B sales in 2023 Before creating a dynamic strategy, it is essential to understand the current state of B2B sales. Consequently, providers accommodated this exhaustion by creating multi-product platforms.
Their product increases enrollment and utilization while reducing employee costs and providing a substantially better experience. #2. By the time companies get to Series B, they’ve figured out their product-market fit but they still haven’t scaled. For the first three quarters of 2023, global funding was down 42% year over year.
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