SaaStr

NOVEMBER 24, 2021

Says Roberge, “We’re using a sales comp plan that was invented in the 1980s, and it’s causing our customers to utilize their licenses at a lower rate, and it’s causing revenue contraction.”. Once you find your product-market fit, you figure out your GTM fit, and you are ready to ramp up growth and begin to scale.

GTM 102

GTM Price Promote Commission 102

Sales Hacker

JANUARY 13, 2021

OEM licenses are significantly larger deal sizes than direct to end-user contracts because the licensee is usually pushing out the software to their entire customer base or a large portion of their customer base. One OEM contract can give thousands or tens of thousands of end-users access to the licensor’s software. Exclusivity.

GTM 83

GTM Negotiate Profit margin Contract 83

Sales Hacker

AUGUST 25, 2023

Now that we’ve officially combined The Sales Hacker newsletter with The GTM Newsletter, we’re almost 60K strong! Thanks for being part of the GTM community. As always, you can catch up on past articles, podcasts and newsletters all in one place at the new home of Sales Hacker: GTMnow.com Thanks for reading The GTM Newsletter!

GTM 52

GTM Contract Cross-sell Account management 52

Partners in Excellence

MAY 10, 2024

Customer could choose to sign contracts for several years, but they couldn’t purchase them outright. The problem with the way we look at “As A Service,” is we tend to conflate an business strategies, financial, cashflow, revenue recognition strategies; and GTM/sales strategies. It’s much easier to justify!”

Service 48

Service GTM Contract Up-sell 48

Sales Hacker

SEPTEMBER 11, 2020

This funding generally gives the company a couple of years to further develop its products, team, and begin to tackle its GTM (go-to-market) strategy. Conduct an RFP process and negotiate contract terms among the front-runners. – Marcus Lo, Head of Finance, Crunchbase. It’s no longer just an idea. Go Find Your Unicorn.

Sell 90

Sell Minimum Viable Product Objectives and Key Results Cross-sell 90

SaaStr

OCTOBER 10, 2023

For many organizations, friction can arise between the GTM engine and the legal team. Balance Long-Term Risk with Short-Term Gain : Every business arrangement or contract balances risk and reward, both for the present and future. And it often comes down to a misalignment in goals. Remember the hierarchy of needs!

Legal 67

Legal Closing GTM Finance 67

Sales Hacker

MAY 26, 2021

The focus is on things like reporting, territory management and later stage tasks such as contract negotiations and finance approvals. Here, you can work on how to build out product and sales training requirements, managing knowledge bases, and developing rules and tools for contracts and other financial documents. Performance.

Territory 66

Territory Objectives and Key Results Finance Cross-sell 66

SaaStr

MARCH 31, 2022

Director of GTM Ops, Sapphire Ventures. During this time of remote workforce, budgets are tightening and a lot of our enterprise customers are using their pre committed cloud security contracts to buy enterprise software and software from ISVs. Jessica Alexander, Senior Director Cloud Technology & OEM Partnerships, Crowdstrike.

Cross-sell 103

Cross-sell Finance Strategize Technology 103

Sales Hacker

NOVEMBER 15, 2017

Average Contract Value. Annual Recurring Revenue (ARR) is the value of contracted, often subscription-based revenues normalized for one calendar year. Average Contract Value (ACV) is the average revenue you derive from a single customer in a given period. Account-Based Selling / Sales Development. Account Executive.

B2B 105

B2B E-commerce Cold Call Represent 105

Lead Fuze

JANUARY 1, 2022

OEM licenses are larger than direct to end-user contracts because the licensee is usually pushing out software to their entire customer base or a large portion of it. One OEM contract can give thousands or tens of thousands access to licensors software. Licensing OEM software Sellers. New OEM Software Structure. Exclusivity.

Negotiate 52

Negotiate Profit margin Contract Price 52

SaaStr

JANUARY 6, 2023

There are a lot of opportunities to be found in tinkering and innovating on your GTM side that you may not have thought about before with regard to how to smooth the sales funnel. They want to sign big contracts. In order to get started with Attentive, in the beginning, would take about 30 to 60 days. They want to sign big commitments.

Legal 52

Legal Prospecting Customers Contract 52

SaaStr

JUNE 16, 2020

Leveraging survey data from 66+ enterprise SaaS companies, Matt Garratt, Managing Partner of Salesforce Ventures shares the landscape of how businesses are shifting their sales & GTM strategies to react to today’s uncertain times. Contract modifications were still so decentralized. We learned from that early on.

GTM 76

GTM Pipeline Healthcare Sales 76

Sales Hacker

FEBRUARY 3, 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. 7 CRO tips for smarter annual planning 1.

GTM 65

GTM Objectives and Key Results Quota Real Estate 65

Sales Hacker

DECEMBER 8, 2020

So I actually started a second business, which they shut down because they weren’t happy with the fact that I have done that in company time, it was a breach of contract, all that good stuff that I had been too naive to realize at the time, and just realize that this is the time to go and work for a startup.

Sales 110

Sales E-commerce Technology Technology 110

Martech

JULY 5, 2024

How it helps you This update is crucial for organizations in healthcare, finance and insurance that handle sensitive data. Create new deals in the months leading up to an anticipated contract renewal. This simplifies scoring while making it more accessible to teams using lead scoring for the first time.

CRM 114

CRM Campaign Contact Sales 114