SaaStr

MARCH 23, 2025

5 Key Learnings from Scaling from 3 to 75 Go-To-Market Team Members in Less Than 12 Months The latest SaaStr CRO Confidential is out and Sam Blond did a great deep dive with Graham Mareno, VP of Worldwide Sales at Codeium. I really liked this one and wanted to write up a few more learnings. What is Codeium and Windsurf?

GTM 99

GTM Territory Pipeline Growth 99

Sales Hacker

FEBRUARY 13, 2020

Transitioning from mid-market selling to enterprise selling isn’t easy. In our first post we focused on how to be product- and market-ready, but that’s still only part of the solution. 1) Marketing: Does your marketing appeal to enterprise orgs? Until we can see a realistic path to contracting, it’s not.

Go To Market 90

Go To Market Up-sell Sales Strategize 90

Sales Hacker

MARCH 21, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Inbound requests for larger contracts and enterprise agreements. We work closely together to be able to provide the top go-to-market talent for companies on a non-retainer basis.

Growth 81

Growth GTM Product Government 81

Sales Hacker

JULY 29, 2019

Today he’s discussing how to go to market with an enterprise solution. He has a deep background in enterprise sales, and it’s an incredible conversation about how you go to market with a true enterprise solution. Ed is the co-founder and President of Seismic, where he leads the company’s go-to-market efforts.

Go To Market 61

Go To Market Electricity Healthcare Education 61

Sales Hacker

APRIL 30, 2024

6:31 – Upwork’s challenge of the status quo in hiring contract talent. 34:33 – Aligning multiple go-to-market motions across market segments. 46:18 – One thing that is working for Eric in go-to-market right now. 9:40 – How Eric chooses the right companies to work for.

GTM 123

GTM Customers Contract Go To Market 123

InsightSquared

MARCH 6, 2018

They’ll ensure guidelines are properly adhered to and contracts are being executed, all while simultaneously working to eliminate barriers that slow down the contracting process. This means that sales ops will build a comprehensive tech stack (prospecting tools, email tracking, dialers, contract automation, etc.)

Contract 119

Contract CRM Territory Sales 119

Sales Hacker

SEPTEMBER 2, 2020

This is where a sales rep physically meets a potential customer to discuss needs, budgets, volumes, prices, requirements, timelines, and other contract details. Companies with small customer counts (10-100) and large annual contract values ($100,000+). That kind of contract size almost always requires an in-person meeting!

Inside sales 132

Inside sales Cold Call Contract Price 132

Martech

FEBRUARY 7, 2025

Dig deeper: How to develop a winning B2B ideal customer profile Formula 2: The catalyst has to become integral to the way you go to market Your ICP must also be embedded in every aspect of your go-to-market (GTM) strategy. How long will it take? Company A said, first lets figure out how we address your challenges.

GTM 75

GTM B2B Drivers/motivators Manufacturing 75

Sales Hacker

SEPTEMBER 29, 2020

Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. Sam Jacobs: Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. Sam’s Corner [28:45]. Show Introduction [00:10]. What is LinkSquares?

Contract 120

Contract X-functional Objectives and Key Results Legal 120

Sales Hacker

NOVEMBER 14, 2023

He was one of the first few reps hired at Yammer to sell into the Fortune 500, responsible for closing some of their largest, 7-figure contracts. Over the last few years he has advised and invested in many B2B SaaS companies, particularly focused on helping with Go-To-Market.

GTM 124

GTM Growth Referrals Contract 124

Sales Hacker

DECEMBER 1, 2023

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

GTM 122

GTM Contract Represent CRM 122

SaaStr

SEPTEMBER 5, 2022

Many product-led companies do not go to market with the right pricing. Think of a team of five to ten recruitment representatives who need to send out contracts for signature. Each rep is probably sending out multiple contracts per week. Each rep is probably sending out multiple contracts per week.

Contract 116

Contract Price Growth User Experience 116

Sales Hacker

FEBRUARY 3, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. An annual plan is a living document An annual plan is a hypothesis, not a rigid contract. The best CROs adapt based on market feedback, internal insights, and evolving priorities. 7 CRO tips for smarter annual planning 1.

GTM 69

GTM Objectives and Key Results Quota Real Estate 69

Salesforce

SEPTEMBER 27, 2021

Add to that, the company had previously signed a three-year contract with Slack for several thousand users, and five months later, it had blown past that allotment. Their contract was originally in our mid-market segment, but they outgrew our segment lines, which brought them into our enterprise team. see what's new.

Closing 98

Closing Contract Legal Cross-sell 98

Sales Hacker

SEPTEMBER 25, 2024

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. It was launched back in 2016, which given the rapid pace of go-to-market innovation, is becoming obsolete.

GTM 112

GTM Represent Growth Contract 112

SaaStr

APRIL 23, 2023

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: A Look Back: Slack at $30,000,000 in ARR 5 Interesting Learnings from Asana at $600,000,000 in ARR Is the Employer-Employee Social Contract in Tech … Now Broken? Want to Understand SaaS?

Contract 97

Contract Education Go To Market Product 97

Martech

SEPTEMBER 14, 2022

Over 90% of buyers said ease of implementation was a critical factor when it came to the decision to renew a contract. Other important considerations were ROI within six months and ease of use (most contracts were six months or less). There was a smaller increase in preference for value-added resellers. A lack of trust.

Contract 98

Contract B2B Technology Technology 98

SaaStr

APRIL 16, 2023

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: Is the Employer-Employee Social Contract in Tech … Now Broken? Your Marketing Site Really Should Be Even Better Than Your Product Dear SaaStr: How Much Of My Startup Do I Need To Sell In Each Venture Round?

Education 96

Education Contract Go To Market Up-sell 96

Heinz Marketing

SEPTEMBER 20, 2021

And what I really wanted to do was help marketing professionals understand that they need to gain influence and trust inside their own organization in order to be really successful. We’re helping customer success keep those customers, especially if it’s a B2B or a multi-year contract. Christina: Sure.

Pipeline 117

Pipeline Go To Market Sales Technology 117

Gong.io

SEPTEMBER 9, 2021

I don’t just sell — I coach and direct a go-to-market team.”. Those who dwell in due diligence: Budget approvers, legal/contract reviewers, and procurement analysts . I’d asked him what the biggest difference is between $50k and $500k deals. Stakeholders are crucial, and so is your team.

Closing 162

Closing Sports GTM Legal 162

Sales Hacker

JUNE 16, 2021

The mandate for sales enablement is to increase the effectiveness of their go-to-market (GTM) strategy by providing coaching, training, and introducing sales enablement platforms and tools. Select a vendor: Work with your finance and legal teams to make sure the contract terms are acceptable. What is sales enablement?

GTM 122

GTM Contract Quota CRM 122

Sales Hacker

DECEMBER 21, 2017

Contract Lifecycle Management. Contract Management. Contract Lifecycle Management. In addition to the technical and sales enablement responsibilities, the newly formed Sales Operations unit will be responsible for the following tasks: Go-to-market strategy & planning. Customer contract life cycle management.

Territory 107

Territory Non-Profits Contract Quota 107

SaaStr

SEPTEMBER 8, 2024

Make sure you know how your customers buy and tailor your go to market strategy and messaging to that. Get great at list building. Flexport started out by giving the software away for free and charging for moving the freight, which has worked amazingly well for them.

Non-Profits 130

Non-Profits Price Contract Start-ups 130

SaaStr

FEBRUARY 8, 2022

Waze defines value as the deal size or amount of the contract. Do you have a Go-to Market (GTM) for different market opportunities? To test your go-to-market strategies, understand the different opportunities, verticals, and company sizes in the market. Let’s look at them: Value.

Objectives and Key Results 119

Objectives and Key Results Pitch GTM Cold Call 119

SaaStr

NOVEMBER 23, 2022

It’s up to the CRO to keep a company’s marketing and product strategy in the kind of lockstep that drives it to produce the revenue it needs. For example, over the years, Angolia’s go-to-market strategy has tied together every part of its company, from finance to legal. . The life of a CRO is all about results.

Drivers/motivators 127

Drivers/motivators Trust Legal Finance 127

Sales Hacker

DECEMBER 21, 2023

Contracted $ARR quadrupled, win rates doubled, and ACV increased by 150%. Several leading indicators contributed here, including product maturity, a better understanding of our customers and competition, and better coordination across sales and marketing. Here are the areas of greatest impact SEs have made at Stytch: 1.

Engineering 128

Engineering Objectives and Key Results Drivers/motivators Teamwork 128

SaaStr

SEPTEMBER 12, 2023

Jason discusses two successful cold emails that he received and then funded – one from Mapistry that summarized the opportunity, customers, and growth profile, and one from Talkdesk that highlighted metrics, case studies, and go-to-market strategy when they were at $1M in ARR. Long-Term Contracts 8. Structured Data 4.

Price 116

Price Contract Territory Quota 116

Sales Hacker

FEBRUARY 16, 2024

Pocus brings together product usage and other intent signals (customer, community, marketing data) to surface top leads, enabling reps to act fast. Alexa’s passion for democratizing data for go-to-market teams began when she led sales strategy & operations at Dataminr, where she built internal solutions to power sales teams with data.

GTM 125

GTM Quota Contact Construction 125

Heinz Marketing

MARCH 28, 2023

By Payal Parikh , VP of Client Services at Heinz Marketing Most of us marketers have a generic idea of who our ideal customer is, and it’s crucial to communicate this information to everyone in the go-to-market (GTM) teams. When was the last time you defined your business’s Ideal Customer Profile (ICP)?

GTM 111

GTM Contract Clients Consult 111

SaaStr

JANUARY 5, 2022

We restructured all of our messaging around our Content Cloud to create a simplified go-to-market message that says what it does, and does what it says. Go big or go home. When Box was looking to reaccelerate and reinvigorate our growth, the first place we looked was our messaging.

Growth 122

Growth Contract Up-sell Product 122

SaaStr

JUNE 22, 2023

At Rattle , we are redefining the way revenue teams and leaders interact with their go-to-market systems! We empower companies of all sizes to pay and manage full-time and contract workers around the world. Banking services provided by Choice Financial Group and Evolve Bank & Trust®; Members FDIC.

Contract 97

Contract Engineering Trust Technique 97

Martech

OCTOBER 11, 2021

She has had a front-row seat for the evolution of those roles during a period when B2B go-to-market has become less transactional and more focused on long-term customer engagement. “Success managers, as we call them, are assigned to a customer from the moment they sign the contract.

Customers 111

Customers Account management Real Estate Contract 111

Sales Hacker

SEPTEMBER 1, 2022

The executive sponsor will often have the title of VP of Sales, VP of Sales Operations, VP of Marketing, or Director of Sales Enablement. They make major decisions for the tech stack — they own the budget and can sign contracts. Meet your go-to-market guru. They’ll also review and champion ROI internally.

GTM 109

GTM Contract CRM Meeting 109

SaaStr

NOVEMBER 1, 2022

The former CRO of a successful prosumer SaaS company shared how they gave away free annual licenses for all new users over and above the ones contracted. PP could be a strategic enabler of GTM scale up if done well. The PP journey is unique for every company. Differentiation comes from customer obsession. We’d like to do more.

GTM 119

GTM Niche Cross-sell Contract 119

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 89

GTM Negotiate Profit margin Contract 89

SaaStr

MARCH 7, 2023

Some other strategies for creating a more efficient go-to-market are: Adjusting pricing and contract terms with customers. Companies are giving price breaks this year to reduce churn and increase retention, with the caveat that it might go up next year. Incentives for multi-year contracts are another tactic.

GTM 73

GTM Growth Profit margin Contract 73

Hubspot

AUGUST 8, 2019

That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Market penetration. Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Average contract value (ACV). Year-over-year growth.

X-functional 101

X-functional Quota Cross-sell Contract 101