Martech

MAY 30, 2023

Clari leanred how to ‘wake the dead’ Back in the day, Clari , a revenue platform, utilized a “spray and pray” go-to-market strategy instead of focusing on companies expressing genuine buying intent. Google campaigns resulted in a 700% growth in ROAS and a 65% decrease in customer acquisition cost (CAC).

Sports 135

Sports SQL CTR Entertainment 135

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

Sales Hacker

MARCH 25, 2025

Ray breaks down why the rise of AI agents is a tectonic shift, how businesses are already seeing ROI, and what it means for SaaS, team structure, and go-to-market strategies. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

GTM 70

GTM X-functional Start-ups Relationship building 70

Martech

SEPTEMBER 14, 2023

4 Defend marketing efficiency and effectiveness above budget In challenging times , CEOs and boards can look to scale back go-to-market efforts, leaving marketing in a defensive stance when it comes to budget. Here, in reverse order, are the top four deeper dive areas where we found direct success. #4

GTM 131

GTM Market share Growth Technology 131

Sales Hacker

JANUARY 11, 2021

The contracts are often non-standard and you may need sign-off from several teams and stakeholders. Deal desks create efficiency, speed, and greater visibility across go-to-market teams. Having an official process in place is crucial to attaining one of the main goals of Deal Desk — speed. What is a Deal Desk?

Legal 91

Legal Contract Price Negotiate 91

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 67

GTM Growth Profit margin Contract 67

SaaStr

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. And so I just want to throw in a framework around product market fit measured by customer value creation, then go to market fit measured by economics, then we scale fast. It was all about getting the contract.

Growth 106

Growth Cross-sell Contract X-functional 106

Sales Hacker

SEPTEMBER 2, 2023

Kyle Norton – SVP My main RevTech stack isn’t too complex. Have you re-negotiated current contracts given the market? —- Robert Simmons – VP of Sales Yes, at time of renewal we’ve negotiated and came to mutually beneficial terms. Kyle Norton – SVP of Sales Yes, with almost every vendor.

GTM 97

GTM Negotiate Pipeline Contract 97

SaaStr

JUNE 2, 2021

Because the buyer is always going to be incented to go with the incumbent or the competitor that has more market share than you for the time being. Olof Mathé: And then on the sales side, while we rely really on direct sales to sell big contracts, we love when you just pay out of pocket as well. So that helped us.

Sales 98

Sales Up-sell Price Start-ups 98

Capterra Sales & Marketing Software

NOVEMBER 19, 2021

Getting a sale with a high average contract value (ACV) means making more profit while investing less in the sales process. That’s why for many companies, the best go-to-market plan is consistency with a regular workflow, predictable revenue, and a developed formula for opening sales conversations. Predictability.

Customers 94

Customers B2B Sales Pipeline 94

Sales Hacker

APRIL 21, 2022

I joined Lattice as the 3rd employee, first revenue team member and the VP of Marketing. After a couple of years, we had built a solid SMB business, but realized that in order to hit our growth goals we needed to move up-market. We changed our product, evolved our marketing programs, and transitioned the sales team.

Cross-sell 104

Cross-sell Legal Contract Price 104

Gong.io

JUNE 11, 2021

Rapidly evolved into a strategic, go-to-market function. They continue, “What was once the responsibility of product marketing, sales operations, or of a single sales trainer, sales enablement is now supported by dedicated teams founded within the sales organization” (bold is mine). 3: Accelerate strategic initiatives.

Objectives and Key Results 103

Objectives and Key Results Price GTM Territory 103

PandaDoc

MARCH 17, 2025

The main purpose of RevOps is to maximize an organizations revenue potential by aligning teams and using data-driven insights, automation, and optimized processes to drive sustainable growth. The concept of RevOps is to ensure revenue efficiency and business processes are unified across all your go-to-market functions.

Legal 52

Legal Finance Strategize Growth 52

Hubspot

SEPTEMBER 12, 2018

Proposal sent: The buyer reviews your proposal or contract. Average deal size: The mean value of a contract. As your salespeople become more knowledgeable, your marketing team learns which channels to use to attract the best fit prospects, and your business becomes more well-known in its space, your sales cycle should decrease.

Pipeline 101

Pipeline Negotiate Sales Objectives and Key Results 101

Highspot

AUGUST 18, 2024

Developed by Winning by Design, the SPICED framework is a five-step sales methodology that helps go-to-market (GTM) teams diagnose customer needs, recommend a compelling solution, and maintain strong, lasting relationships. How is that going? What’s your main focus for this quarter in terms of business goals?

GTM 52

GTM Retail Drivers/motivators Contract 52

SalesLoft

JANUARY 16, 2024

But the reality for most go-to-market teams is that only about a third of that is spent engaging customers and prospects. As much as you don’t want your team spending hours on tasks that aren’t their main job, buyers don’t either. So what’s happening during the other two-thirds of those hours? What buyers want Speed.

Trust 52

Trust Up-sell Contract Technology 52

Hubspot

NOVEMBER 29, 2022

According to several users, one of Sugar’s main benefits is how customizable the platform is — even for those without any technical know-how. To accomplish these tasks, Gong pulls all interactions with a lead (phone calls, emails, contracts, etc.) Additionally, Sugar gives users access to predictive analytics. What We Like.

Pipeline 87

Pipeline Price CRM Quota 87

Hubspot

JULY 25, 2023

Collecting information like CRM preferences, contract details, and account notes was difficult to gather and input into Salesforce while on a call. Gathering Lead Intelligence Beyond the obvious cases like outbound messaging, AI has the potential to solve even bigger go-to-market challenges. We use Otter.ai

Sales 69

Sales Pipeline Objectives and Key Results CRM 69

Sales Hacker

SEPTEMBER 23, 2019

We hear his best practices on developing a sales team, measuring rep productivity, why companies should lead with their product first, and what the sales team’s responsibility is inside of a product-led go-to-market strategy. But, Let’s go to the beginning: How’d you get into sales? What You’ll Learn.

Product 63

Product Pipeline Engineering Cross-sell 63

SalesHandy

JULY 12, 2022

Increasing Customer Lifetime Value (CLV): When you have a go-to-market strategy that is targeting the right customers, by default, your customer lifetime value (CLV) will experience a gradual increase. Designing your ICP framework is paramount to the success of your sales and marketing efforts. Wrapping Up.

Customers 59

Customers Cross-sell Represent Up-sell 59

SaaStr

JUNE 3, 2020

And 25% of companies are even saying they’re going to buy five or more apps to really help them get through this crisis and be more productive. We mainly serve software marketers, and a lot of software marketers are cutting back. And so, I think that really also changes how we assess vendors can go to market.

Trust 99

Trust Technology Technology Government 99

SaaStr

MARCH 19, 2019

Then on the go to market side just over 40% of new ARR comes indirectly around the world through partners. I’m happy to talk about both of those as we go through this session. I mean I really the main rule I think is to try to avoid trap door decisions at all possible. Ceci Stallsmith : Awesome. Vicki Lin: Yeah.

Engineering 49

Engineering Launch Contract Start-ups 49

SalesLoft

JUNE 20, 2019

So it wasn’t even like I could negotiate on contract, my price is my price. At first, I was trying to do what every other sales rep at Xerox was doing, which was just go flip copiers. I remember walking into my boss’ office, dropping three huge contracts on this table, and saying, ‘See?

Territory 63

Territory Sales Construction Up-sell 63

SaaStr

JULY 29, 2022

And it became a massive capital sink, as the company changed its go-to market around five million in revenue. Because it is viral, but is viral like Dropbox as you noted, it is viral like DocuSign and Adobe Sign were when we built it in the early days, when by signing a contract, someone else inherently saw the product.

Price 107

Price Product Start-ups Niche 107

SaaStr

AUGUST 26, 2022

Maybe doesn’t have to send the contract out for his signature, but you never, ever, ever get the time back. Jason Lemkin: If there is any genius in SaaStr, that’s now 10 years old, it’s abstracting product away from the fact that our go-to market motions are pretty much the same at an ACV. They were cute.

Quota 98

Quota Growth Product Closing 98

SaaStr

NOVEMBER 21, 2019

To build the initial team, to build the product, to build the initial go to market, to build the first customers and to build the ARR, the starting. Pietro : This journey used to end at the legendary, mythical product/market fit. It’s known that you can probably sell those first couple of contracts. growth fund.

B2C 69

B2C B2B Start-ups Growth 69

SaaStr

AUGUST 8, 2019

I would say that was the main learning from building the sales organization that we had over the last years. How you decide on this model and go-to market strategy? But if I think about changing instructor, I think the main point was when we started inside sales. Andrei B.: So, this clearly has worked very well for you?

Appointment 49

Appointment Hospitality Sales Inside sales 49

SaaStr

AUGUST 8, 2019

I would say that was the main learning from building the sales organization that we had over the last years. How you decide on this model and go-to market strategy? But if I think about changing instructor, I think the main point was when we started inside sales. Andrei B.: So, this clearly has worked very well for you?

Appointment 43

Appointment Sales Hospitality Inside sales 43

Gong.io

JANUARY 5, 2019

Up-Front Contracts : Agree on a plan with the buyer to ensure you secure the next step in the sales cycle. The Sandler methodology places significant emphasis on maintaining control of the sales process by using upfront contracts with your buyer. Market Intelligence: What’s happening in this market?

Pitch 131

Pitch Sales Up-sell Contract 131

SaaStr

MARCH 1, 2019

Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? How does Tom think about calculating churn when it comes to multi-year contracts? And the first one as you said, Harry, is around annual contracts.

Contract 66

Contract Price Commission Conversion 66

SaaStr

JANUARY 3, 2020

Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? How does Tom think about calculating churn when it comes to multi-year contracts? And the first one as you said, Harry, is around annual contracts.

Contract 12

Contract Price Commission Conversion 12

SaaStr

AUGUST 28, 2020

If that was not enough, Hilary is also a Limited Partner in Stage 2 Capital, the venture firm focused purely on go-to-market. If that wasn’t enough, Hilary’s also a limited partner in Stage 2 Capital, the venture firm focused entirely on go-to-market. Tell me, what’s another main consideration thing?

Sales 81

Sales Start-ups Meeting Follow-up 81

SaaStr

JULY 30, 2020

Peter Kazanjy: So at TalentBin, that was kind of like my first training wheels, SaaS business, and also the place where I started to learn and appreciate go to market. So I went from being a business generalist founder, so prior to that I was in product marketing and product management at VMware, so big enterprise software company.

Cross-sell 110

Cross-sell Up-sell Start-ups Sell 110

SaaStr

FEBRUARY 1, 2019

Where does Amanda believe most people go wrong with pricing? How does Amanda think the go-to-market has to change with every stage of development? And now here I am at Figma, in charge of all go-to-market, which is super exciting for me. So leader features are the main reason you would buy a package.

Customers 43

Customers Price Cross-sell Start-ups 43

SaaStr

OCTOBER 22, 2020

But I think the ultimate test of that, you want to launch when you know you have repeatability in your go-to-market. Harry Stebbings: Can I ask in terms of the measurements in that pipeline, I always believe that it has to be tied, when you’re measuring marketing team success, it has to be tied directly to a revenue number.

Pipeline 85

Pipeline Cross-sell Launch Start-ups 85

SaaStr

DECEMBER 11, 2024

AI can help discover preferences in contracts, understand how legal teams like to negotiate and implement that automatically in the software. “Staying on that main branch has a lot of benefits because you’re getting the rapid improvements to the foundational models as they’re delivered.” For us, GPT-4.0,

B2B 111

B2B Contract Negotiate Legal 111

Sales Hacker

JANUARY 21, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Rob Giglio is the Chief Customer Officer at Canva, where he oversees Canvas sales and go-to-market functions. Rob brings to Canva over 20 years of industry experience leading and executing global marketing and sales initiatives.

GTM 106

GTM Gambling B2B E-commerce 106