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 56

Go To Market Electricity Healthcare Education 56

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. But Not Lower Prices, Usually. Integrations 6.

Price 89

Price Contract Territory Quota 89

Sales Hacker

OCTOBER 11, 2024

GTMnow is the media brand of GTMfund – sharing go-to-market advice from the top 1% of revenue operators including the 350 executives behind the fund, news, and our viewpoints from working with hundreds of portfolio companies. For example, when a rep improved ACV by 36% by packaging pricing differently, we didn’t stop there.

GTM 94

GTM X-functional Pipeline Construction 94

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+). Their website doesn’t list prices and only offers product demo.

Inside sales 114

Inside sales Cold Call Contract Price 114

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

CloserIQ

APRIL 8, 2019

Most startups spend more time thinking about the color of their logo than how to price their product. This might sound harsh, but here’s the truth: The color of your logo will not save you if you price your product wrong. Pricing is one of the most important parts of a startup’s sales strategy, but it’s often overlooked.

Price 59

Price Finance Sales Contract 59

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. The Takeaway There’s only so much you can cut.

GTM 67

GTM Growth Profit margin Contract 67

Hubspot

MARCH 25, 2024

First, A Refresher What we’re discussing here don’t include enterprise contracts, where you get paid millions a year by big clients. If you look at a list of the “fastest” growing SaaS companies, besides having a great product and great go-to-market skills, they’re usually B2B sales-led products. Can I Afford To Be Patient?

Price 60

Price Niche Contract B2B 60

SaaStr

APRIL 5, 2024

How to Deal with Pricing in a Hyper-Competitive Environment If you’re in a crowded space, it can feel like a race to the bottom on pricing, but it doesn’t have to be. Do you need to discount to match competitors or buy them out of contracts to compete in this space? Instead, they’re pricing based on the value they provide.

Sell 75

Sell GTM Price Up-sell 75

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 80

GTM Negotiate Profit margin Contract 80

SaaStr

MAY 12, 2022

Offering its services as a freemium-based model, CircleCI recognizes driving trials as the cornerstone of a go-to-market strategy for any developer tool. . Jim Rose, CEO of CircleCI, leverages his experience marketing to software developers to discuss the merits of moving from a subscription-based to a usage-based business model.

GTM 92

GTM Product Price Contract 92

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. However, a certain small subset of companies do run pricing of standard deals through the deal desk as well. What is a Deal Desk?

Legal 76

Legal Contract Price Negotiate 76

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 107

Drivers/motivators Trust Legal Finance 107

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). Unique differentiators.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

SaaStr

JANUARY 6, 2023

“Go-to-market innovation today is significantly undervalued.” However, you should spend a similar amount of time on how you can innovate in your go-to-market team. Of course, product innovation is very important, but we often forget how important going to market innovation is. Key Takeaways.

Legal 52

Legal Prospecting Customers Contract 52

Lead Fuze

JANUARY 1, 2022

Who currently have job openings for marketing help. Understanding OEM software Pricing Models. 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. Pricing models. With the role of HR Manager. Exclusivity.

Negotiate 52

Negotiate Profit margin Contract Price 52

Lead Fuze

NOVEMBER 30, 2021

There are many different go-to-market models in SaaS. Average Selling Price (ASP). The average selling price is the value of all closed deals. For recurring revenue businesses, ABSD is more cost-effective when the product or service has a higher price point. Target Addressable Market (TAM).

GTM 52

GTM Price Contract Sales 52

Lead Fuze

DECEMBER 1, 2021

SMB and mid-market businesses may be tempted to go straight into selling to enterprise. Those deals are large, with 3 year contracts and prestigious logos. One of the most important parts about being a successful SaaS company is understanding how to go-to market. Pricing/Packaging.

Sell 52

Sell Account management Contract Price 52

SalesLoft

JUNE 21, 2022

I suggest creating a simple spreadsheet that outlines: Sales technologies : Vendor, price, contact information, average onboarding time, etc. Your legal and finance teams are likely reviewing and negotiating vendor contracts. Multiple contracts to negotiate and manage. That’s right, it isn’t just a revenue issue.

Negotiate 52

Negotiate Legal Finance Technology 52

SaaStr

DECEMBER 7, 2020

With the right tools, you can leverage product-led growth, a disruptive go-to-market strategy, that’s been adopted by the most successful companies in the subscription business, including Slack, Dropbox, Twilio and Shopify. No need to wait for your existing eSignature contract to end, you can switch to Conga Sign today!

Contract 64

Contract Growth Start-ups Closing 64

Sales Hacker

APRIL 21, 2022

We changed our product, evolved our marketing programs, and transitioned the sales team. This was all in an effort to increase our average contract value (ACV). The ICP determines decisions across the company from the go-to-market to product strategy. Pricing and Packaging. Product usage. Revenue number.

Cross-sell 86

Cross-sell Legal Contract Price 86

Sales Hacker

OCTOBER 7, 2019

What you need to know about go-to-market models in SaaS. B2B SaaS go-to-market (GTM) models range from no-touch, transactional approaches to highly specialized, consultative strategies. Average Selling Price (ASP). Average Selling Price is defined as the average value of your closed won deals. Infographic).

GTM 72

GTM Education Sales Contract 72

Hubspot

NOVEMBER 29, 2022

Pricing is available upon request. Prices start at $25 per user each month. The best thing about this enterprise tool is the pricing part, which is more reasonable than other CRMs in the market plus the features are amazing, no less than the overpriced tools. Prices start at $12 per user each month. Aviso Predict.

Pipeline 78

Pipeline Price CRM Quota 78

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. Price and product are only two of many operational GTM levers.

GTM 115

GTM Market share Growth Technology 115

Sales Hacker

FEBRUARY 5, 2019

If you have a product that is absolutely crushing it in SMB/mid-market, you may be tempted to dive straight into the Enterprise market. Who could avoid dreaming of those seven-figure deal sizes, 3-year contracts, and trophy logos? Related: The SaaS Executive’s Guide To Building A Winning Go-To Market Strategy.

Product 63

Product Contract Cross-sell Account management 63

Spiro Technologies

MAY 26, 2023

The contract is signed, and you’ve received the payment. It’s also crucial to extend this knowledge beyond Spiro users and ensure that everyone on the go-to-market team understands the stages and their impact on the business. Closed Won: Congratulations! These definitions and stages are just suggestions.

Pipeline 52

Pipeline CRM Represent Contract 52

SaaStr

MARCH 22, 2023

You need to marry your go-to-market strategy to specific commercial structures that you, as a SaaS company, decide to offer your customers. At VMware, they priced based on physical CPUs customers chose — a hugely transactional service that constrained growth. This changed the conversations with customers.

Growth 76

Growth Cross-sell GTM Up-sell 76

Sales Hacker

SEPTEMBER 2, 2021

It’s a go-to-market strategy that leads with the product, so you can experience its value firsthand. In a classic blog post , Christoph Janzexplains the number of potential customers in your total addressable market. Where you end up on this continuum largely depends on your product, pricing, market, and buyer preferences.

Product 98

Product SQL Contract Sales 98

SaaStr

NOVEMBER 1, 2022

Pricing/Packaging (PP) is a key component of GTM. 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. This community accelerates learning, shortens feedback cycles and helps build a world-class org. Proximity to customers helps too.

GTM 85

GTM Niche Cross-sell Contract 85

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. Be sure to offer growth-friendly plans in the form of tiered pricing models (usage or rolling seats) to accommodate their future growth. It’s no longer just an idea.

Sell 83

Sell Minimum Viable Product Objectives and Key Results Cross-sell 83

Lead Fuze

DECEMBER 1, 2021

SMB and mid-market businesses may be tempted to go straight into the Enterprise market. Those deals are large, with 3 year contracts and prestigious logos. One of the most important parts about being a successful SaaS company is understanding how to go-to market. Pricing/Packaging.

Product 40

Product Account management Contract Price 40

Gong.io

JULY 21, 2021

That’s why m odern go-to-market teams started aligning those teams a while back. Done well, RevOps means higher revenue and a smoother go-to-market (GTM) process. Boosting annual contract values? Targeting new markets? How can we rationalize our use of tools across different go-to-market teams?

Growth 62

Growth GTM Cross-sell Pipeline 62

SalesHandy

MAY 4, 2020

With the current economic landscape in view, you’ll probably need to redo your offerings and pricing structure to suit the needs of your new customers. While the targets might be met, you could end up sacrificing short term cash flow from selling products with delayed payments and lower pricing. Stay Safe and Healthy! Best, XYZ.

Pipeline 81

Pipeline Campaign Price Up-sell 81

SaaStr

JUNE 10, 2021

Because the packaging and pricing and thinking of the product will radically influence how successful you can be. Marten Mickos: We heard here that the cloud business has a combined market cap already of over a trillion dollars. In the 2000s, we turn into software licenses where we sold support contracts on top of them.

Customers 57

Customers Price Contract Objectives and Key Results 57

SaaStr

MAY 27, 2020

Anyone who studied economics will know when supply greatly exceeds demand, prices drop. This is an example just of the oil market compared just from April 2019 to April 2020. Many of you may have noticed this past week, actually oil future prices went negative. So people were paying people to take their futures contracts.

Finance 79

Finance Government Price Contract 79

Sales Hacker

NOVEMBER 15, 2017

Average Contract Value. Average Sale/Selling Price. AB Testing (or Split Testing) is an experiment involving two variants, usually for measuring and comparing market response to each. Annual Recurring Revenue (ARR) is the value of contracted, often subscription-based revenues normalized for one calendar year. Gatekeeper.

B2B 103

B2B E-commerce Cold Call Represent 103

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 82

Growth Cross-sell Contract X-functional 82