Martech

SEPTEMBER 14, 2023

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.

GTM 129

GTM Market share Growth Technology 129

Sales Hacker

MARCH 25, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Ray Smith is the VP of AI Agents at Microsoft. Previously, he was the Global VP of Product for SAP, CRM and Sales Cloud. How enterprise teams are already deploying autonomous agents in production. Ray, welcome to the podcast, man.

GTM 70

GTM X-functional Start-ups Relationship building 70

SaaStr

MAY 12, 2022

There are times when customers will need a lot of support because they are trying to get a product to market. They need specific features built into the product in order to close the deal, and they need these features fast. There’s complete transparency on how the product build is going. Impact of the usage-based evolution.

GTM 104

GTM Product Price Contract 104

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. Culture is Your Second Product.

GTM 69

GTM Objectives and Key Results Quota Real Estate 69

Sales Hacker

NOVEMBER 10, 2023

Contract renewal dates. A spotlight falls on customer loyalty, an influential force on the revenue secured during contract renewals. While the obvious and important way to build and cultivate customer loyalty is to build a product that people love, the reality is that it takes time.

GTM 126

GTM Intrinsic Customers Contract 126

SaaStr

JULY 20, 2024

It’s essential to take a step back, slow down in terms of consecutive hiring, and ensure you’re working with third-party providers to find the right talent, especially on the GTM and technical side. Aligning and Scaling the GTM Engine One of the core functions when hiring talent is engineering, product, and design.

GTM 119

GTM X-functional Engineering Launch 119

Sales Hacker

DECEMBER 1, 2023

Most often, it comes down to go-to-market (GTM) execution. UserGems : Behind the curtains UserGems just had their best quarter in company history across GTM metrics – all revenue, logos, and brand metrics (organic growth, category creation, etc.). However, there are companies excelling despite the challenging macro environment.

GTM 122

GTM Contract Represent CRM 122

Sales Hacker

JUNE 16, 2021

Here’s my guess: you’d see a GTM organization working together like a well-oiled machine. They’re all on board – marketing, sales, product, customer success, and executive leaders. Your GTM teams are made up of people, and people are resistant to change how they learn and sell. What is sales enablement? Training platforms.

GTM 122

GTM Contract Quota CRM 122

SaaStr

NOVEMBER 1, 2022

Companies, especially those with an undifferentiated product, may want to think strategically about the evolution of their respective category and the path towards building a platform. . Learnings on GTM. Pricing/Packaging (PP) is a key component of GTM. PP could be a strategic enabler of GTM scale up if done well.

GTM 117

GTM Niche Cross-sell Contract 117

Sales Hacker

APRIL 10, 2018

Where you can apply this GTM strategy. How to map your GTM strategy to different customer segments. Using CAC to model your GTM strategy. This may require a specific product. Distribution of B2B deals as a function of price (a product of discount and list price). 5 Steps To Building Your Go To Market Strategy.

Go To Market 97

Go To Market GTM X-functional Territory 97

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. Creating the ICP is a crucial step in developing a successful GTM strategy.

GTM 111

GTM Contract Clients Consult 111

Sales Hacker

FEBRUARY 16, 2024

Sales teams in companies with a focus on product-led growth are rapidly adopting this approach. Anthony Kennada (Founder & CEO of AudiencePlus) highlights how his response was a masterclass in product-oriented content in this post. Listen on Spotify or find it anywhere you get your podcasts by searching “The GTM Podcast.”

GTM 125

GTM Quota Contact Construction 125

SaaStr

SEPTEMBER 11, 2024

Stephanie Couzin, the VP of GTM Strategy and Ops, and Roderick De Greef, the VP of Sales and GM EMEA, share Lucid’s transition from a PLG company to a PLG and Sales-Led company. As we know today, a strong product-led motion starts with a strong product. This is where product-led sales comes in.

Territory 122

Territory GTM Price Cross-sell 122

Martech

JULY 3, 2023

” Brands were working on transformative GTM efforts pre-pandemic. From my analysis, the significant new GTM investments we saw led to severely diminishing returns. They shared our long-term GTM mindset and that helped to make them resilient through the pandemic. More GTM tactics to shift away from Sidelined partnerships.

Go To Market 109

Go To Market GTM Strategize Growth 109

ConversionXL

AUGUST 27, 2019

Be careful about contracts you sign and team training you invest in. Confusing GTM and Segment. There is some overlap between Google Tag Manager (GTM) and Segment. GTM, as its name accurately puts it, is a tag manager. GTM also lacks a translation (transformation) layer for your data. Instead, it’s GTM and Segment.

GTM 124

GTM X-functional CRM Technology 124

SaaStr

SEPTEMBER 23, 2022

To illustrate the turbulence, consider the following metrics: The BVP NASDAQ Emerging Cloud Index (the public benchmark of software performance) has contracted by more than 40%. Cloud Will Help Close the Gap in Global Productivity. These cloud businesses have product-market fit, scalable GTM, and a growing customer base. .

GTM 121

GTM Contract Growth Follow-up 121

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. Breakthrough moments and experiences can be done through: Product-led growth (PLG).

B2B 113

B2B GTM Cross-sell Cold Call 113

Gong.io

SEPTEMBER 9, 2021

Here’s who’s typically involved in the evaluation process: End users and influencers: People who will use the product/service. Those who dwell in due diligence: Budget approvers, legal/contract reviewers, and procurement analysts . Each of those groups can easily include five or more people. How to win as a team.

Closing 162

Closing Sports GTM Legal 162

SaaStr

APRIL 3, 2022

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: Dear SaaStr: When Should a SaaS Company allow Month-to-Month Contracts vs Requiring 12-month Commitments? People, Process and Product: A Product Leader’s First 90 Days with Notion CPO Madhu Muthukumar. Top Videos This Week: 1.

GTM 97

GTM Contract Engineering Product 97

Sales Hacker

FEBRUARY 7, 2018

What is new in today’s B2B software world is that products sold against an OpEx (SaaS) model experience an exponential growth due to a variety of factors; An increase in Online Spend – B2B customers are increasing their online spend. FIND PRODUCT MARKET FIT. To meet the growth potential a Go To Market (GTM) plan is imperative.

Growth 101

Growth GTM SQL Strategic partnership 101

Martech

APRIL 7, 2023

How marketing can help overcome customer FOMU in the sales + purchase process The “JOLT” thinking outlined in Dixon and McKenna’s book provides a strong foundation for marketing to lock arms with sales, product, ops and customer success colleagues to overcome prospects’ FOMU. how to change now).

B2B 123

B2B Customers GTM Pipeline 123

SaaStr

SEPTEMBER 26, 2023

That info could be: high volumes of text like blogs contracts how to respond to a customer images video We’re in the early innings of what it means to generate or have GenAI. NotionAI is the fastest-growing AI business, and it’s already an existing product. GTM execution. Modern incumbents have done well. That’s hard to define.

Contract 124

Contract GTM B2B Negotiate 124

SaaStr

APRIL 30, 2024

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. Owner’s journey sets the stage for Kyle’s top three lessons for building GTM efficiency.

Go To Market 120

Go To Market GTM X-functional Objectives and Key Results 120

Martech

MAY 28, 2024

It’s invaluable for managing and nurturing leads, streamlining general marketing processes and delivering a clearer picture of your business’s state with polished dashboards, reports and integrations with almost every prominent product out there. Originality.ai With the rise of AI-generated content across all markets, Originality.ai

GTM 121

GTM Drivers/motivators B2B Campaign 121

SaaStr

NOVEMBER 15, 2022

As Gleklen says, “We actually see this monolith falling apart, and it’s falling apart primarily due to what we view as two of the biggest drivers for value creation today: Machine learning and product-led growth.”. Average-based metrics are misleading for modern cloud companies with access to more diverse GTM strategies and customer bases.

Drivers/motivators 109

Drivers/motivators GTM Contract Growth 109

SaaStr

MARCH 22, 2023

But it also defines your GTM efforts. They asked themselves, “what if we moved to some motion of licensing contracts?” Instead of selling products, they were selling aspirational concepts and business value. This means creating conditions where product market fit and demand start to be facilitated.

Growth 103

Growth Cross-sell GTM Up-sell 103

Sales Hacker

JANUARY 13, 2021

On the contrary, the licensee will have a better product to sell with the OEM partner’s added value. 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. Exclusivity.

GTM 89

GTM Negotiate Profit margin Contract 89

Hubspot

MARCH 26, 2025

I hate to break it to you, but having a great product or service alone is not enough to succeed in todays marketplace. Its a game-changer for boosting productivity and upping sales. Source Core features: All-in-one GTM enablement platform that makes it easy for reps. Thats where sales enablement platforms help.

Price 53

Price CRM Sales GTM 53

Sales Hacker

SEPTEMBER 2, 2023

Thanks for reading The GTM Newsletter! 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. Brian Weinberger – SVP of Sales We have re-negotiated contracts as the renewals come in.

GTM 97

GTM Negotiate Pipeline Contract 97

SaaStr

MARCH 7, 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. To build resilience in GTM, many companies are cutting the least experienced people, typically the newest ones, particularly salespeople who aren’t ramped and haven’t reached attainment yet.

GTM 70

GTM Growth Profit margin Contract 70

Sales Hacker

OCTOBER 7, 2019

What You Need to Know About SaaS GTM Models. B2B SaaS go-to-market (GTM) models range from no-touch, transactional approaches to highly specialized, consultative strategies. Your GTM approach determines the type of sales roles you hire, the technology you implement, and your overall approach to demand generation. Infographic).

GTM 85

GTM Education Sales Contract 85

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. More here, I invite you to read this later.

GTM 84

GTM Pipeline Healthcare Sales 84

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.”. We are misaligning our customers with our product because of the pricing model because we’re raising the price. Copy your entire product.

GTM 102

GTM Price Promote Commission 102

SaaStr

FEBRUARY 8, 2022

Waze defines value as the deal size or amount of the contract. As our sales team started pitching bigger, while doing a good job at showing the value of the product, our closed amount increased. Do you have a Go-to Market (GTM) for different market opportunities? Let’s look at them: Value.

Objectives and Key Results 116

Objectives and Key Results Pitch GTM Cold Call 116

SaaStr

NOVEMBER 4, 2021

Surprisingly, Qualifiers had a lower portion of Inside Sales GTM (22%) than Non-Qualifiers (32%). Rule of 40: Average Contract Value (ACV). Before getting into the data, we thought the “Rule of 40” Qualifiers might have lower CACs due to a superior product (with that superiority a product of R&D investment).

Drivers/motivators 127

Drivers/motivators Profit margin Non-Profits Inside sales 127

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. It may take days before the rep can actually send a contract for signature. The popularity of the cloud subscription model has changed the way customers purchase products. Interned for Experian developing an international GTM strategy.

Finance 117

Finance Cross-sell GTM SQL 117

Hubspot

NOVEMBER 21, 2018

Steps for developing a GTM strategy. When your unveiling a new product, the last thing you want is to waste time and resources bringing a product to market where or when it’s unnecessary. What is a go-to-market (GTM) strategy? A go-to-market (GTM) strategy is the way in which a company brings a product to market.

Go To Market 101

Go To Market Process GTM Education 101