Sales Hacker

MAY 28, 2024

Kelly Hopping is currently the Chief Marketing Officer (CMO) for Demandbase where she is responsible for differentiating the go to market platform, increasing brand presence, and accelerating acquisition and conversion of potential customers. How to create alignment and shared metrics between sales and marketing teams.

GTM 124

GTM Go To Market B2C B2B 124

Sales Hacker

APRIL 4, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Theyre redesigning their go-to-market architecture from the ground up to scale with systems, not just people. This might include: A GTM-aware engineer A RevOps or DataOps lead A senior revenue stakeholder 3.

GTM 107

GTM X-functional Engineering Government 107

Heinz Marketing

MAY 23, 2023

By Michelle Voznyuk , Marketing Specialist at Heinz Marketing As a CMO, it can be challenging to create an effective go-to-market (GTM) strategy that drives results. Intent data captures a potential customer’s behavior or interest in a specific product or service. That’s where intent data comes into play.

Go To Market 110

Go To Market GTM Objectives and Key Results Technology 110

Martech

JULY 3, 2023

Looking forward to the second half of 2023, we are recalibrating go-to-market plans for what I call the “next normal.” Making marketing an afterthought When marketing is done incorrectly, you can severely injure your brand. As experiential muscles atrophy, you can see a loss of market share.

Go To Market 108

Go To Market GTM Strategize Growth 108

SaaStr

APRIL 30, 2024

2022 was a foundation-building year, fixing a very leaky bucket where the product crushed it with the right customers, but they were closing a lot of poor-fit customers. So within Kyle’s first 90 days, they were losing way too many customers to feel like he wanted to put more money in the top of that funnel.

Go To Market 120

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

Hubspot

NOVEMBER 21, 2018

So, here’s my step-by-step guide to building your own go-to-market strategy using the strategies I’ve implemented to build multiple companies throughout the years. But first, what is a go-to-market strategy? What is a go-to-market (GTM) strategy? But first, what is a go-to-market strategy?

Go To Market 101

Go To Market Process GTM Education 101

SaaStr

FEBRUARY 27, 2024

Go-to-market (GTM) design and efficiency are sometimes overlooked, but they’re a critical driver of any SaaS business. Rajeev Dham and Karan Singh, Partners at Sapphire Ventures, and Jane Lee, Vice President at Sapphire walk us through how to double your “Magic Number,” a shorthand for your sales and marketing efficiency.

Go To Market 109

Go To Market GTM Non-Profits Quota 109

SaaStr

MARCH 16, 2025

He spent over eight years scaling their marketing from zero to supporting a multi-billion dollar public company. Prior to Datadog, Alex held leadership positions at several high-growth SaaS companies and has a proven track record of building marketing engines that deliver consistent, measurable growth.

Negotiate 97

Negotiate GTM Campaign Growth 97

SaaStr

NOVEMBER 30, 2023

A great product, while necessary, isn’t sufficient to build a market leader and eventually a public company. Companies that win a market are just as good at Go-to-Market as they are at building great products. But to develop a GTM strategy, you must have Product Market Fit. Without it, you don’t have a business.

Go To Market 109

Go To Market GTM Cross-sell Growth 109

SaaStr

FEBRUARY 9, 2024

In this latest episode of CRO Confidential , Sam Blond, Partner at Founders Fund and former CRO at Brex, sits down with the CRO of Zapier, Giancarlo Lionetti (GC), to chat about Product-Led Growth (PLG) and Go-To-Market (GTM). It is often the first point of interaction between potential customers and your company.

Go To Market 126

Go To Market Growth GTM Product 126

Sales Hacker

JUNE 12, 2024

Elizabeth Pemmerl currently serves as GitHub’s Chief Revenue Officer, where she oversees all facets of the company’s go-to-market strategy and customer engagement, including sales, support, and operations. Strategies for pricing new products and cross-selling within an existing customer base.

GTM 125

GTM Engineering Growth Cross-sell 125

SaaStr

FEBRUARY 20, 2024

Gusto is a high-velocity, high-scale acquisition and expansion engine, and one we can all learn from. In a recent Workshop Wednesday, Tolithia Kornweibel, CRO, and Jamie Edwards, Head of Go-to-Market Operations and Tools, share how Gusto maximizes revenue so that you can do the same. They also onboarded 30 new customers.

Go To Market 109

Go To Market Territory Technique A/B testing 109

SaaStr

NOVEMBER 8, 2024

CRO Confidential podcast host Sam Blond chats with the CEO and co-founder of Clay, Kareem Amin, about two major topics: The evolution of Go-To-Market systems: where we are today with the incorporation of AI, and where we’re headed. It blends AI and SaaS and can speed up the outbound Go-To-Market process.

GTM 109

GTM Growth Campaign Cold Call 109

Martech

JULY 30, 2024

However, as they grow, they must shift toward more structured, data-driven strategies and employ suitable tools to monitor customer behavior and campaign performance. Once your business reaches the scale-up phase, it’s important to adapt by implementing customer relationship management (CRM) systems and marketing automation platforms.

X-functional 108

X-functional Territory Customer Relationship Management CRM 108

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. Product : Vanta Your deal is almost closed, and all that’s left is the security review.

GTM 116

GTM X-functional Pipeline Construction 116

Sales Hacker

MARCH 21, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Success requires a data-driven approach, a customer-first mindset, and a willingness to embrace change. Growth isnt a choice, your customers decide it You dont decide to make the shift from PLG to SLG, your customers do.”

Growth 81

Growth GTM Product Government 81

SaaStr

JULY 27, 2022

Currently, PayFit serves over 7,000 customers and shows no signs of slowing down. They built their sales funnel in the same fashion to empower customers with autonomous product discovery and conversions. when customers needed to switch from an old payroll solution to PayFit). Unhappy customers can kill your growth engine.

Go To Market 97

Go To Market GTM B2C Price 97

SaaStr

JULY 5, 2023

Let’s find out the go-to-market models Divvy used to go from zero to a $2.5B Model 1: Align The Funnel — One Clear Owner Reduces Waste and Friction As CRO at Divvy, Snow was responsible for marketing, sales, implementation, customer success, customer support, and revenue operations. How did they do it?

Go To Market 98

Go To Market GTM Quota Up-sell 98

SaaStr

APRIL 25, 2023

In last week’s Workshop Wednesday , President Sales & Field Engineering Chris Donato and SVP Business Development & Ecosystem Shelli Vivona shared how to scale out a go-to-market org. Celonis has about 1,400 customers globally, with 240 customers here in the US, most of which are in the enterprise space.

Engineering 97

Engineering GTM Territory Management Consulting 97

Martech

JANUARY 20, 2022

“Lots of marketers have adopted agile practices and tried to transform how they go to market in terms of customer journeys,” said Tom Hannigan, Global Practice Lead for precision marketing platform HCL Unica, at our MarTech conference. Everybody has one of these customer journey maps,” Hannigan said.

Customers 124

Customers Hospitality Repeat business Clients 124

Sales Hacker

MARCH 30, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. One theme was clear: AI is touching every part of go-to-market. Startup to watch Paid – Manny Medina officially launched his new company, a business engine for AI agents, along with 10M raised.

Cold Call 72

Cold Call GTM Objection handling Sales 72

Martech

NOVEMBER 27, 2024

Training people in prompt engineering and system integrations is not enough. McKinsey highlights that a remarkable 75% of AI’s value will be realized across five business functions, three of which are non-technical: customer operations, marketing and sales. AI continues to embed itself into the fabric of business.

GTM 111

GTM Teamwork Technology Technology 111

SaaStr

MAY 13, 2022

Tracy Kraft, VP of Global Revenue Marketing at Demandbase, breaks down her strategy for building successful revenue marketing engines for large multinational companies and small startups. What is revenue marketing? To grow, marketers need to know what the company values most and work together towards those goals.

Engineering 98

Engineering Objectives and Key Results GTM Growth 98

SaaStr

MARCH 5, 2025

Codium is one of the fastest-growing startups in the AI coding assistant space, having scaled its go-to-market team from 3 to 75 in just under a year. Hypergrowth Requires Aggressive but Smart Hiring: Codium scaled from 3 to 75 go-to-market hires in under a year, an astonishing pace for any startup. Their strategy?

Territory 74

Territory Drivers/motivators Quota Pipeline 74

SaaStr

FEBRUARY 12, 2022

However, there are practical methods you can use to acquire new customers, drive higher retention, and grow your company. . Gorgias CEO Romain Lapeyre has successfully scaled the Gorgias SMB customer base from 1,000 to 10,000 by relying on data. Lapeyre shares advice on how to use data to acquire more customers and increase ARR. .

Customers 98

Customers GTM Referrals Growth 98

SaaStr

JANUARY 25, 2023

In this episode, Snow shares the journey to realizing the strength of revenue alignment through sales, marketing, and customer success and the principles for implementing this structure to yield tremendous results. Hold yourself accountable to how well the go-to-market engine is working across the whole team.”

Objectives and Key Results 98

Objectives and Key Results Customers Teamwork Drivers/motivators 98

Martech

AUGUST 22, 2023

Let’s look at a company that figured out how to change their marketing to meet their buyers’ behavior and create a positioning that added greater value to their perception in the marketplace. Most of their customers operate in highly regulated industries, too. Customers especially value a supplier who is reliable and trustworthy.

B2B 97

B2B Process Manufacturing Customers 97

Salesforce

APRIL 2, 2025

Discover how to make product-led sales a part of your go-to-market strategy. Here’s an example: A software engineer at a major airline tries out a new SaaS product it’s a snippet of code that records the sessions of people who visit the airline’s website. What you’ll learn: What is product-led sales?

Product 77

Product Territory Sales Price 77

SalesLoft

APRIL 25, 2024

Join us live as go-to-market experts share their best advice and insights from the frontlines of revenue — with tactics you can immediately implement at your organization. Chris Turner and Rebby John get this question a lot: what does a sales engineer do? Rebby: Ultimately the sales engineering role is a revenue function.

Engineering 52

Engineering Sales Education Finance 52

SaaStr

FEBRUARY 7, 2025

For context,Ron has an MBA and a master’s in engineering from Stanford. His view is your sales team teaches your customers how to get value out of your product. So if you’re not technical enough to understand the product and understand how it works, it’s hard to teach your customers. ( The takeaway?

Technical Sales 70

Technical Sales Inside sales Cross-sell Account management 70

ConversionXL

NOVEMBER 29, 2018

You may agonize over the decision to choose one path over the other, but you can save that strategic energy for figuring out how to transition more free users into paying customers. And optimizing for micro-conversions can undermine macro-conversions, especially if your marketing team never sees what happens after a form fill.

Customers 119

Customers Cross-sell Referrals Networking 119

Sales Hacker

SEPTEMBER 3, 2024

Dennis started at Procore as EVP of Sales in 2014, before moving to the CRO role in 2018 where he was responsible for driving revenue across all customer-facing functions including Sales, Marketing, Customer Success, Rev Ops, Procore.org and Business Development. 18:13) Overcoming HR pushback on programs for top performers. (28:35)

GTM 125

GTM Growth Price Go To Market 125

SaaStr

APRIL 13, 2025

.” Cross-selling generates $5M+ in new monthly revenue – Rippling’s cross-sell motion alone drives over $5 million in net new ARR each month before counting any new customer acquisitions. Shared UX : Customers gain “superpowers” by learning one system, making them more likely to buy additional products.

Cross-sell 62

Cross-sell Launch UX Up-sell 62

Sales Hacker

OCTOBER 25, 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. But while the content was getting page views, it wasn’t converting into paying customers.

Product 67

Product GTM Niche Growth 67

Sales Hacker

AUGUST 6, 2024

Andrew Johnston is currently the Head of Sales at Superhuman, where he leads the go-to-market strategy as part of the executive team. Previously, he built the Mid-Market and PLS motion at Scale AI and led the global sales team at SendGrid following its acquisition by Twilio and its IPO.

GTM 120

GTM Commission Go To Market Growth 120

Sales Hacker

AUGUST 20, 2024

As Upland’s Chief Revenue Officer, Matt Breslin oversees customer success, demand generation and communications, sales, revenue enablement, and revenue analysis, supporting our Shared Services Organization. 18:44) The story of driving to a customer’s child’s soccer game to close a multi-million dollar deal. (26:01)

GTM 123

GTM Pipeline Sales Gaming 123

Search Engine Land

SEPTEMBER 7, 2023

Join data experts as they unpack the emergence of the modern marketing data stack, its impact on how data and marketing teams approach go-to-market strategies to overcome data challenges, as well as how to create a single unified customer view to maximize ROI. Click here to view more Search Engine Land webinars.

Engineering 118

Engineering Presentation Go To Market Customers 118