SaaStr

NOVEMBER 1, 2023

If you run this from a finance and revenue perspective, you get a chance to “beat and raise” and find the right numbers. The six GTM models Divvy used going from 0 to a $2.5B It’s hard to get quota right. How do you know if you’re stretching enough? Your goal stretches you and is something to celebrate more extravagantly.

Go To Market 109

Go To Market GTM Quota Up-sell 109

Martech

NOVEMBER 21, 2024

In a candid conversation, he shared why traditional metrics fail to address the critical uncertainties of marketing spend and how a shift in mindset is essential for navigating today’s volatile landscape. A CEO’s perspective on investment effectiveness Risk on marketing investment. That would be bad.

GTM 96

GTM Drivers/motivators Legal Finance 96

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? Customer and channel partnerships. Sales strategy.

Go To Market 90

Go To Market Up-sell Sales Strategize 90

Partners in Excellence

AUGUST 27, 2024

There are never ending, and important discussions, about our Go To Market (GTM) strategies. We look define our markets by groupings having similar characteristics. They may be in certain market or industries. For example, technology, finance, health care, retail and so forth. And they are important.

GTM 139

GTM Customers Finance Manufacturing 139

Sales Hacker

NOVEMBER 19, 2018

Rob has a background in finance, but jumped into the startup world first at Groupon, where he was the GM for their Latin American division, before moving to New York to become the first sales hire for Justworks. The benefits of a career in finance on evaluating companies. How did you go from finance to leading a startup sales team?

Finance 74

Finance Growth Start-ups CRM 74

Sales Hacker

FEBRUARY 7, 2025

During this stage, SaaS businesses often expand their teams, invest in marketing, and refine their go-to-market strategies. As the market matured, the e-signature technology became commoditized, with competitors like PandaDoc and HelloSign offering similar capabilities at lower price points.

Price 113

Price E-commerce Cross-sell Profit margin 113

Sales Hacker

JULY 8, 2024

CHEQ is a cybersecurity platform primarily focused on protecting the Go-to-Market organization (preventing fake leads to sales team, skewed analytics from bots/malicious users etc). David is well-versed in building and perfecting Go-To-Market processes both from $0 and at 100 y/o companies. CHEQ is David’s 5th startup.

GTM 127

GTM Trust Finance Go To Market 127

Partners in Excellence

MARCH 26, 2024

” Why I’m So Interested In Selling I worked as a finance manager for a large tech company early in my professional career. ’ I applied for a sales position and leveraged relationships with sales leaders from my role as a finance manager. Initially, I provided the models to sales teams.

Sell 137

Sell Cross-sell Finance B2C 137

Heinz Marketing

JANUARY 10, 2022

Join us for a great conversation about speaking finance as a marketer, the importance of the sales role in retention, how you are successful as a leader first and much more. So, I want to get to that as well, even with our audience being mostly B2B sales and marketing folks. I do not have a finance background.

Pipeline 110

Pipeline Finance Non-Profits Sales 110

Sales Hacker

JULY 30, 2024

20:17 – The importance of sustaining a culture of creativity in marketing as you scale. 52:15 – One thing revenue leaders believe to be true that Sam thinks is bull$ 60:21 – One thing that is working for Sam in go-to-market right now. 13:58 – Outlining the most creative and successful demand gen campaigns run at Brex.

GTM 119

GTM Finance Pitch Campaign 119

Sales Hacker

NOVEMBER 28, 2023

Go-to-market perspectives. 47:15) One thing that is working for Ang in go-to-market right now. 47:15) One thing that is working for Ang in go-to-market right now. What You Will Learn: Retrospective sales career and overall career insight. Inspiration for women leaders and aspiring leaders.

GTM 125

GTM Finance Sales Growth 125

SaaStr

FEBRUARY 7, 2025

With Databricks now one of the largest pre-IPO technology companies, with $10 billion of expected non-dilutive financing and a valuation of $62 billion, Ron’s insights are gold for any revenue leader looking to scale. These early conversations helped shape Databricks product, pricing, and go-to-market strategy.

Technical Sales 71

Technical Sales Inside sales Cross-sell Account management 71

Sales Hacker

FEBRUARY 5, 2024

Approaches for operationalizing AI learnings across go-to-market teams. 8:26) AI’s impact on go-to-market, including Gartner’s 3-stage framework: quick wins, differentiated use case, and transformational initiatives. (14:25) 43:20) One thing that is working for Andy in go-to-market right now.

GTM 121

GTM Finance CRM Go To Market 121

Sales Hacker

FEBRUARY 27, 2024

Highlights: (05:11) Challenges of personalization in marketing. (08:01) 16:04) The future of AI in marketing. (19:32) 35:17) Shifting perspective on marketing’s role. (40:04) 40:04) Challenging the belief that marketing generates pipeline. (44:07) 44:07) The power of storytelling in marketing. (34:21)

GTM 123

GTM Finance Pipeline Growth 123

Sales Hacker

DECEMBER 5, 2023

The GTM Podcast Don’t miss The GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world. If your business growth is constrained by the cashflow you need for inventory, advertising, or something else, Flex could provide you with an interesting growth lever.

GTM 126

GTM Customers Finance Represent 126

Sales Hacker

OCTOBER 19, 2022

In a reasonably sized, mid-market company, RevOps drives it,” Mark said. Then the CFO and Finance team enter to look at it from a financial viability perspective, find loopholes, and determine if the plan is still profitable for the company. Related: 8 Things to Review Before Accepting a Sales Commission Plan. Doing it alone.

Commission 126

Commission Finance Quota Strategize 126

SaaStr

APRIL 13, 2025

Finance Cloud : Expense reimbursements, bill pay, corporate cards, and more. ” These challenges highlight that while the compound startup model offers tremendous advantages, it requires constant refinement and a willingness to navigate complex organizational and go-to-market dynamics that single-product companies can avoid.

Cross-sell 63

Cross-sell Launch UX Up-sell 63

Sales Hacker

JANUARY 30, 2024

21:12) Changing the playing field in a competitive market. (22:15) 27:49) Building a winning marketing strategy with a small budget. (35:57) 35:57) Advice for startups entering a market with established incumbents. (43:00) 45:45) One thing that is working for Amit in go-to-market right now.

GTM 113

GTM UX Finance Growth 113

Sales Hacker

DECEMBER 12, 2023

50:00) One thing that is working for Daniel in go-to-market right now. The GTM Podcast Don’t miss The GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world. 18:39) The two biggest mistakes that brands make. (22:22)

GTM 112

GTM Finance Networking Growth 112

Sales Hacker

FEBRUARY 3, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. At GitHub, primary GTM plays serve as the foundation for not just Revenue, but also Product, Marketing, Finance, and other teams – all internal and cross-functional partners. 7 CRO tips for smarter annual planning 1.

GTM 69

GTM Objectives and Key Results Quota Real Estate 69

Sales Hacker

JUNE 26, 2024

Flex is a finance super app built around a credit card with unique Net-60 day terms that enables businesses to make an investment today and pay it back 60 days later with zero percent interest. The post GTM 100: GTMnow, Building a Media Brand on Top of GTMfund appeared first on GTMnow.

GTM 103

GTM Finance Growth Go To Market 103

Hubspot

AUGUST 14, 2020

It's key to securing financing, documenting your business model, outlining your financial projections, and turning that nugget of a business idea into a reality. Business plans outline a company's go-to-market strategy, financial projections, market research, business purpose, and mission. Business Plan Template.

Finance 101

Finance Start-ups Go To Market Follow-up 101

Sales Hacker

SEPTEMBER 2, 2020

The key is to know exactly who you are targeting, and then go all in to impress that potential buyer. If you sell at a price point north of $50,000 per year, field sales is the perfect go-to-market sales motion for you. Companies operating in well-digitized industries (media, IT, finance, professional services).

Inside sales 132

Inside sales Cold Call Contract Price 132

Sales Hacker

SEPTEMBER 13, 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. round of financing led by Emergency Capital, High Alpha, and PHX Ventures.

GTM 121

GTM Pipeline Finance Growth 121

Hubspot

JANUARY 25, 2019

Openview works with companies of all kinds to help with their expansion stage and go-to-market strategy. A venture capital funding is a financing event where the lead investor is a venture fund. Having a venture fund lead your financing round dramatically increases the speed and likelihood of closing the round.

Territory 97

Territory Finance Healthcare Negotiate 97

SaaStr

JUNE 13, 2021

Fast forward to today, and Qualtrics is now worth $20B and CEO Zig Serafin joined us to share his lessons in scaling with Julia Laroche, Correspondent at Yahoo Finance. 4 The architecture of your technology should complement your go-to-market model. Your technology must be able to support your sales and marketing approach.

Growth 100

Growth Finance B2B Technology 100

Salesforce

OCTOBER 4, 2024

What started as a manageable headache is now causing your organization to leak revenue — especially as you add more products, territories, and go-to-market strategies into the mix. Unify sales, finance, and legal on the #1 AI CRM When sales, finance, and legal are disconnected, the customer feels the pain. Guess what?

GTM 98

GTM Territory Finance E-commerce 98

Sales Hacker

APRIL 21, 2021

Once you’ve done that schedule lunch or coffee with the finance leader in their organization (or prof. Full time offer with Intel on their strategic finance team. Requirements: Bachelor’s degree or equivalent experience in finance and accounting. Assist the CEO and sales leadership team with go-to-market planning.

Finance 117

Finance Cross-sell GTM SQL 117

Sales Hacker

FEBRUARY 2, 2024

Those three little letters that can stir up so much debate in the marketing and go-to-market world. What I mean by MQLs is Marketing Qualified Leads. Staying quiet on go-to-market topics isn’t exactly my style – so let’s get into it. Not Nicole and not other marketing leaders.

GTM 123

GTM Pipeline SQL UX 123

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 126

Drivers/motivators Trust Legal Finance 126

Sales Hacker

MARCH 23, 2021

You’ll learn new go-to-market strategies, get deeper funnel insides, and actual takeaways for your entire organization from revenue leaders at high-growth startups and Fortune 500 companies. Look at major professions, like law, finance, or medicine. In the sales profession, we got nothing.

Finance 113

Finance Education Sales Start-ups 113

SaaStr

DECEMBER 16, 2022

Rippling positioned itself as an all-in-one solution for employee management across HR, IT, and finance. You have to invest a lot of time to get a channel going, to get referrals, to acquire customers…and then work on customer satisfaction. Scaling your go-to-market efforts.

Niche 114

Niche Price Drivers/motivators Finance 114

Sales Hacker

AUGUST 29, 2023

Meka earned a Bachelor of Arts degree cum laude in Economics and Finance from Princeton and his MBA from Harvard Business School P.S. We’re officially running a GTMfund giveaway program! Meka started his career working in Player Development & Baseball Operations for the Cleveland Indians.

GTM 96

GTM Finance Education Start-ups 96

Highspot

MARCH 12, 2024

To maximize the impact of revenue enablement, you must focus on three elements: the enablement’s position in your go-to-market (GTM) engine, its strategic role, and how you measure its impact. So, why do such polarized opinions persist? It all comes down to strategy. Then, get everyone in the same room to narrow the list down.

Strategize 115

Strategize GTM Cross-sell Sales 115

Martech

FEBRUARY 5, 2024

After its first full month in beta with agencies and advertisers in verticals like finance, services, enterprise software, healthcare and insurance, Audyence users report CPLs falling 47%, on average, and their campaigns going to market 95% faster than through traditional content syndication and lead generation. Get MarTech!

B2B 115

B2B Healthcare Commission Campaign 115

SaaStr

MARCH 31, 2022

Rico Mallozzi: So marketplaces are fundamentally changing, go to market motions for a lot of enterprise technology companies. And with that being said, today we’re going to discuss how you assess that, how you become successful on these. You need to get those transactions to kind of get that high velocity movement going.

Cross-sell 104

Cross-sell Finance Strategize Technology 104

SaaStr

JULY 20, 2022

Accelerating on a go to market expansion too rapidly can cripple a business’s momentum. How can founders and executive leaders avoid falling victim to the pitfalls of premature go-to-market acceleration? Hire according to empirical indicators, not the financing plan. a company will hire rapidly to achieve scale.

Cross-sell 103

Cross-sell GTM Finance Growth 103