Hubspot

FEBRUARY 20, 2025

Consider these seven as you decide how your business will go to market (GTM) or how you might pivot to stay afloat. Retailer Likely the most common business model around the world, retailers source products from manufacturers or wholesalers. 7 Business Models You Need to Know 1.

Manufacturing 36

Manufacturing Retail GTM Price 36

Hubspot

DECEMBER 4, 2024

analyzing market trends, competitive landscapes, etc.) and improve product quality by optimizing design, testing, and manufacturing processes. AI can help you go to market faster. With AI at your fingertips, you can identify new product opportunities (i.e., AI makes tasks easier to complete.

Service 64

Service Manufacturing Prospecting Campaign 64

Sales Hacker

JUNE 14, 2021

ABM Example 2: How an e-commerce firm used ABM to drive a buying consensus with a “stuck” manufacturer. Driving this, most tech implementation consultants functioned like the manufacturers’ line workers: reacting, not proactively strategizing.

GTM 113

GTM E-commerce B2B Profit margin 113

Highspot

NOVEMBER 2, 2022

Customer growth within the Manufacturing (41 percent increase), Media (45 percent increase) and Professional Services (44 percent increase) industries. Germany and northern Europe; opened offices in France and the Australia and New Zealand markets. . Doubled revenue across the U.K.,

Growth 98

Growth Product Customers Healthcare 98

InsightSquared

SEPTEMBER 20, 2018

Adopted by Japanese manufacturing companies after World War II as a way to reduce waste and create competitive advantage, kaizen evolved beyond the assembly line in manufacturing to all business processes and became the precursor to lean manufacturing.

GTM 73

GTM Assembly Line Manufacturing SQL 73

Partners in Excellence

MARCH 15, 2013

Sure, sometimes we sell the quality of our products and selling, but I almost never hear the discussion of quality in selling or marketing. It’s a sharp contrast to discussions I have with manufacturing, engineering, development, and even financial executives. Usually, the root causes are very simple. No pipeline integrity.

Pipeline 114

Pipeline Sales Manufacturing Process 114

Highspot

FEBRUARY 20, 2025

Marketing to connect what your product does to how it solves customer problems with compelling promotions and campaigns. For example, a healthcare use case might highlight HIPAA compliance and patient data security, while a manufacturing scenario could emphasize supply chain optimization and real-time inventory tracking.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Martech

DECEMBER 26, 2023

To scale their value, suppliers must segment partners by type, understand the differing needs and interests of each partner category, and provide the marketing support services they need. Through-channel” platforms, like MindMatrix and Channext, used by both sales and marketing staff to manage the partner relationship day to day.

B2B 109

B2B Cross-sell Hospitality Healthcare 109

Heinz Marketing

AUGUST 16, 2021

Join Marne and I as we talk about the things that create and maintain the PFL culture, the importance of the integrated experience between marketing channels and the body of work, the importance of having a personality as a brand, some best practices for enabling experience across go-to-market teams, plus more about hybrid experiences.

Pipeline 116

Pipeline Sales Go To Market B2B 116

Sales Hacker

SEPTEMBER 2, 2020

Companies working with the start and middle of the supply chain (raw materials, manufacturing, warehousing, etc.). 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.

Inside sales 132

Inside sales Cold Call Contract Price 132

Salesforce

OCTOBER 6, 2021

Stacy Cooper Dent : When that first stay at home order hit back in March of 2020, we didn’t know much, but we knew that we were going to put people at the center of every decision — our team, our customers, and of course, our consumers. Then we made a commitment to not lay a single person off.

Growth 98

Growth Niche Manufacturing Retail 98

Understanding the Sales Force

SEPTEMBER 20, 2023

Should salespeople understand what marketing does? 5 Ways to Build (and Lose) Credibility in Your Sales Emails Why is it Important to Align Your GTM Team? Should there be alignment around audience and messaging? Absolutely. But let’s be clear.

Sales 84

Sales GTM Manufacturing Lead generation 84

Cience

OCTOBER 6, 2020

When getting ready to launch their first Outbound Go-To-Market, the same personas that took initial meetings (referrals from CEOs and CMOs) will be much more difficult to entice without the benefit of familiarity. Most of their clients have 200-1,000 employees and yearly revenues of $10M – $50M.

B2B 105

B2B Lead generation Contact CRM 105

Sales Hacker

OCTOBER 16, 2020

Manufacturing. I noticed that over the last fiscal year, the company had pumped in an additional $188 M (33% increase) of marketing dollars in their go-to-market initiatives as they were looking to bring new products to market. There are several subsections you should focus on: The mission statement. Partnerships.

Prospecting 128

Prospecting Cold Call Referrals Objectives and Key Results 128

ConversionXL

OCTOBER 7, 2021

This stage is used to determine the viability of your product and confirm when it should go to market. On the development and manufacturing side, you’ll have a decision to make: Continue with the product in its current form Make improvements to prolong the decline phase Drop the product completely.

Product 142

Product Minimum Viable Product Price Launch 142

Partners in Excellence

SEPTEMBER 15, 2017

Forecasters can look at orders placed on manufacturers in the summer months, making reasonable guesses about revenue in the 4th calendar quarter (barring unforeseen events). Massive changes in our markets, or our methods of going to market will impact the predictability of revenue.

Retail 54

Retail Territory Manufacturing Pipeline 54

SaaStr

JUNE 16, 2020

Matt Garratt: All of our mid-market business and we are going to be talking about how our portfolio companies and how Salesforce ventures, and how Salesforce is shifting our go to market strategies during these very uncertain times and really excited to have Adnan here, one of the best sales leaders I’ve ever had the privilege of working with.

GTM 84

GTM Pipeline Healthcare Sales 84

SalesLoft

NOVEMBER 2, 2023

In this article, we’ll cover these critical topics: The inflection point for go-to-market teams A 3-part approach to thinking about AI What accounts should you focus on and why? The inflection point for go-to-market teams Today, AI has moved to the forefront of many companies’ strategic plans.

GTM 52

GTM Tradeshows Manufacturing Go To Market 52

Partners in Excellence

JULY 26, 2016

” Just like manufacturing executives development executives and other operational executives have cost budgets that influence their designs and manufacturing approaches, sales management has to have a cost budget by which they must evaluate their sales model and the investments they make in selling.

Commission 58

Commission Manufacturing Sales Engineering 58

SalesLoft

AUGUST 20, 2015

This is why investing in improvements at the top of the sales funnel, particularly in early prospect and lead qualification are so valuable: they save the time and energy of a startup’s go to market teams and can meaningfully improve unit economics.” – Tomasz Tunguz. Want to connect with Fortune 2000 VPs of Manufacturing?

Angle 52

Angle Cold Call Appointment Manufacturing 52

Highspot

JULY 31, 2020

Manages day-to-day communications with sales and other go-to-market teams. Secure your sales team’s success by carefully defining their roles and responsibilities within your go-to-market team — and invest as necessary in the supporting functions they need to thrive. Tracks and reviews sales performance metrics.

Assembly Line 72

Assembly Line Territory Strategize Sales 72

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

ConversionXL

OCTOBER 7, 2022

Industry Average CAC Travel $7 Retail $10 Consumer goods $22 Manufacturing $83 Transportation $98 Marketing agency $141 Financial $175 Technology (Hardware) $182 Real estate $213 Banking/Insurance $303 Telecom $315 Technology (Software) $395. According to Startup Talky , here are some average CACs by industry.

Cross-sell 22

Cross-sell Customers Referrals Drivers/motivators 22

Heinz Marketing

MAY 11, 2020

If you’re a manufacturer, we have clients in manufacturing, they got to go build stuff together. And so I think there are a lot of things that are going to change. Well it’s to have more of a manufacturing type approach to creating demand. But do we all have to be there every day from nine to five?

Pipeline 91

Pipeline Sales Healthcare Manufacturing 91

Hubspot

OCTOBER 4, 2017

What didn't come as a surprise, but was still nice to see, was the Google Home and Assistant's integration with Nest, a manufacturer of smart home and automation devices. According to the presentation, the design team tested about 157 shades of gray before selecting the one that will go to market, along with two other color options.

Product 78

Product X-functional Price Technology 78

SaaStr

AUGUST 26, 2020

The fourth major risk that investors are evaluating is go-to-market risk. Those are the types of questions that are asking in the category of go-to-market risk. ” Product, team, go-to-market, and financial risk, that was the fifth risk. Is there a clear definition of an ideal customer?

Pitch 125

Pitch Finance Product Start-ups 125

SBI

SEPTEMBER 12, 2018

Zilliant @Zilliant Use data and artificial intelligence to capitalize on business complexity in B2B manufacturing, distribution and industrial services. Quickly deploy strategic sales and pricing plays based on changing market, cost and competitive dynamics. Manufacturing Lodge. Get pricing right on every quote.

Territory 42

Territory Appointment Manufacturing CRM 42

Highspot

SEPTEMBER 12, 2019

Manufactured urgency, like lab-grown diamonds, is inferior to the real thing. Where we humans are limited by time, AI can crawl thousands of data points in minutes, pulling insights that can inform your strategy and uncover areas for improvement across your go-to-market operation. The only complication?

Cross-sell 45

Cross-sell Manufacturing Represent Education 45

Heinz Marketing

MARCH 29, 2021

But also I remember a lot of explicit conversations from 12 months ago talking to go-to-market leaders, especially in some of our manufacturing industrial clients saying like, what am I going to do? I got reps that are used to going to someone’s office with a box of samples.

Pipeline 128

Pipeline Sales Gaming Up-sell 128

Cience

NOVEMBER 6, 2019

The most important thing about any go-to-market approach is the buyer and the buying process. It’s the seller’s responsibility to adapt its approach to the market ; it’s not the market’s responsibility to adapt to any company. What are the key requirements in developing an effective multi-channel go-to-market effort?

Retail 42

Retail Manufacturing Price Up-sell 42

Heinz Marketing

AUGUST 30, 2021

We need a whole new go to market on sales generated pipeline at scale. I know the people I should be talking to, how do I manufacturer or find, and then leverage and follow up with those right intent signals.” We don’t need people to fill out forms to become a good lead.

Pipeline 122

Pipeline Sales Up-sell Cross-sell 122

SalesLoft

JUNE 20, 2019

What can Toyota Lean Manufacturing teach us about sales performance? It essentially takes Toyota lean manufacturing concepts and turns it into this really cool novel. Jeremey: I did read that book back in business school when we were learning about the whipsaw effect in manufacturing. Hint: AEs aren’t for sale on Amazon).

Territory 63

Territory Sales Construction Up-sell 63

Gong.io

MARCH 30, 2020

Areas of the country that just aren’t as much of a hotbed, whether it’s tech, eCommerce companies, or manufacturing. Every week, we interview senior revenue professionals who share their insights on how they leverage revenue intelligence to drive success and win their market. Listen now at gong.io/podcasts. podcasts.

Territory 62

Territory Sales Appointment Entertainment 62

Lead Fuze

JANUARY 1, 2022

So it’s important when negotiating price with your manufacturer to define all parameters beforehand so you can be sure what they mean before deciding on any assumptions. With this approach, manufacturers will not receive as many volume discounts because they only make smaller commitments. Using an OEM go-to-market strategy.

Negotiate 52

Negotiate Profit margin Contract Price 52

Sales Hacker

JANUARY 13, 2021

Enterprise original equipment manufacturer (OEM) software is when one software company (the licensor) licenses its software to another software company (the licensee). Depending on the software, implementation, and go-to-market (GTM) strategy, considerable costs and internal resources could be needed for a successful deployment.

GTM 89

GTM Negotiate Profit margin Contract 89

SaaStr

APRIL 4, 2019

But they are actually accompanying us in the sales cycle and it’s certainly something that’s accelerated our time-to-market but also our success as well. So I’ll give you a flip perspective from a sales and marketing standpoint. So those are two sides of the equation. Megan Leuders: Well it’s interesting.

Engineering 69

Engineering Strategize Technology Technology 69

Lead Fuze

NOVEMBER 30, 2021

ABM Example 2: How an e-commerce firm used ABM to drive a buying consensus with a “stuck†manufacturer. The client was not involved in the go-to-market plan for new products or lines. Most companies don’t think about how to use ABM in order to accelerate accounts towards revenue.

E-commerce 52

E-commerce B2B Healthcare Sales 52