SaaStr

FEBRUARY 21, 2023

So you’ve heard that product-led growth is all the rage, and now you want to transition from a sales-led motion to a product-led one. But you have to take a step back because you might underestimate what it means to implement product-led growth. Keep optimizing your current GTM. A dedicated growth team is suited to this change.

Go To Market 97

Go To Market Growth GTM X-functional 97

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 116

GTM X-functional Engineering Launch 116

SaaStr

AUGUST 26, 2024

They’ll explore strategies for using customer success not just as a support function but as a powerful engine for revenue growth. In this session, Notion’s CRO, Erica Anderson, and GitHub’s VP of Customer Success, Abbas Haider Ali, discuss how customer success teams can take a proactive approach to drive sales.

Networking 114

Networking GTM X-functional Finance 114

SaaStr

OCTOBER 3, 2023

PST, Bo Borland, founder, and CEO of playbuilt, shares four steps for creating repeatable success at every stage of growth, specifically in B2B Enterprise. Let’s look at Borland’s approach to aligning and executing B2B team selling motions for a rinse-and-repeat process for growth. Why is teaming the new selling?

B2B 114

B2B GTM Objectives and Key Results Sell 114

SaaStr

FEBRUARY 27, 2024

Go-to-market (GTM) design and efficiency are sometimes overlooked, but they’re a critical driver of any SaaS business. Magic Number is your growth in ARR over a quarter divided by the sales and marketing spend in the prior quarter. x in this case, you would already be at break even. 4x magic number.

Go To Market 107

Go To Market GTM Non-Profits Quota 107

Sales Hacker

SEPTEMBER 22, 2023

Thanks for reading The GTM Newsletter! This combined approach helps users experience the full functionality initially and, if they don’t upgrade, the transition to the free plan with limited features can highlight the value of the paid service, encouraging them to upgrade. See more top GTM jobs here. That’s all this week.

GTM 119

GTM X-functional Inside sales User Experience 119

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. How to build operational excellence into your organization at different stages of the growth curve.

Go To Market 117

Go To Market GTM X-functional Objectives and Key Results 117

SaaStr

JULY 12, 2024

Grafana Labs co-founder and CEO Raj Dutt and Partner at Lightspeed Alex Kayyal answer the most popular questions about Grafana Labs’ rocketship growth journey at this year’s SaaStr Europa. Open source is all about value creation, and GTM teams are all about value capture. Scaling to $150M ARR and beyond is no simple task.

GTM 113

GTM X-functional Meeting Pitch 113

Martech

AUGUST 9, 2023

Account-based marketing (ABM) is a powerful strategy helping B2B marketers target and engage with high-value accounts, deliver personalized experiences and drive revenue growth. Hillary Carpio Hillary is head of ABM at Snowflake and spearheaded its ABM function through its record-breaking IPO. followers) X (Twitter): @julietrandall (2.5K

X-functional 97

X-functional GTM B2B Technology 97

Sales Hacker

APRIL 10, 2018

This will then help you diversify your revenue, make your business more resilient to economic setbacks and help you plan for growth. Where you can apply this GTM strategy. How to map your GTM strategy to different customer segments. Using CAC to model your GTM strategy. GTM models as a function of Annual Contract Value.

Go To Market 95

Go To Market GTM X-functional Territory 95

SaaStr

DECEMBER 6, 2023

Their co-founder, Dylan Smith, handles many functions of the business, like finance. The other part of the business Aaron needs help with is the GTM operation — customer success, marketing, all of the international global operations, sales, and consulting. His work frees Aaron to focus on what he loves: product and engineering.

X-functional 111

X-functional Non-Profits GTM Price 111

ConversionXL

JUNE 25, 2021

We’ll also share when to transition to the growth stage in the product lifecycle so you can drive conversions and revenue off your momentum. Growth: A sharp increase in users and sales. A product launch lives primarily in the introduction phase (merging into growth once it generates enough demand).

Launch 96

Launch Product Non-Profits GTM 96

SaaStr

JUNE 20, 2024

AI is the X-factor for your business, and it can lead to exponential growth. The Future of Work Is With An AI Assistant Organizations are leveraging AI, this X-factor, by moving toward the AI assistant, the copilot, and the virtual agent. AI is the X-factor. How do you create client-ready use cases?

X-functional 67

X-functional Government Technology Technology 67

ConversionXL

MARCH 24, 2016

Here’s one way to rake the data, according to Andrew Chen: Andrew Chen : “Once you have a way to evaluate the success of a user, then you want to grab a cohort of users (let’s say everyone who’s joined in the last X days) and start creating rows of data for that user. Remember that this rule isn’t a causation. Focus groups.

Conversion 77

Conversion A/B testing X-functional Technique 77

Sales Hacker

AUGUST 30, 2018

In this blueprint, we provide insights into the best prospecting methods for different go-to-market (GTM) strategies. CR(t) —The conversion rate as a function of time to get to a single SQL. We call this a 3 x 3 account — a term coming from organizational selling. Prospecting is about having a conversation with a client.

Prospecting 60

Prospecting SQL GTM X-functional 60

Sales Hacker

FEBRUARY 19, 2019

For more than two decades, she has been instrumental in promoting sales development and inside sales as a community and engine for revenue growth. In this podcast, she describes the incredible experience of guiding a company’s growth from a very early stage startup to IPO. End of quarter is a testing time for any sales team.

Cold Call 13

Cold Call Inside sales Sales B2B 13

SaaStr

MAY 10, 2019

How should North Star’s be segregated between GTM teams and biz ops teams? You said you believe in eliminating the handoffs between GTM teams and the redundancy of MQLs and SQLs. That’s an internal function, but to the customer it shouldn’t be obvious that that’s their obligation, right?

X-functional 54

X-functional SQL Pipeline Go To Market 54

SaaStr

NOVEMBER 2, 2019

How does Krish think your customer acquisition and GTM strategy has to change with the movement from SMB to enterprise? How does your customer success and customer support functions change with the move to enterprise? inaudible] in all three, in every stage of growth. What are the biggest challenges in making this transition?

Price 62

Price GTM Up-sell Product 62

Sales Hacker

MARCH 11, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Cassie Young is a General Partner at Primary Venture Partners, a $1B AUM early-stage venture capital firm in New York that has backed category-defining companies such as Chief, Alma, K Health, Latch, Alloy, Dandy and Vestwell.

GTM 80

GTM Growth X-functional Referrals 80

Sales Hacker

JANUARY 21, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Rob Giglio is the Chief Customer Officer at Canva, where he oversees Canvas sales and go-to-market functions. Scott Barker: Hello and welcome back to the GTM podcast. So you better be thoughtful. It’s all about the guest always.

GTM 103

GTM Gambling B2B E-commerce 103

Sales Hacker

JANUARY 28, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Kraig Swensrud is the Founder & CEO of Qualified where he provides crucial experience and entrepreneurial energy to create the future of enterprise sales tech. GTM 131 Episode Transcript Scott Barker: Hello, and welcome back to the GTM podcast.

GTM 100

GTM X-functional Price Pipeline 100

Sales Hacker

JANUARY 21, 2025

Rob Giglio is the Chief Customer Officer at Canva, where he oversees Canvas sales and go-to-market functions. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content.

GTM 52

GTM X-functional B2C B2B 52

Sales Hacker

FEBRUARY 18, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Joe DiMento is the Head of Go-To-Market & Industry Partnerships at Bain Capital Ventures. If you’re hiring for sales or marketing roles, reach out to Pursuit at pursuitsalessolutions.com/gtm or message a GTMfund team member.

GTM 95

GTM Quota Drivers/motivators Sales 95

Sales Hacker

FEBRUARY 4, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Casey Woo is the Founder and CEO of Operators Guild, an invite-only community for professionals in strategic finance and operations roles. 18:13 The role of cross-functional communication. 18:13 The role of cross-functional communication.

GTM 85

GTM Finance Cross-sell X-functional 85

Sales Hacker

FEBRUARY 25, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Katrina Wong is the CMO of New Relic and a top marketing leader. If you’re hiring for sales or marketing roles, reach out to Pursuit at pursuitsalessolutions.com/gtm or message a GTMfund team member. It’s one of my faves.

GTM 81

GTM X-functional Objectives and Key Results Start-ups 81