SaaStr

JULY 5, 2024

What are the biggest GTM mistakes founders make? GTM Mistake #1: A VP of Sales That Can’t Sell or Demo the Product Mistake number one has always been an issue, and it’s the number one reason startups struggle in today’s world. They hire a VP of Sales who doesn’t want to sell or learn the product. Let’s jump right in.

GTM 83

GTM Cross-sell X-functional Pipeline 83

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

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. Some companies go really hard,” he shares.

Go To Market 97

Go To Market Growth GTM X-functional 97

Sales Hacker

SEPTEMBER 22, 2023

Thanks for reading The GTM Newsletter! Set the right product limitations for your free account. To improve freemium conversion rates, it’s essential to set appropriate product limitations for free accounts. Beyond meeting founders and LPs all day, I’m slowly eating my way through New York City. Anyway, let’s get into it.

GTM 122

GTM X-functional Inside sales User Experience 122

SaaStr

OCTOBER 3, 2023

Finding product market fit Moving from SMB to Enterprise or vice versa Achieving Enterprise repeatability Strategic expansion Borland has experienced all four stages at three different companies and knows what teams and functions look like for each stage of growth. The journey covers three stages.

B2B 116

B2B GTM Objectives and Key Results Sell 116

ConversionXL

JUNE 25, 2021

An effective product launch strategy helps you generate awareness, build intrigue, and validate your product positioning. The best product launches take into account the product lifecycle—understanding where it fits into the bigger picture, and how to transition through each phase. But it’s not a linear journey.

Launch 96

Launch Product Non-Profits GTM 96

SaaStr

JULY 12, 2024

Open source is all about value creation, and GTM teams are all about value capture. But when they discover a large global bank using Grafana Labs, that’s where the product strategy comes in. They decided to become multi-product at stage two. Going multi-product is a big deal, and a lot of companies struggle with it.

GTM 116

GTM X-functional Meeting Pitch 116

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). 2) Spanning markets.

Go To Market 97

Go To Market GTM X-functional Territory 97

SaaStr

FEBRUARY 27, 2024

Go-to-market (GTM) design and efficiency are sometimes overlooked, but they’re a critical driver of any SaaS business. x in this case, you would already be at break even. Over the past 5-7 years, Sapphire has seen in its data the base composition of GTM teams at best-in-class companies changed dramatically.

Go To Market 109

Go To Market GTM Non-Profits Quota 109

ConversionXL

AUGUST 27, 2019

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. Further, Segment works on the client-side and server-side , while GTM works only on the client-side.

GTM 124

GTM X-functional CRM Technology 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. 2023 saw the team grow from 6-10 reps, which is pretty modest, and they built an SDR function.

Go To Market 120

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

ConversionXL

APRIL 25, 2016

Note that I’m recommending Google products since we’re using Google Analytics throughout this article, but there are many measurement alternatives, like Mixpanel or Localytics. For example, you sell coins in a game or users sell virtual products to other users. Of course, you can also sell physical products in-app.

X-functional 88

X-functional UX GTM Objectives and Key Results 88

SaaStr

DECEMBER 6, 2023

Their co-founder, Dylan Smith, handles many functions of the business, like finance. His work frees Aaron to focus on what he loves: product and engineering. 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.

X-functional 114

X-functional Non-Profits GTM Price 114

ConversionXL

JULY 8, 2020

Pick this option if you want to track the actions people take on your website, such as purchasing a product or signing up for your email list. Sell products from your catalog. Showcase your inventory with product images on the search results page. The keyword insertion function matches the exact keyword someone typed in.

GTM 100

GTM X-functional Appointment Campaign 100

Sales Hacker

JANUARY 13, 2021

The licensee embeds the third-party software into its application to improve it by adding new functionality or features, or enhancing existing functionality or features. On the contrary, the licensee will have a better product to sell with the OEM partner’s added value.

GTM 89

GTM Negotiate Profit margin Contract 89

Search Engine Land

SEPTEMBER 7, 2023

Connecting tools Under all the GA4 account options, you will see a new section called Product Links. This is where you can link additional Google products such as Google Ads, BigQuery, Google Search Console, and more. However, you do have to be an admin on both products you’re linking to.

GTM 136

GTM Campaign Follow-up Start-ups 136

SaaStr

JUNE 20, 2024

AI is the X-factor for your business, and it can lead to exponential growth. Dawn Herndon, Vice President of EMEA Build & ISV Partnerships at IBM, shares the areas where AI can accelerate your business and the different factors you need to consider as you build products and solutions to sell.

X-functional 70

X-functional Government Technology Technology 70

ConversionXL

MARCH 24, 2016

The nerds at Airbnb explained it as follows: “The outside world often has a much larger effect on metrics than product changes do. Controlled experiments isolate the impact of the product change while controlling for the aforementioned external factors.”. It’s based on what your product is and what your model is. 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 62

Prospecting SQL GTM X-functional 62

ConversionXL

MAY 13, 2020

Do more and more people use Feature X? Related products. If I buy Product A, what category of product has a positive correlation with this product? Correlations between products can help drive product recommendations. I recommend two articles to inspire you: How to build a GTM monitor by Simo Ahava.

Gaming 85

Gaming Sports SQL X-functional 85

Highspot

MAY 20, 2022

Sales plays can be created to support different regions, product lines, or buyer personas; this ensures that your reps’ tactics match different buyer needs. To get a better understanding of their impact, let’s imagine you are rolling out a new product line. How should reps talk about this product line?

Territory 52

Territory X-functional Sales Cross-sell 52

SaaStr

NOVEMBER 2, 2019

Does one have to expand the product line to retain customers? How should this data feedback into your product roadmap and pipeline? * How does Krish think your customer acquisition and GTM strategy has to change with the movement from SMB to enterprise? Yes, it does not scale, but the beauty is the product.

Price 64

Price GTM Up-sell Product 64

Sales Hacker

FEBRUARY 19, 2019

Pete Kazanjy – Entrepreneur, Author, and Early-Stage GTM Expert. Chris Orlob – Senior Director, Product Marketing at Gong.io. Listen to Lori on a Sales Hacker webinar as she decodes the X factor that makes women more effective in sales. What’s the ROI on my sales development team as a function?

Cold Call 14

Cold Call Inside sales Sales B2B 14

SaaStr

MAY 10, 2019

As for Jason, prior to co-founding GoNimbly, he was Director of Product Management @ TradeShift and before that was VP of Product Management @ Lanetix. In This Episode We Discuss: * How Jason made his way from Director of Product Management at Tradeshift to changing the way we think about scaling revenue operations with GoNimbly. *

X-functional 56

X-functional SQL Pipeline Go To Market 56

SaaStr

DECEMBER 8, 2023

At SaaStr Annual , he was joined by Jordan Tigani, Founder and CEO of Mother Duck Maggie Hott, GTM at OpenAI , and Sharon Zhou, Co-Founder and CEO of Lamini to discuss the new architecture for building Software-as-a-Service applications with data and machine learning at their core. What about the GTM side?

GTM 123

GTM SQL X-functional Engineering 123

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. It helps me and the team be so much more productive. Scott Barker: Hello and welcome back to the GTM podcast.

GTM 106

GTM Gambling B2B E-commerce 106

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 103

GTM X-functional Price Pipeline 103

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 82

GTM Growth X-functional Referrals 82

Sales Hacker

JANUARY 21, 2025

Rob Giglio is the Chief Customer Officer at Canva, where he oversees Canvas sales and go-to-market functions. It helps me and the team be so much more productive. The post GTM 130: Scaling to Billions: How DocuSign, HubSpot & Canva Built Winning GTM Strategies with Rob Giglio, Canvas CCO appeared first on GTMnow.

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. Previously, he was an operating partner at Fractal Software, helping launch vertical software companies and find product-market fit.

GTM 99

GTM Quota Drivers/motivators Sales 99

Sales Hacker

APRIL 1, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Hayden Stafford is the President and Chief Revenue Officer (CRO) at Seismic, where he oversees the global go-to-market (GTM) organization, including pre-sales, sales, customer success, services, partners, and more. The other thing is just.

GTM 64

GTM Up-sell Start-ups Growth 64

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 88

GTM Finance Cross-sell X-functional 88

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. She specializes in launching products, entering new markets, and scaling companies to the enterprise. Hello and welcome back everyone to the GTM podcast.

GTM 84

GTM X-functional Objectives and Key Results Start-ups 84