Martech

OCTOBER 22, 2024

Geographical location If your business focuses on a specific geographic region or offers country-specific offerings, prioritize leads from those areas. Dig deeper: A scoring model your GTM team will fall in love with 3. Conversely, lower points should be given to leads outside your service area.

Cross-sell 116

Cross-sell Lead generation GTM Territory 116

SaaStr

MAY 28, 2024

If you’ve read SaaStr or have been around for the last decade, you might be familiar with some of the repeated GTM mistakes founders tend to make, but the world of hiring, people, scaling, and workplace expectations are significantly different today than they were before March 2020. The same is true for your first 5-10 reps.

GTM 122

GTM Pipeline Growth Quota 122

SaaStr

NOVEMBER 28, 2022

Are you able to take on moving to new territories? Expanding the business’s territory lines is expanding the number of people who will be interested in the business. The secret to aligning GTM & finance teams. Success requires a healthy balance between finance and GTM teams.” Mergers and acquisitions. Prakash Raina.

Finance 98

Finance GTM Government Territory 98

SaaStr

FEBRUARY 7, 2023

with Aashish Krishna Kumar, Head of GTM at Togai Sales Enablement 2.0 – Elevate Rep Performance with Divanshu Goyal, Sales at GTM Buddy Common scaling pains for SaaS businesses and how to overcome them. Straight from a SaaS CCO with Yellow.ai’s CCO with Shekar Murthy, Chief Customer Officer at Yellow.ai

GTM 117

GTM Territory Networking B2B 117

SaaStr

JULY 21, 2022

Reaching unicorn status is nice validation, but the luster fades when founders can’t navigate the hidden challenges that come with uncharted territory. Amidst the volatility of today’s economic climate and market, GTM leaders need to be especially savvy when it comes to their company growth strategies and earning their customers’ love.

GTM 122

GTM Territory Price Growth 122

SaaStr

APRIL 5, 2023

Revenue Operations Is Much More Than Sales Revenue ops aren’t just GTM, GTM strategy and ops, sales or marketing ops, but you’ll see these titles and roles in various companies. Examples: Consistency of methodology or how a company thinks about territories and incentive plans. Considering aspects of sales and GTM strategies.

GTM 98

GTM Education Objectives and Key Results Territory 98

Highspot

JANUARY 23, 2025

Key Takeaways Companies investing in GTM strategies report a 70% increase in closing rates and up to 5x business growth by communicating value. Skipping GTM planning can lead to disastrous results, like misaligned teams, wasted resources, and failed launches, as seen in notable product flops.

Go To Market 52

Go To Market GTM Objectives and Key Results Launch 52

ConversionXL

SEPTEMBER 20, 2018

A go-to-market (GtM) strategy is an action plan that specifies how a company will reach target customers and achieve a competitive advantage. Before we dive into which SaaS GtM strategies might work best for your business, you need to take four elements into account: Battle environment (i.e. The sales-led GtM strategy.

Go To Market 289

Go To Market GTM Profit margin Education 289

Sales Hacker

AUGUST 7, 2020

Regional Vice President of Sales. Regional Vice President of Sales. Regional Vice President of Sales. Regional Vice President, Commercial Sales. Regional Vice President. Regional VP Sales. Regional Sales Director | Healthcare. Territory Account Manager. Mellanox Technologies. Camille Clemons.

Territory 131

Territory Presentation Strategic partnership Inside sales 131

Highspot

FEBRUARY 20, 2025

By aligning go-to-market (GTM) teams under one shared knowledge base, you equip each functionsales, marketing, customer support, and others to seamlessly collaborate, maintain a consistent brand voice, and deliver outstanding customer experiences. Armed with this knowledge, teams can drive GTM success. Did you know?

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Martech

OCTOBER 10, 2022

The growing impact of B2B internal disconnects is limiting our customer relationships, affecting our revenue results and hamstringing our go-to-market (GTM) teams’ productivity. Disconnect 1: Fragmented marketing, sales and customer tactics versus unified GTM strategies. Review, refresh and optimize your GTM strategy continuously.

B2B 119

B2B GTM Customers Cross-sell 119

Sales Hacker

SEPTEMBER 29, 2023

Thanks for reading The GTM Newsletter! For example, some marketing leaders are finding excellent budget trimming opportunities with ineffective paid media, while others whose GTM motions have a demand capture component are still seeing good returns. Hottest GTM job of the week: Founding Account Manager at Tavus , more details here.

GTM 129

GTM Growth B2C Territory 129

SaaStr

SEPTEMBER 11, 2024

Stephanie Couzin, the VP of GTM Strategy and Ops, and Roderick De Greef, the VP of Sales and GM EMEA, share Lucid’s transition from a PLG company to a PLG and Sales-Led company. Customers’ needs also differ from region to region, so how do you solve this complexity? Now, 33% of Lucid’s revenue is from EMEA.

Territory 122

Territory GTM Price Cross-sell 122

Martech

NOVEMBER 16, 2022

The data can be sliced by time period, region and industry. ” Sangram Vajre, CEO and co-founder, GTM Partners (in a release). It includes: Data on customers switching vendors and the reasons for the switch. Customer sentiment metrics including comparisons with competitors. Ratings and customer feedback. Why we care.

Launch 117

Launch GTM Territory Represent 117

SaaStr

AUGUST 2, 2024

You’ll likely need a: Pre-sales team Post-sales team A new roadmap, framework, and GTM strategy If you don’t make changes at the right time, which isn’t easy and requires a collective effort as a business, you’ll likely stay stagnant. The GTM strategy is easy to use and caters to small teams around productivity and collaboration.

GTM 113

GTM B2C Growth Territory 113

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. 1) Across regions. Regions often respond with a 1-2 year delay to the US Market. Regions often respond with a 1-2 year delay to the US Market. 2) Spanning markets.

Go To Market 97

Go To Market GTM X-functional Territory 97

SaaStr

JULY 30, 2021

Jag Jill, Regional Lead, Customer Success – US East, Canada & Latin America @ Dataiku. Paul Patterson, Operating Partner, Global GTM @ Next47. Henrique Dubugras, Co-CEO/Founder @ Brex. June Sauvagent , CMO @ Brex. Brooke Jutzi , VP Finance @ TIMIA Capital. AJ Bruno, Founder/CEO @ QuotaPath. Ray Kruck, CEO @ Tugboat Logic.

GTM 109

GTM Territory Finance Product 109

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. This can cause a domino effect of confusion across the entire GTM team. Guess what? You’re not alone. The good news is, there’s a solution.

GTM 98

GTM Territory Finance E-commerce 98

SaaStr

AUGUST 29, 2022

10 Lessons Learned Scaling to $1B Valuation with Drift’s Co-founders : Reaching unicorn status is nice validation, but the luster fades when founders can’t navigate the hidden challenges that come with uncharted territory. So how do modern GTM leaders build processes for growth based on their product, price point, and target customer?

GTM 113

GTM Growth B2B Territory 113

SaaStr

NOVEMBER 1, 2022

Companies in our region are good at achieving PMF and scaling to $1 million-$5 million ARR efficiently. Learnings on GTM. Pricing/Packaging (PP) is a key component of GTM. PP could be a strategic enabler of GTM scale up if done well. PMF and GTM execution are table stakes. That’s too tactical.

GTM 117

GTM Niche Cross-sell Contract 117

Sales Hacker

FEBRUARY 7, 2018

One of the keys to growth in today’s business model is to identify the most effective and efficient GTM model using a variety of sales and marketing channels. The challenge is that organizations are primarily looking at the result, not using metrics to measure effectiveness and efficiency of each GTM strategy.

Growth 101

Growth GTM SQL Strategic partnership 101

SaaStr

JANUARY 7, 2021

Zendesk’s Sharon Prosser, VP Worldwide SMB Sales & XDR, and Astha Malik, VP GTM Strategy, Planning, and Enablement share some guiding principles about how their company has grown and enriched many markets. 4 Be real with your strengths and ownable territory. The good news is, you really can think about $1B. The X-Factors.

GTM 111

GTM Territory Drivers/motivators Growth 111

SaaStr

JULY 22, 2024

From 8 reps to 16 to 64, territories, etc. Not Understanding the Existing GTM Motions I see a lot of VPs of Sales that for example have only sold direct not understand a selling motion that also has a big partnership or channel component. ” Lazy. The process slides are always awesome looking and sound like what you need.

GTM 123

GTM Territory Start-ups Sales 123

SaaStr

APRIL 25, 2023

One of the challenges they’ve faced with GTM is that they are a new technology sector, therefore, the traditional technology markets of other companies don’t necessarily always apply, so they’ve really had to draw on their experience overseas. When Chris came to Celonis, they had one industry.

Engineering 97

Engineering GTM Territory Management Consulting 97

Sales Hacker

MAY 5, 2021

Even if you’re not in RevOps, our list of RevOps heroes offer advice everyone needs to hear (or, at least everyone in a GTM org). Follow Feras for great content like how to modernize your GTM strategy and RevOps is like a dope sneaker collection. Keith Jones , Manager of GTM systems at MURAL. Want a bit more context?

GTM 122

GTM Consult Territory Real Estate 122

ConversionXL

JANUARY 22, 2020

About two years ago, I wrote an article on using Google Tag Manager (GTM) to personalize your website. But GTM is still critical to overcome its enduring limitations. Spoiler alert: It’s also something you can solve with GTM.) This is where GTM comes in. Even then, people asked why I wouldn’t just use Google Optimize.

GTM 110

GTM Objectives and Key Results Campaign Follow-up 110

SaaStr

NOVEMBER 3, 2023

Before talking about customer acquisition, it’s worth noting the greatest strength of Toast’s GTM motion — The partnership between their sales and marketing organizations. More Territory Per Rep Doesn’t Mean More Sales Was Toast methodical in the way they segmented or rolled out nationwide? The takeaway?

Growth 106

Growth Territory Referrals Customers 106

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. Be able to define and map GTM processes and workflows, identify gaps, and iterate and improve. Interned for Experian developing an international GTM strategy. Unified data problems. Proliferation of marketing and sales technology. Asia Corbett ).

Finance 117

Finance Cross-sell GTM SQL 117

SaaStr

AUGUST 2, 2021

Regional: These partners located in specific areas provide depth, geographic presence and expertise. The focus also widens to executing an outstanding GTM strategy and build top-notch customer success. Examples include Infosys, NetOne, Atos, Vodafone and Fujitsu. Examples include Nexus, Red Moki, Cask, and Beta80 Group.).

GTM 113

GTM Territory Strategize Growth 113

SaaStr

DECEMBER 14, 2023

Then, there are regional teams globally in North America, Latin America, Europe, the Middle East, East Africa, Japan, and Asia Pacific. Pursuing Two Different Segments: The Tale of Startups vs. Enterprise From a marketing perspective, the GTM marketing position and product market messaging differ between Google Workspace and Google Cloud.

GTM 123

GTM Cross-sell Territory Retail 123

SaaStr

NOVEMBER 4, 2022

CAC payback factors in all the health indicators of your business: GTM efficiency, ARR growth, churn rates, and gross margin. Partnering to sell in Europe, Latin America, or Asia with successful partners in those regions. Invest early in partnerships to drive a multiplier effect in GTM. Geography-based. Focus is key.

Growth 19

Growth GTM Cross-sell Non-Profits 19

Sales Hacker

JULY 14, 2021

explains that, “Sales Ops focuses on territory planning, deal desk activities, opp reporting, commissions and comp, SDR and AE handoffs, and managing tools like Outreach and Salesforce. Messaging is disjointed when GTM functions are separate. But there is a tactical difference between the two.

Territory 104

Territory GTM Sales Consult 104

ConversionXL

JANUARY 21, 2020

One Account for the company; Multiple Properties for regions (or brands); One roll-up View for each Property; One View per website. If this solution seems a bit fragile or messy, Google Tag Manager (GTM) offers an alternative. Use GTM to streamline implementation and management. GTM is your answer. Image source ).

GTM 73

GTM Territory Strategic planning Appointment 73

Gong.io

JUNE 11, 2021

A stellar sales enablement strategy must help to accelerate strategic initiatives, specifically GTM (go-to-market) ones. Sales teams are on the front lines and must be well-versed in all things related to GTM strategic initiatives. . . #3: Accelerate strategic initiatives. pricing should be in the first stage or presentation.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

Sales Hacker

DECEMBER 4, 2019

Going to market with a new offering, new SKU, or even a new region involves an entire organization. Let’s look at GTM (go-to-market) processes. In the GTM process, there are two parallel priorities — one focused on the external , the other on the internal. A Programmatic Example of Church and State.

GTM 66

GTM Sales Education Territory 66

Sales Hacker

MAY 26, 2021

The focus is on things like reporting, territory management and later stage tasks such as contract negotiations and finance approvals. Communicating with sales leaders to design sales territories, identify and prioritize ideal customer accounts, and ensure that opportunity is balanced across territories and individual reps.

Territory 72

Territory Objectives and Key Results Finance Cross-sell 72

Hubspot

MAY 8, 2020

If you want to unify the data and processes you use across your go-to-market (GTM) teams, LeanData is a great software option. You'll be able to build a GTM plan, execute it, and access performance analytics with the software. You can use the software to align marketing and sales goals, as well as align revenue operations.

GTM 101

GTM Price Contact Campaign 101