Sales Hacker

DECEMBER 6, 2024

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. This is the second part of our State of GTM Jobs series (read Part 1 about Sales on GTMnow or Substack ).

Customer Success 107

Customer Success Technical Advisors Sales Hiring Scale 107

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. That’s the metric of success.

Sales Hiring 80

Sales Hiring Marketing Technical Review Sales Recruiting 80

Sales Hacker

JULY 1, 2025

Previously, Austin led the growth team at Ramp, where he scaled the org from 1 to 25+ and pioneered a product-led, experiment-driven GTM approach. With a background in investment banking and venture capital, Austin brings a uniquely analytical and first-principles mindset to modern B2B growth. That’s where TriNet comes in.

Technical Advisors 78

Technical Advisors Technical Review Scale Sales Hiring 78

FastSpring

JULY 3, 2025

So FastSpring is the leading merchant of record ⁓ in e-commerce. So it can expand your ⁓ target market, customer reach, ⁓ and overall revenue. ⁓ and also understand where their next steps are and where they want to go next so that we can be ahead of the overall e-commerce curve and be ready for those growth markets. . ⁓

Merchant Services 78

Merchant Services Payment Methods Payment Services Payment Solutions 78

Sales Hacker

APRIL 25, 2025

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. From that, hes learned that the best growth strategies arent new. Theyre timeless. They build them.

Scale 72

Scale Scaling AI Search Venture Capital 72

Sales Hacker

JUNE 13, 2025

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow shares insight around the go-to-market strategies responsible for explosive company growth.

AI Search 90

AI Search Sales Hiring Sales Recruiting Scale 90

Sales Hacker

FEBRUARY 14, 2025

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Given how tough this market is, I figured it would be valuable to break down exactly how we did it. So just ask.

Development Team Review 77

Development Team Review Technical Review Software Review Scale 77

SaaStr

MAY 25, 2024

Cloudinary VP of Developer Experience Sanjay Sarathy shares his journey to more than $100M and the lessons he learned along the way for building a PLG motion and an Enterprise sales motion. It was founded by three developers who owned a consulting firm previously, helping startups come to market. There’s a continuum playing itself out.

Scale 312

Scale Sales Hiring SaaS Payments Development 312

SaaStr

NOVEMBER 30, 2023

Companies that win a market are just as good at Go-to-Market as they are at building great products. General Partner Doug Pepper and General Partner and Head of Analytics at ICONIQ Growth, Christine Edmonds, share the art and science of scaling GTM at this year’s SaaStr Annual.

Scale 274

Scale Sales Hiring Scaling Outsourced Development 274

SaaStr

JULY 29, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about how to scale faster. In some ways they’re a next-generation marketing automation system for restaurants, sort of a, they’re a Toast partner but a Toast Plus. As they scaled, they radically changed how they did sales. Times are good.

Scale 273

Scale Scaling Sales Hiring Enterprise 273

SaaStr

FEBRUARY 15, 2023

Lightspeed Partner, Anoushka Vaswani, is joined by Raj Sarkar, CMO at 1Password, Kim Walsh, SVP, Sales, Partnerships and Customer Success at Apollo.io, and Chris De Vylder, CRO at Sentry, to pass along key lessons from their growth journey. Then build your segmentation and sales processes around that. 20 million?

Scale 244

Scale Sales Hiring CTO Hire Scaling 244

SaaStr

OCTOBER 30, 2021

Gorgias is the leading contact center for e-commerce and it’s been a fun one to track at SaaS, from 1,000 to 3,000 to now 7,000 customers. Their CEO will join us at SaaSr Scale 2021 on December 15 to talk about using data to get to 10,000 SMB customers! That was the birth of what we now call the Growth Machine!

Scale 284

Scale Sales Hiring Sales Underperforming Technical Team 284

SaaStr

JUNE 13, 2024

Earlier this month, Gong’s CEO and Co-Founder Amit Bendov sat down with SaaStr Founder and CEO Jason Lemkin at SaaStr Europa 2024 to talk about all things AI and the lessons learned while scaling to billions. What Does AI-Enhanced Sales Look Like In Two Years Everyone’s thinking about it. First, no drudgery. Yes,” Amit says.

Scale 306

Scale AI Sales Underperforming Technical Team 306

Intercom, Inc.

DECEMBER 20, 2018

Sujan has seen first-hand just how powerful chatbots can be – greater efficiency, accelerated sales cycles and better customer experiences. Sujan’s no stranger to finding the cutting edge in growth. As the co-founder of WebProfits , he’s led marketing strategy for the likes of Intuit, LinkedIn and Salesforce.

Scale 151

Scale Scaling Technical Review Systems Review 151

Intercom, Inc.

FEBRUARY 1, 2018

In August of 2016, Rachel Hepworth embarked on a unique challenge: start a growth marketing team at one of the most successful startups of this generation – one that had long relied heavily on word of mouth. This is the second in a series of interviews over the next couple months about unlocking the potential of growth.

Growth Marketing 174

Growth Marketing Scale Marketing Outsourcing Services 174

SaaStr

SEPTEMBER 14, 2024

brand, once you have the prospect in your funnel. Pricing “cheap” won’t get prospects to come find you, not usually. But it can reduce friction in the sales process. And reducing friction is key to scaling in the early days … and maybe even later. Brands matter.

Scale 312

Scale Pricing Branding B2B 312

SaaStr

JUNE 4, 2024

Today, AI is heavily taking over sales roles, so this information is geared toward outbound, and how do you make the most of this switch. It appeared that outbound was no longer working at that scale, but then, everyone was surprised by the coming of age of AI tools. It’s also a great tool for lead scoring.

Scale 292

Scale AI Marketing Advertising 292

SaaStock

MARCH 21, 2019

The unique model that the Boston-based VC firm has is to provide strong support to companies post their investment to help them refine business models, pricing, marketing so they can ultimately scale. Read more about product-led growth on OpenView Labs.

Scale 172

Scale Scaling Business Model B2B 172

SaaStr

MARCH 30, 2021

But really, it means you aren't doing any effective marketing. Few things will demotivate your sales team more than a very low win rate. You’re getting the leads and the opportunities. Do you need better sales leadership? Are you nurturing leads properly? You have the leads. You’re getting a shot.

Scale 293

Scale Market Segmentation Leadership Engineering 293

SaaStr

FEBRUARY 20, 2022

Everyone has awoken to how important Content Marketing is in SaaS and almost anywhere in building an audience, awareness, and leads. Content Marketing is one of the top 5 initiatives of almost any growth marketer or demand gen leader now. And SEO really scales. What did I learn? Still, it’s a black art.

Scale 290

Scale Content Marketing Consulting Scaling 290

SaaStr

OCTOBER 6, 2019

Even if leads are still a bit lumpy, outbound is still stretching itself … you at least learn how to close by this point. And often, if you are capital efficient, your marketing cost will be close to $0 at this point (you are barely spending anything to acquire most customers), and your sales costs are pretty predictable.

Sales Hiring 270

Sales Hiring Scale Sales Venture Capital 270

SaaStr

NOVEMBER 28, 2020

A ways back, we did an extremely popular post entitled, Hire the Right Type of VP Marketing or You’ll Just End Up With a Bunch of Blue Pens with Your Logo On Them. The basic idea was to help folks who haven’t hired a VP or Director of Marketing hire the right one for a pre-Scale sales-driven SaaS company.

Sales Hiring 240

Sales Hiring Scale Sales Marketing 240

SaaStr

AUGUST 27, 2024

Rupa is a lab platform for doctors to order lab tests, and Koby took the company from $20M to hundreds of millions in equity and scaled Rupa’s user acquisition by 4000% in 3.5 You can optimize these channels, as well as layer them, to drive meaningful growth. This is how you make great content at scale. #2 How do you do this?

Scale 285

Scale AI Search Sales Hiring Social Media 285

SaaStr

JULY 30, 2023

MarTech stack and budget (always be on the lookout for cutting-edge platforms) A growth mindset Scalable, Low CAC Growth Strategies “One example that works well for sales-led SaaS businesses is outbound,” says Cabane. A high-scale, modern outbound has extremely good CAC and scale. Map it all out.

Scale 246

Scale Sales Hiring Banking AI 246

SaaStr

NOVEMBER 4, 2019

Just when it sarts to get good, again and again, I see the same thing: the number of leads each month stalls out. Many SaaS companies hit an “organic lead plateau” at several phases: When you get Really Big, at some point, every company in the world is Already An Opportunity. Box, Salesforce, etc. It’s consistent.

Scale 225

Scale Sales Hiring Branding Revenue 225

SaaStr

MAY 1, 2021

A Different Way to Approach Enterprise Leads . Zhao says, “Our business model is B2B SaaS, but our sales motion is similar to a consumer-like company…there’s a lot of B2C elements to it.”. Zhao furthers his point by emphasizing that: “This B2C plus B2B motion gives us a lot of sales efficiency. Every touchpoint matters.

Enterprise 314

Enterprise Scale B2C SaaS 314

SaaStr

APRIL 4, 2023

But later … that fades: Sales doesn’t want to deal with smaller leads. Marketing doesn’t get much credit for tiny opportunities. I see so many SaaS and B2B companies end up with their long tail and smallest customers only contributing a single digit percent of revenue as they scale, even if it starts off much higher.

Scale 283

Scale Scaling Acquisition B2B 283

Intercom, Inc.

FEBRUARY 13, 2019

One of the biggest challenges with marketing a SaaS product is figuring out a way to announce the continuous stream of updates and feature releases while maintaining a sense of sanity. Tactics that can scale with the cadence you ship at. One the best things about a changelog is how flexible they can be to fit your needs.

Scale 134

Scale Scaling Social Media Product Marketing 134

SaaStr

DECEMBER 3, 2019

Jason asked me to find the two best marketing executives that I could to talk about how to generate more leads for your company. No, keep your hands up if you want more leads for your business? So today we’re going to talk about generating leads and I think we were going to break it into three sections.

Scale 157

Scale Sales Hiring Development Team Review Technical Review 157

SaaStr

MAY 30, 2024

Sales-Led vs. Product-Led vs. Hybrid What are the pros and cons of different motions? Let’s start with a sales-led motion, which is traditionally how B2B software has been sold. Hybrid combines product-led and sales-led motions, and they work closely together. How does that collaboration and hand-off with sales work?

Scale 299

Scale AI Search Azure Sales 299

SaaStr

NOVEMBER 5, 2021

On the one hand, you need a shorthand for your sales and marketing efficiency — and that’s Magic Number. Magic Number is your growth in ARR over a quarter divided by the sales and marketing spend in the prior quarter. no marketing spend) and that auto-upgrade (i.e., limited to no sales expense).

Scale 293

Scale SaaS Acquisition Benchmarks 293

SaaStr

JULY 22, 2021

Ultimately, almost all software companies end up getting 20-50% or so of their new customers from their existing customers once they hit scale. Make the sales team ask. Q: Dear SaaStr: What Percent of My Revenue Should Come from Referrals and Word of Mouth? Sometimes even more. From referrals. From brand. From word-of-mouth.

Sales Hiring 358

Sales Hiring Scale Customer Success Branding 358

SaaStr

MARCH 19, 2019

Niall Wall, Box SVP of Business and Corporate Development alongside Vicki Lin, Stripe’s Head of Ecosystem and Cecilia Stallsmith, Slack’s Director of Platform Marketing discuss scaling your revenue via indirect channels and platform ecosystems. I run platform marketing at Slack. Vicki Lin : Great. Thank you Ceci.

Payments 129

Payments Scale Scaling Revenue 129

SaaStr

JUNE 30, 2020

“Leads seem to have fallen by about 40% since we changed the website” — Startup B at $10m ARR. Does your marketing site really matter, past a point? The previous marketing site was very focused, but probably too much so. Probably more important as you scale, and start to compete in more segments.

Scale 251

Scale Marketing Startup Enterprise 251

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. They weren’t getting any leads.

Sales Hiring 306

Sales Hiring Scale AI Search AI 306

User Pilot

OCTOBER 15, 2023

Marketing your SaaS is a complex task involving many roles, one being a growth marketer. But you may be thinking, what exactly is the role of a growth marketer, and how do they help grow your product ? The structure of a growth marketing team depends on the size and needs of your company.

Growth Marketing 105

Growth Marketing Marketing Customer Lifetime Value Scale 105

SaaStr

APRIL 25, 2021

I personally was terrible at many growth tactics, growing Adobe Sign / EchoSign. I didn’t know much about anything other than direct sales at the time. Getting very good at in-bound sales. We optimized a strong team around high-velocity in-bound sales, that could even stretch easily to $300k+ deals. Customer marketing.

Scale 274

Scale Enterprise Branding Scaling 274