SaaStr

JUNE 13, 2021

Revolution in eCommerce Marketing: A Deep Dive with CEO Andrew Bialecki” One of our favorite interviews, talking about Klaviyo broke out in what seemed a crowded and mature space (email marketing). #4. “3 CCO Lessons in Scaling Enterprise CX with Hubspot” A deep dive with HubSpot’s COO. #5.

Scale 213

Scale Interviewing Enterprise Engineering 213

SaaStr

MAY 25, 2020

This one from 2017 Annual is really one of my favorite deep-dives with one of the top SaaS CEOs of all time. 2 top CXOs and 1 top Cloud CEO do a deep dive. #9. Generally, excluding the Top 10 from last week so we surface fresh content. #1: 1: Veeva: The Biggest Vertical SaaS Success Story of All Time (a SaaStr Classic).

Venture Capital 256

Venture Capital Scale Cloud Scaling 256

SaaStr

JANUARY 12, 2024

Let’s dive in. Now, it’s time to dive into the top five predictions for the future of customer success in 2024. PS – watch his recent deep dive on this and a bunch more SaaS metrics for 2024 in the Workshop he did with us.) With the number of layoffs, customer success was the highest.

Sales Hiring 239

Sales Hiring Customer Success Scale AI 239

SaaStr

AUGUST 22, 2021

7 “Flywheelin’: 10 Learnings from Atlassian’s CRO on Its Unique GTM Model” If you missed this talk, it’s a great one on how Atlassian really does sales. #8 Fresh off Talkdesk’s $10B round, you can take a look at how the company got here and even its original VC pitch when it had 6 employees. #7

Scale 269

Scale Cloud Enterprise Startup 269

SaaStr

FEBRUARY 4, 2022

Plan to cover one or two deep-dive topics: This is ideally what the board meeting is all about. These deep-dive topics can be functional in nature, such as delving into the product roadmap or the sales hiring plan. Have the right length and frequency: Four-hour Zooms are a form of cruel and unusual punishment!

Sales Hiring 232

Sales Hiring Scale Leadership Startup 232

SaaStr

APRIL 30, 2020

Salesforce’s New GTM Strategy, with SVP Commercial Sales Adnan Chaudry and Managing Partner of Salesforce Ventures, Matt Garratt. CXO Real Talk, with CEO of Zuora and CIOs of Zendesk and Nutanix , a great deep dive here on what’s really happening in the enterprise. and much more! Start getting caught up here.

Enterprise 181

Enterprise Strategy Management Sales 181

SaaStr

JUNE 15, 2021

The GTM strategy that worked for one company may not work for another. Modern GTM: Embrace the Pincer Sales Motion. The post SaaStr Podcast 453 (and Video): Building a Second Unicorn: A Deep Dive With Jyoti Bansal appeared first on SaaStr. A Tale of Two Unicorns: Key Strategic Differences.

Sales Recruiting 190

Sales Recruiting Scale Software Delivery Travel 190

SaaStr

OCTOBER 27, 2023

Catch up on part one here , where he deep dives into what he really thinks about AI, Sales and lead Gen for SaaS in 2024. But it can be distracting for engineering, product, and GTM teams. Welcome to Part Two of SaaStr founder and CEO Jason Lemkin’s Ask Me Anything session at this year’s SaaStr Annual.

Sales Hiring 234

Sales Hiring Scale Venture Capital Generative AI 234

Intercom, Inc.

SEPTEMBER 1, 2021

But as Intercom has grown, we’ve evolved our team to maintain a balance between launch work and non-launch activities like go-to-market (GTM) strategies, deep positioning work, and customer advisory boards. . We also work very closely with our GTM teams. Relationships are key.

Product Marketing 138

Product Marketing Marketing Sales Hiring Scale 138

Kellblog

JANUARY 23, 2022

When it comes to operating experience, VCs generally fall into one of three different categories [7]: Deep. These people are typically light on technical understanding and go-to-market (GTM) knowledge (but they know that GTM is too expensive and they don’t like it). Patagonia vests [6] aside, not all VCs are alike.

Compensation 126

Compensation Entrepreneurship Finance Startup 126

SaaStr

NOVEMBER 3, 2023

So, let’s dive into what it looks like to be a company like Toast and how fellow CRO’s can steal from Jonathan’s experience and playbook. 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.

Payment Methods 186

Payment Methods Acquisition Scale Payments 186

User Pilot

JULY 24, 2023

In this article, we take a deep dive into the technicalities of a product launch. Your go-to-market (GTM) strategy will combine all of the information you’ve learned in the previous steps into a robust market entry roadmap. This roadmap should generate demand for your product and mitigate any product launch risks.

ChatGPT 94

ChatGPT Social Media AI Market Research 94

Sales Hacker

JULY 28, 2023

It’s very difficult for me not to just type it out on the next line… *deep breath* Keep an eye out on Aug 2nd for something we’ve been cooking up over the last few months. We appreciate all of you for supporting this newsletter from the early days and it’s about to get even bigger, better and more valuable for GTM leaders.

ChatGPT 52

ChatGPT Engagement Data Sales 52

InsightSquared

APRIL 1, 2020

0:05-0:20: Team/product performance deep dive: Why did we win, lose, push or pull in opportunities? As you get deeper into the meeting, you can dive deeper into these more granular metrics. Your answer will help you identify trends in accuracy and pinpoint areas of improvement in the GTM strategy. Who are the culprits?

Forecasting 71

Forecasting Metrics Trends Sales 71

Kellblog

MAY 15, 2021

Ask most startups about their go-to-market (GTM) these days and they’ll give you lots of numbers. Funnel metrics. MQLs, SQLs , demos, and associated funnel conversion rates. Seen over time, cut by segment. Win/loss rates and close rates as well, similarly sliced. Maybe an ABM scorecard , if applicable.

Market Research 94

Market Research Marketing Startup Metrics 94

OpenView Labs

APRIL 8, 2021

It includes deep dive on everything you know about these top customers from your existing teams, your product data, and from conversations with key champions on the customer’s side. Comp should reward the behaviors you want your GTM team to drive.

Pricing 97

Pricing Scale Subscription Payment Features 97

SaaSX

NOVEMBER 14, 2021

If you’re product-led and growing organically, there are numerous ways to go about building a scalable GTM machine, including layering in some product-led sales motions. But if you are sales-led, then the approach to building your scalable GTM machine is actually surprisingly straightforward. That’s an article for another day.

Scale 52

Scale Marketing Sales Recruiting Benchmarks 52

SaaStr

MAY 22, 2020

336: Leveraging survey data from 66+ enterprise SaaS companies, Matt Garratt, Managing Partner of Salesforce Ventures, shares the landscape of how businesses are shifting their sales & GTM strategies to react to today’s uncertain times. If you try to involve everyone, you just don’t get to go very deep.

Technical Advisors 200

Technical Advisors Engagement Startup Benchmarks 200

ChurnZero

JUNE 12, 2020

It depends on your go-to-market (GTM) strategy and your product complexity, but there are generally four functional groups: Professional Services (also referred to as onboarding), Customer Care, Customer Success Management, and Customer Success Operations. What does a mature Customer Success Organization look like?

Customer Success 80

Customer Success Scale Underperforming Technical Team Sales Hiring 80

SaaStr

JUNE 16, 2020

Leveraging survey data from 66+ enterprise SaaS companies, Matt Garratt, Managing Partner of Salesforce Ventures shares the landscape of how businesses are shifting their sales & GTM strategies to react to today’s uncertain times. Matt Garratt: And to dive into that a little bit more, we asked our companies about travel.

Sales Hiring 159

Sales Hiring Scale SaaS Payments Payment Services 159

Sales Enablement, SaaS and Growth

OCTOBER 16, 2017

Why we ran the programme At the beginning of 2017 HubSpot made a bunch of significant changes to our go-to-market (GTM) strategy - these impacted everything from our sales motion to compensation structure to product line. In short, we made some big, transformational bets and made them quickly (as always).

Sales Enablement 100

Sales Enablement Sales Recruiting Scale Sales 100

OpenView Labs

SEPTEMBER 23, 2019

If you want to get more precise, you can also compare based on ARR growth rates and the use of GTM strategies like product led growth. If you’re growing faster than the median but burning more and far less efficient, do a deep dive back into the key inputs. Why These Metrics?

Benchmarks 40

Benchmarks Data SaaS Scale 40

Sales Hacker

DECEMBER 22, 2023

This week, we’re diving into what’s working in go-to-market and some career learnings from some of the best – let’s get into it. GTM Leader Perspectives Highlighting 25 GTM perspectives on what is working and career advice “What’s one tactic or strategy that’s working for you?” That’s it, that’s all. That’s it, that’s all.

Consulting 82

Consulting Construction Enterprise AI 82

FastSpring

NOVEMBER 22, 2022

Integration of PLG and sales-led business models: Supporting multiple GTM strategies has become the standard for SaaS. With FastSpring’s revenue reporting , users can do a deep dive into revenue by individual product, check refund rates, view transactions by region, and much more. Revenue and Subscription Dashboards.

Merchant Services 78

Merchant Services Payments SaaS Payments Payment Solutions 78

Sales Hacker

OCTOBER 7, 2021

At one point at Sailthru, we shifted our selling to doing significantly more storytelling around customers – including tossing up a customer logo slide and going DEEP into the use cases of 2-3 customers – and there’s never any better hook for capturing a prospect’s attention. Amy Slater. Jenny Vance. Julie Maresca.

Scale 130

Scale Sales Recruiting Sales Hiring VP of Engineering 130

Sales Hacker

DECEMBER 8, 2020

Before we dive into it we want to thank our sponsors. So we know you’re Luke Rogers, we’re going to dive into your background and biography. Through that, he went to university where he studied AI and cybernetics, ultimately leading big teams in EMEA for AppDynamics. The first is 6sense. Salespeople are often wasting time.

Scale 98

Scale Sales Hiring Sales Recruiting Technical Review 98