In 2024, while 72% of B2B companies faced longer sales cycles and saw marketing costs surge by 47%, most tech CEOs continued to focus on organic growth. They burned millions on... Read More| Predictable B2B Success
Superhuman founder and CEO Rahul Vohra walks us through the framework his startup used to make product/market fit more actionable, detailing the survey and four-step process that were key to measuring and optimizing it.| First Round
Explore our data on go-to-market salary trends, insights on pay factors, and actionable tips to maximize your earning potential.| GTM Alliance
Sales people are crucial for Go-to-Market success. You can put hours upon hours into nailing your product’s positioning and messaging, but the reality is all that hard work can be undone in a matter of minutes if it’s not understood and acted on by your sales teams.| GTM Alliance
Creating an epic product story that grabs attention and fuels adoption is easier said than done. How do you start translating features into an engaging narrative? Read on to discover top tips on nailing your GTM storytelling.| GTM Alliance
Handling objections in a sales role can be tricky. Whether you’re a fresh-faced sales rep or an experienced veteran, convincing a hesitant prospect to purchase your product or service is inherently difficult. When you break it down, overcoming a prospect’s objections is essentially| GTM Alliance
When both revenue and customer business functions collaborate, they’re able to break down silos, improve data quality, align on shared goals, and drive retention, expansion, and customer lifetime value. And the best way to get this off the ground? It's through your operations teams.| GTM Alliance
Discover from a leading Founder how shifting mindset, not just methods, drives sustainable revenue growth and transforms leadership culture| GTM Alliance
With the right pricing strategy, you can determine the right price for your business and get the revenue you deserve. But what product pricing strategies can you rely on for your business to thrive?| Product-Led Alliance | Product-Led Growth
A product launch strategy is a comprehensive plan that outlines the steps necessary to introduce a new product to the market. It encompasses everything from market research and competitive analysis to marketing, sales, and distribution tactics.| Product-Led Alliance | Product-Led Growth
Instead of viewing products as mere objects, JTBD sees them as solutions to specific "jobs" or tasks that customers want to accomplish. It's like understanding why someone hires a drill—not because they want a drill, but because they need a hole in the wall.| Product-Led Alliance | Product-Led Growth
The $62 billion outsourcing industry has a dirty secret that nobody wants to discuss. While executives chase the promise of 40-60% cost savings through technical partnerships, most end up incurring significant losses through failed projects, endless revisions, and complete rebuilds. After analyzing 500+ B2B tech partnerships and interviewing dozens of CTOs who've been burned, I discovered a pattern that explains why smart companies keep making the same expensive mistakes. Here's the uncomfort...| Predictable B2B Success
Here's a truth that'll make your finance team do a double-take: Sales reps who received emotional intelligence training outsold their colleagues by 12%, generating over $55,000 more each. Yet most B2B tech leaders are still throwing money at process optimization while their competition quietly builds EQ training capabilities that deliver a staggering 1484% ROI. I've ghostwritten educational email courses for dozens of funded B2B tech startups, and I can tell you this: the companies scaling fa...| Predictable B2B Success
Discover why 63% of tech startups fail and how sales training for entrepreneurs transforms technical expertise into revenue-driving communication skills.| SPROUTWORTH
A successful product positioning strategy relies on a deep understanding of the marketplace that it wants to compete in. I will provide five top tips on how to develop and maintain a clear positioning strategy, which is both sustainable and recognizable to potential customers.| Product-Led Alliance | Product-Led Growth
Fancy connecting with go-to-market pros and pioneers all over the world? Exchanging ideas? Pushing each other to do great things? Course you do! Then join the world’s fastest-growing community focused on go-to-market growth| GTM Alliance
My name's Lindsay Boyajian, I am on the product marketing team at Conductor. In this article, I’ll explain product marketing’s role in the roadmap and why and how it can be incredibly valuable to get PMMs involved from the get-go.| Product Marketing Alliance
Go-to-market (GTM) engineering seems to be the word on everyone’s lips, but what exactly is this new term, and why has it sparked so much debate?| GTM Alliance
Product marketing is an enthralling yet complicated area; there are a whole bunch of different concepts you need to master inside and out to satisfy your customers, motivate your team, and optimize your product. Enter our Product Marketing Framework.| Product Marketing Alliance
Uzair explains why a GTM engineering approach can scale your efforts with ease, helping you avoid the headaches that come with adding headcount.| GTM Alliance
To date, much of the chatter about AI in GTM has focused on changes to how we sell: how we can now use AI SDRs, AI autodialers, AI content generation platforms, etc. And while these discussions are critical to keeping pace in a fast-changing landscape, folks often fail to pay similar attention to the changes…| Scale Venture Partners
Customer success should be a key part of any go-to-market plan of action. Our guide shows you how to work with CS to ensure your GTM plans end in increased user adoption.| GTM Alliance
Actually getting end users to adopt your product or service is a multi-layered challenge. Our guide helps you navigate this complexity so you can boost end-user adoption in your org.| GTM Alliance
Learn how effective customer success tactics can help drive adoption and ensure your customers actually use your product's features.| GTM Alliance
Frustrated customers can be difficult to deal with, but our guide covers the steps you need to take to resolve any roadblocks in a professional manner.| GTM Alliance
Let’s check out some of the barriers you could face during a product launch, and more importantly, how they can be stopped before they build up the steam of a runaway locomotive.| Product Marketing Alliance
Gain deeper insight into Fluvio's go-to-market model, the most effective, repeatable GTM process that any company can, and should, adopt.| GTM Alliance
Discover how product marketing can drive customer-centric, partner-led GTM strategies that deliver tangible results and elevate demand generation.| GTM Alliance
Businesses ahead of the curve are embracing product-led growth expansion strategies to capture new market opportunities, establish a competitive edge, and secure a sustainable future.| Product-Led Alliance | Product-Led Growth
“You know what we need… is a Go-To-Market plan.” Did you feel a shiver down your spine, like someone just walked over the graves of your past failed product launches? Go-to-Market (GTM) plans are a hallmark of every new product introduction, and yet all too often, organizations don’t have| GTM Alliance
Spencer Tahil dives into the differences between RevOps Architects and GTM Engineers, and why the real value comes from making a major mindset shift.| GTM Alliance
Want to launch smarter? A go-to-market (GTM) strategy helps align teams, define positioning, and drive outcomes. Learn how to build a GTM plan that delivers results.| Walker Sands
Market success is built on building credibility in the market. This requires creating Lightning Strike & Rolling Thunder moments.| KickStart Alliance - Customer Success Consulting
Metrics and KPIs give you the power to take control, track, and measure your product launch. In this article, we’ll be breaking down the metrics you need to measure for product launch success and how to measure them.| GTM Alliance
You want to entice your potential customers by delivering a soundproof demonstration. Your goal is to show the product’s value without giving away its full function. A taster, if you will. This is known as the freemium strategy.| Product-Led Alliance | Product-Led Growth
By creating engaging and informative content that speaks to the needs and interests of their target audience, companies can build brand awareness and generate leads that are more likely to convert into customers.| Product-Led Alliance | Product-Led Growth
Sales development is undergoing a revolution, inspired, in part, by the waning efficacy of traditional strategies: indiscriminately blasting prospects with non-personalized messaging just isn’t cutting it anymore. At the same time, advancements in AI co-pilots are starting to pave the way for increasingly targeted, personalized, and cost-effective outreach. In the face of these rapid changes,…| Scale Venture Partners
Sales compensation is more of an art than a science, with a system that balances risk and reward. I sat down with Ryan Azus, former CRO at Zoom and sales leader at RingCentral and Cisco WebEx, and a small group of founders in the vertical AI space to discuss what a well-run sales comp program…| Scale Venture Partners
Voice of the customer is the process of collecting feedback and insights directly from customers in an effort to understand their expectations, needs, pain points, and overall experience with your product.| Product-Led Alliance | Product-Led Growth
In the dynamic landscape of marketing, two essential components play a critical role in achieving business objectives: strategic marketing and tactical marketing.| Product-Led Alliance | Product-Led Growth
AI-powered GTM strategies help SaaS companies quickly enter competitive markets, optimizing entry, & sustainable growth where traditional methods fall short.| UnboundB2B
Awesome news: the State of Product Marketing Report 2024 has arrived - and it’s bigger and better than ever.| Product Marketing Alliance
Jump to the tools: Compensation guidebook and spreadsheets This is not a complete guide to compensation for venture-backed companies. That would be beyond my zone of competence. Instead, this is a guide to help a venture-backed company efficiently and effectively discuss the key elements of compensation (base salaries, variable compensation, and equity grants) with its…| Scale Venture Partners
Whisper numbers for 2025 signal a new chapter for startups: growth is reaccelerating, but this time with a sharp focus on maintaining—and in many cases improving—operating efficiency. Just two years ago in 2023, growth rates hit a period of rapid slowdown, with signs of recovery only beginning in Q423. Since then, the momentum has shifted.…| Scale Venture Partners
Let’s be honest: the remit of the “marketing” function, at least as it exists in B2B tech companies, is exceptionally broad. The marketing leader has to support everything from brand to corp comms, from demand gen to messaging; as compared to peers in sales and other organizations, a marketing leader’s responsibilities are substantially wider and…| Scale Venture Partners
In today's competitive market, the success of a product launch hinges on a blend of collaboration and impactful positioning. This article provides insights into two key aspects: establishing transparent roles and responsibilities and fostering cross-team collaboration.| GTM Alliance
Picture this: you have an in-demand product, a seemingly solid customer base, and money pouring in. Surely you’ve made it, right? But the thing is, none of these things matter without setting the right measures in place to monitor the good and the bad.| GTM Alliance
Explore 10 common machine learning pitfalls in Go-To-Market (GTM) strategies and how to avoid them. Understand how AI is used for customer segmentation, lead scoring, and market analysis.| Show Me The Data
A Go-to-Market strategy fuses together all of the elements that drive a business, such as marketing, content marketing, customer intel, and brand development and provides an action plan for how you can better reach your customers.| Product Marketing Alliance
Product marketing is the driving force behind getting products to market - and keeping them there. Product marketers are the overarching voices of the customer, masterminds of messaging, enablers of sales, and accelerators of adoption. Learn more in this complete guide.| Product Marketing Alliance
A recurring theme in Go-to-Market is the concept of working closely with diverse teams. A collaborative effort from your central teams (marketing, product, sales, etc.) means you’ve got a unique perspective on and view of every stage of your GTM. But who exactly do you need on your GTM team?| GTM Alliance
Any product launch depends on whether your teams can come together and establish where there’s space to improve. The best way to gauge if your teams are on track? Looking at the right metrics. In this article, we go through some of GTM's essential metrics and why they matter when making decisions.| GTM Alliance
Our flash reports use real data from a representative sample of enterprise software startups and public companies to help founders contextualize their own numbers with their peers and within the larger economic climate. Check out our Q1 update and our Scale Studio tools to benchmark your most important operating metrics. The good news: growth is…| Scale Venture Partners
Dive into our must-read list of the 11 best books on go to market strategy that can take you, your career, and your strategy to the next level.| GTM Alliance
Choosing a GTM motion can be challenging. This article counts down nine different types of go-to-market strategies to inform your launch plans.| GTM Alliance
If you hope to sell your product, you need to intimately understand your target customer and market. That’s where personas come in. In this article, we’ll explore why personas matter for GTM and how to leverage them for success.| GTM Alliance
Discover how to stand out from the competition and win sales by using storytelling in B2B marketing and to drive growth consistently| SPROUTWORTH
With so many shiny new marketing channels available to us – from TikTok to chatbots – it’s easy to overlook the power of a well-crafted email. But, the data shows that email boasts one of the highest conversion rates across platforms.| GTM Alliance
What's the difference between product-market fit and go-to-market fit? Discover the answer and learn how to achieve these milestones in your GTM product launch.| GTM Alliance
Launching a new product can feel a little daunting. How can you ensure you get your product offering to the right customers at the right time? That’s where a solid GTM strategy comes in. Follow this step-by-step framework for continued GTM success!| GTM Alliance
“IPO.” The elusive dream of many a startup founder. Today, it’s an even more elusive dream than ever, as more and more startups are lining up at the window to go public as soon as it opens (which will hopefully be soon). But what does it take to IPO? How does an early-stage founder at…| Scale Venture Partners
All products are unique, and no GTM strategy is the same. In this article, we share some tips and tricks to see you through every stage of your Go-to-Market strategy.| GTM Alliance
Developers are a unique audience, and your developer marketing strategies need to reflect that. This is where segmentation comes into play! Take a look at what ideal customer profiles and buyer personas are, their benefits, and how to create them.| GTM Alliance
You've poured your heart and soul into your new product. It's the perfect solution, ready to disrupt the industry. But launching it feels like navigating a maze – dead ends, confusing directions, and the constant question of whether you're on the right track. This is where partnerships come in.| GTM Alliance
We're taking a deep dive into how AI is reshaping the GTM landscape. In this article, we'll cover the growing role of AI in GTM, from personalization to leadership coaching. You'll learn about best practices for ethical AI usage, why some businesses are hesitating to adopt AI and much more.| GTM Alliance
There’s a really effective way to translate customer feedback into actionable insights: the collaborative efforts of your Go-to-Market, product, and community teams. When these teams are aligned and clear on the goals that need to be delivered, they’ll be able to enhance the customer experience.| GTM Alliance
Scale invested in BILL in 2013 just as the company was crossing $10M of ARR. A decade later, BILL is a leading public company and as of the end of fiscal year 2023 transacted payment volume of approximately 1% of the US GDP. We were early believers in CEO and founder René Lacerte and have…| Scale Venture Partners
Using technology to improve the insurance experience for brokers, agents, and their clients is complex and challenging. These hurdles are precisely what make innovation so important and impactful. Vertical-specific GTM requires specific market knowledge and expertise. Selling to brokers is a skill set that is often underestimated by outsiders. While the market is ripe for…| Scale Venture Partners
Go-to-Market is the strategy that takes you from the first spark of an idea, to a successful product or feature launch and beyond, to the market success of your product. Put simply, it’s the process of launching a new product.| GTM Alliance
The difference between being good at sales and being great at sales is storytelling. People buy with emotion and justify through logic. They connect with stories, and will remember how the stories made them feel far more than facts about features and capabilities. Stories are a great way to build trust, providing social proof that…| Scale Venture Partners
Sanjeev Kriplani is a Scale executive-in-residence and fintech product and marketing leader. Previously, he led teams at Intuit, PayPal, and Bill (formerly Bill.com). In making the jump from nascent company to market leader, fintech startups face unique hurdles. Money is high stakes, so there’s a lot you have to get right early that startups in…| Scale Venture Partners
Whether you’re bringing a brand new product to market or tweaking something you’ve already got validating assumptions early, iteratively, and accurately can make or break your success.| Product Marketing Alliance
The theme of 2024 is cautious optimism. With improved ARR growth rates across the board and two consecutive quarters of median GAAP revenue growth improvement, it looks like the worst is over. So, where do we go from here? We’re seeing startups aiming for a more sustainable way of operating, focusing on customer retention and…| Scale Venture Partners
Storytelling is a process used by product marketers to essentially communicate a message to their audience, via the combination of fact and narrative.| Product Marketing Alliance
The key to successful product launches lies in having a unified definition of success across all teams. Without this shared understanding, there's a risk of disappointment post-launch, as different teams may have varying expectations of the outcomes.| Product Marketing Alliance
How to define and implement a value-driven key account management (KAM) strategy and program| salesand.co
As we kick off the 2024 annual planning season, we’re sharing an early view of what we’re seeing in early-stage startups to give sense of what’s to come next year. We hope these “whisper numbers” can help you calibrate your 2024 plan and give you a relative sense of what direction startups are headed in…| Scale Venture Partners
