Category

GTM

SaaS Go To Market
There are blueprints to designing your SaaS Go To Market from SaaS Demand Generation, Sales Development, to SaaS Sales and Customer Success. You don’t have to reinvent the wheel.

ARR Growth. Where does it come from?

ARR growth

This article is for sales professionals that work with rapid growth.  In this post I try to visualize where hyper-growth comes from, and provide insights why the changes in the worldwide economy can be used to your advantage. In particular as you switch from a conventional product driven (sales) organization to a modern…

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How to Scale ARR to $50M

data vp

Hanoi Museum, designed by GMP Sales is all about growth. For most companies sustainable growth is measured in single digit percentages. Sales for start-ups is about rapid growth and often is measured in double or even triple digit percentages. A typical growth target for a start-up looks something like this: Conventional…

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Achieving $1M ARR. What does it mean?

Achieving $1M ARR

Inntel Hotel in Zaandam by Diego Burns via Flickr With the latest advances in marketing and sales, can achieving $1M ARR still be considered a milestone indicative of startup readiness? Over the past years many emerging startups focused on attaining $1M (or $1.5M) in Annual Recurring Revenue (ARR) at any and…

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What if sales is rocket science?

sales rocket science

Too often I hear people say “sales is not rocket science“.  Although the complexity of launching a rocket go well beyond my imagination, the complexity of human beings working together appear to be equally challenging. So if sales is to be “rocket science”, who are the astronauts, the rocket scientists, and what is their destination?…

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CEO Breakfast on Hyper Growth

This morning at Stanford Alison Wagonfeld, Operating Partner at Emergence Capital, and I presented about our work with hyper growth companies.  We opened the session over breakfast with a caffeinated early morning house packed with CEO’s and heads of sales from some of the most exciting SaaS companies in the…

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