Param Singh

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on the atlas — 2

highlights — 10

Customer acquisition is really expensive, whereas retention is cheap. Once you’ve a customer in, you want to keep them for as long as possible.
Everything you need to know about Go-to-Market strategy
An effective Go-to-Market strategy depends on frontline teams being properly onboarded with product knowledge, buyer personas and customer pain points. If you want every step in your customer’s journey to be seamless, then sales reps need to know what's happened before they’ve got involved.
Everything you need to know about Go-to-Market strategy
The rise of bottom-up adoption and sales assists. Product-led growth, also known as bottom-up selling, continues to mature as more companies lean in to the model because it’s more cost-efficient. Companies that have a product-led motion but find there’s a place in the funnel where sales tend to sputter commonly implement a sales-assisted PLG motion to increase the close rate. This is a distinctly different motion from top-down selling.
Scaling Your Go-to-Market Org | Andreessen Horowitz
The early GTM leader of a company built around organic adoption and product-led growth (PLG) probably focused on building a community of users. When it’s time to layer on enterprise sales, some companies keep the PLG leader running the bottom-up motion and add a VP of sales to manage enterprise selling. These roles work as peers and report into a leader who ensures that the bottom-up motion provides a funnel for the top-down one.
Scaling Your Go-to-Market Org | Andreessen Horowitz
The specific expertise required to run a bottom-up motion is very different from that needed to run traditional top-down enterprise sales
Scaling Your Go-to-Market Org | Andreessen Horowitz
For enterprise companies, how are we scaling our post-sales function to capture more revenue?
Scaling Your Go-to-Market Org | Andreessen Horowitz
How do we build a brand that differentiates us from the competition and generates new revenue opportunities? How do we coordinate multiple sales motions to get our products to multiple customers? For product-led companies, should we layer in a sales-led motion, and if so, when? For enterprise companies, how do we build out an effective outbound motion?
Scaling Your Go-to-Market Org | Andreessen Horowitz
your go-to-market (GTM) leaders generally operate alongside a small team—as both a player and a coach—to do whatever it takes to close deals or reach customers. But once you have a foothold in the market and your GTM strategy evolves to add sales motions, serve multiple customer segments, and sell into new regions and countries, you need to hire leaders who can systematize and scale this complexity to get your company to the next level of ARR.
Scaling Your Go-to-Market Org | Andreessen Horowitz
your chief marketing officer (CMO) builds your company’s brand and generates new revenue opportunities; your chief revenue officer (CRO) coordinates your revenue-generating functions to scale your topline revenue; and your chief customer officer (CCO) retains and expands your existing customer base.
Scaling Your Go-to-Market Org | Andreessen Horowitz
Especially for enterprise SaaS companies, the rise of subscription- and consumption-based pricing models means more revenue comes from growing accounts post-sales than from landing the initial sale. The customer success org has evolved to both generate expansion leads from within existing customers and refine the motion for account expansion.
Scaling Your Go-to-Market Org | Andreessen Horowitz