SaaSiest’s Post

In 2025, this GTM skill will separate high-growth companies from the rest: GTM Iteration Speed… The ability to quickly evolve messaging, talk tracks, demos, positioning, and pricing is becoming a defining competitive edge. Most companies get this for product and engineering – speed matters. But GTM iteration speed? It’s still undervalued. That’s about to change. Here’s why: Markets are more competitive – new players, indirect competitors, and adjacent solutions are crowding every space. Product velocity is faster than ever – building software is cheaper and easier, which shortens the shelf life of your differentiators. The result? Your positioning, narrative, and enablement systems have to move just as fast – or faster – than your competitors. The best GTM leaders in 2025 will: * Use conversational intelligence to surface trends, keywords, and insights * Stay close to deals and reps to get a “gut check” on what’s shifting * Build systems to get decision makers to review and act on this feedback * Move with speed and conviction while balancing chaos and clarity * Build enablement systems that roll out changes efficiently without overwhelming the team Optimizing GTM iteration speed isn’t optional anymore – it’s a must. What would you add to this list? I’d love to hear how your team is keeping up the pace.

Half the battle in product marketing is getting the product and revenue teams on the same page. There are many things a PMM needs to do, but one of the key focus areas is ensuring the client-facing teams understands WHAT is happening and WHEN. Which is why my #2 top priority (after customer research) is working on further improving the revenue/product alignment. It all starts with: 1. Speaking the same language 👇 Misunderstandings happen when everyone assumes shared meaning for terms like "release" or "launch" or even "we're ready." There's a big difference between the product being ready vs. the entire GTM strategy being ready when you’re planning and communicating a launch. To bridge the gap, I'll be partnering with teams to create clear definitions for key terms and establish exit criteria for each stage so everyone knows what to expect. 2. Roadmap: Sales needs GTM, not just product👇 Revenue teams crave a GTM roadmap, not just a product roadmap - whatever you share with them needs to go beyond product delivery, outlining key milestones, training schedules, and the realistic timeframe for selling and onboarding new customers. 3. Predictable and *balanced* communication👇 Transparency builds trust, but oversharing can be counterproductive (at least in my experience). I'm establishing a communication schedule to keep revenue teams informed about upcoming initiatives (ones they care about), timelines, and who to contact for specific questions. Side note: Every organization has its own communication culture. I expect some trial and error before I learn the best channels and timing to reach the different teams. 4. My long-term play: A centralized knowledge hub👇 I love creating a one-stop shop for everything a salesperson needs to: a) Know b) Say c) Share If you haven't done this before, I have 2 quick tips: 1. Use the platform your audience (in this case sales and CSMs) frequent the most. At CloudTalk that's Mindtickle. At Cognism it was Seismic. You could also use Notion or your internal wiki. 2. Partner with Sales Enablement and revenue leadership – their involvement ensures sales actually use the resources. What are some other things you do in your org to bring sales and product a bit closer together? #productmarketing #salesenablement #gotomarket #internalcommunication

🔎 Driving GTM Efficiency: A Case Study At Winning by Design, we love seeing our frameworks come to life in the real world! Here's a quick look at how a mid-sized SaaS company turned chaos into clarity: ⭕ Situation: A mid-sized SaaS company faced challenges with its Go-To-Market strategy. Attempting to operate across multiple GTM motions—self-serve product-led and dedicated enterprise sales—led to inefficiencies and misalignment between marketing, sales, and customer success teams. 🔴 Pain: The lack of a cohesive strategy resulted in: - Overextended resources with unclear ROI - Complex processes that confused teams and customers - Disjointed collaboration across teams These issues diluted the company’s focus, slowed their ability to scale, and hindered both sales acceleration and customer success. 🟢 Impact: By adopting Winning by Design's GTM framework, the company streamlined their approach, consolidating efforts into two motions: 1️⃣ Low Touch: for high-volume leads 2️⃣ High Touch: for strategic accounts The results? 🚀 30% increased efficiency in lead conversion 🤝 Stronger collaboration and resource alignment 📈 Improved retention, faster time-to-value, and scalable growth The key takeaways? Carefully selecting and refining your GTM motions can dramatically boost efficiency and effectiveness, setting the stage for sustainable growth. #GTMStrategy #RevenueArchitecture #RevenueFactory #CaseStudy

Conclusion – Building Success from the Ground Up with the Product Hierarchy .. (8/8) A strong product hierarchy, combined with tight collaboration between product and marketing teams, sets the foundation for long-term success. By structuring your offerings clearly and aligning them with customer needs, you ensure that both internal teams and customers are in sync. Key takeaways: - Build with customer understanding: Ensure the hierarchy reflects how customers naturally think about your products. - Collaborate for growth: Leverage marketing insights to refine your product strategy and boost sales. - Adapt over time: Revisit your hierarchy regularly to ensure it aligns with evolving customer needs and market conditions. ✅ Action Step: Schedule quarterly reviews of your product hierarchy and marketing strategy. Make sure your product offering remains aligned with your target market’s changing expectations. #BusinessStrategy #ProductSuccess #MarketingCollaboration

One of my biggest learnings so far on this journey with AssetMule is how important it is to constantly be talking to your customers. And not just one type of customer, but the different types to really understand their specific needs. We serve several roles across the extended GTM org—product marketers, sales reps, sales enablement managers, and occasionally designers who are brought in to ensure assets look up to brand guidelines. By talking to users across these various personas, it’s become clear that each has very different use cases and that giving them all the same set-up and workflows isn’t the best experience. In fact, it could actually be overwhelming and detrimental to their usage (as is the case with many bloated SaaS tools, imo). To overcome this, we recently introduced team permissions enabling admins to give team members a more focused workflow with the features that are most relevant to their use case. For example… Giving Product Marketers access to all capabilities so they can create the assets, templates, themes, and snippets needed to enable sales. Giving Sales Reps the ability to create and personalize assets without the distraction of creating templates, snippets, and themes. Giving Designers the ability to create themes and snippets (logos, images, videos) without the distraction of assets and templates. We also built these permissions to be flexible enough to enable use cases we haven’t thought of, which was driven by customers sharing needs that didn’t fit squarely into the assumed roles and use cases mentioned above. I don’t think we would have had the insight to build this feature and, thus, solve this problem the way we did if we hadn’t talked to our customers. It’s something that I plan to do on a daily basis as long as I’m steering this ship. P.S. Curious about the new team permissions? Check out the quick demo below.

Using Clay for your GTM ops? Up your conversion game to a new level with personalized deal rooms. We’ve just shipped a nice little integration at Flowla 🌊. For each contact in your table, auto-create a personalized deal room. Your videos, decks success stories and calendars - all in a unique live space. Doesn’t end there. Track how your prospects engage, and trigger new actions based on that. Opens doors to workflows like:  If time spent in deal room > 30 secs, send this follow up email.. Offering an exceptional & personalized buyer experience at scale has never been easier. 

POV: You and your competitor have launches 🥊 Who will win? You because... You have THE Launch Checklist 🚀 Getting a new product or feature to market isn't just complex... It's a delicate dance of: - Cross-functional coordination - Resource management - Perfect timing And about 1000 tiny details 😅 Let's break down what ACTUALLY goes into a successful launch: Break down your open tasks by category like this. 📊 Market Analysis (50% Complete) Open tasks: → Complete competitor positioning analysis → Finalize market sizing report → Update product-market fit validation → Document market gaps and opportunities 👥 Persona Research (22% Complete) Still needed: → 5 more customer interviews → Update ICP documentation → Validate buying triggers → Map decision-maker profiles → Complete user journey analysis 💰 Pricing (20% Complete) Critical tasks: → Finalize pricing tiers → Complete value metric analysis → Document competitor pricing → Run price sensitivity testing → Update pricing page content 🎯 Positioning (40% Complete) In progress: → Refine core value props → Update messaging hierarchy → Complete positioning framework → Validate with customer advisory board 🎯 Goals (100% Complete) ✅ Success metrics defined ✅ KPIs established ✅ Tracking implementation planned 📣 GTM Strategy (20% Complete) Outstanding: → Channel strategy finalization → Sales enablement plan → Marketing campaign timeline → Cross-functional launch plan → Success metrics tracking setup 🎨 Collateral (10% Complete) Needed: → Sales deck → One-pager → Email sequences → Website updates → Product videos → Help center documentation → Training materials 📌 Pro Tips: 1. Start early (like, way earlier than you think) 2. Over-communicate with stakeholders 3. Build in buffer time for surprises 4. Document EVERYTHING Because when a launch feels effortless? That's when you know your PMM team crushed it behind the scenes. 💪 -- 👋 P.S. Check out the "PMA Launch Checklist" template! You can make a copy for your next launch.

Don’t ship your org chart. I heard this a few years ago and it’s stuck with me because it’s especially relevant to GTM teams. Once you move past a single product and expand into new personas, geographies and selling motions, it’s easy to lose sight of your customers. It’s easier to become inward focused and let your internal process and org structure determine what you do - vs marshaling the entire GTM org in support of your customers’ outcomes and success. If you require every function to weigh in on any decision, even when there’s obvious customer benefit - you’re shipping your org chart If people aren’t asking the question ‘have we run this by a few customers!’ - you’re shipping your org chart If your senior leaders aren’t constantly bringing customer anecdotes and insights to conversations - you’re on the path to shipping your org chart Don’t ship your org chart. Instead deliver customer value all day every day.

👀 Behind the Scenes: Preparing for Success 👀 As we count down to Demofest'24, where I'll be diving deep into "Mastering Buyer Enablement: Strategies and Steps for Success," I wanted to give you a sneak peek into how I'm gearing up for an impactful session! 📸 Here's a glimpse of my prep: a blend of old and new - my trusty old presentation framework that I learned many years ago and involves ideating first and building second, alongside my iPad where I sketch out initial thoughts before they evolve into full-blown slides. Despite the myriad of AI tools that promise to streamline this process, there's something irreplaceable about manually shaping the initial contours of a presentation. 🤖 The Big Question: As AI continues to advance, it tempts us with efficiency and speed. But when it comes to crafting experiences that connect and resonate — should we relinquish the reins completely? I'm curious to hear your thoughts! My session at Demofest is Mastering Buyer Enablement: Strategies and Steps for Success, so join me for key insights : - - Learn why alignment between sales and marketing isn't just nice but necessary for explosive growth. - Discover strategies to overcome resistance to change and simplify the complexity of buyer journeys. - Explore how to equip your teams with the right technology and training to deliver expectations across modern B2B buying preferences. 🗓 Mark Your Calendars: May 21st to 22nd for the full virtual and FREE conference, I'm speaking on the 22nd ! 👉 Don't miss out on uncovering the tools and strategies that will enable you and your team to master the art of buyer enablement, register here... https://lnkd.in/ehPnNgmK 💬 Your Thoughts? Are we ready to trust AI completely with our creative processes, or is there an irreplaceable value in human touch? #buyerenablement #sales #marketing #salesengineering #presales #digitalmarketing #demoautomation #clientsuccess

How Product Marketing and Sales Can Work Together? Ever wondered how Product Marketing and Sales can collaborate more effectively? 🤔 Here are some powerful strategies to enhance collaboration: 1. Shared Goals and Metrics: Aligning on common goals and metrics is key. When Product Marketing and Sales work towards the same objectives, magic happens. 🎯 2. Clear Communication Channels: Establishing open and regular communication channels ensures everyone is on the same page. Utilizing tools like Slack or MS Teams for real-time updates, scheduling weekly meetings, and sharing documents can significantly enhance collaboration and efficiency. 📞💬 3. Collaborative Content Creation: Product Marketing can craft compelling content that directly addresses customer pain points, while Sales provides valuable feedback to refine these materials. Additionally, quick, ad-hoc battlecards can be developed to respond to immediate needs. It’s a win-win! 📝✨ 4. Leveraging Data and Insights: Sales teams are a gold mine of information—asking the right questions and leveraging their insights is crucial. Sharing these insights between teams can lead to more informed decisions. 📊🔍 5. Training and Enablement: Product Marketing can equip Sales with the necessary tools and knowledge about products, ensuring they can confidently engage with customers. This includes everything from product features to competitive positioning. 🛠️🎓 By fostering a strong partnership between Product Marketing and Sales, businesses can drive growth and achieve better results. Let's bridge the gap and work together for success! 🚀🤝 #ProductMarketing #Sales #SalesEnablement