Tag: GTM

Sales Hacker Spun-Off and Rebranded GTMnow

Outreach announced that it is selling the Sales Hacker community back to its founder Max Altschuler and the GTMfund.  Outreach acquired the site five years ago, and Altschuler served as the company’s CMO for several years.

Altschuler noted that sales has changed significantly over the past few years and is no longer a standalone function but part of a much expansive view of the customer relationship and go-to-market processes.  Thus, the vision of Sales Hacker is being expanded to encompass the broader set of customer-facing teams.

Recognizing this change, Sales Hacker will be rebranded as GTMnow and operate as an extension of the GTMfund.  The broader vision will encompass sales, marketing, customer success, operations, and product.

“Sales Hacker had an amazing, decade-long run, but sales is no longer siloed, and we saw an opportunity to transform it into something geared toward the broader GTM space,” Altschuler explained to GZ Consulting.

GTMnow is live with a broader coverage scope than Sales Hacker.

The new GTMnow website launched yesterday. The site offers a weekly newsletter, podcast, videos, and articles.

“Sales Hacker has been such a great vehicle, a great platform, for educating sellers at scale,” said Outreach CEO Manny Medina.  “Sales [reps] learn from other salespeople.  Sales is such an art that you always can learn a tip or trick or a move from other sales folks that are deploying this in their own shops.”

“We’ll be sharing the playbooks from our experienced GTM leaders as well as the experiments we’re conducting across our 100+ portfolio companies so that you can run them too,” posted Altschuler on LinkedIn.  “We’ll stay focused on producing super high-quality content showcasing the ongoing innovation happening industry-wide.”

GTMfund is an early-stage VC fund “focused on investing in the most exciting, up-and-coming B2B SaaS companies across the world.”  Its LP network of over 350 VP and C-level revenue leaders come from leading SaaS companies, including DocuSign, Salesforce, LinkedIn, Snowflake, Okta, and Zoom.

“This network acts as 350+ scouts as well as an expert network for conducting due diligence on companies.  Our unique value add gives us access to the deal,” states GTMfund.  “We help startups with distribution.  With a network of proven go-to-market leaders, startups should never have to go at it alone again.  We find the best companies and support them with revenue-generating playbooks, top-tier candidates, and all-around GTM support.”

Postal ABM

Postal ABM supports both programmatic and strategic ABM campaigns with triggered events and gifting.

Offline Engagement Platform Postal announced the general availability of Postal ABM, its offline engagement feature for one-to-many programmatic ABM campaigns.  The new capability helps marketers programmatically target and engage valued accounts and audiences in a one-to-many approach based on intent and CRM data to “personalize content at scale.”  Marketers can also execute Strategic ABM campaigns that target high-priority ABM accounts.

Postal ABM is “designed to make it easy to programmatically target and engage key accounts and audiences with offline campaigns,” Postal VP of Marketing Lauren Alt-Kishpaugh explained to GZ Consulting.  “It’s designed for marketers running enterprise playbooks who need to scale offline engagement across their go-to-market strategy.”

Postal ABM supports built-in engagement and ROI dashboards that help sales and marketing teams “make informed decisions during the campaign and throughout the lifecycle of target accounts,” blogged Postal Product Marketing Manager Amy Schwartz.

The new Postal Engage feature triggers items and experiences to a group of contacts based on ABM signals in Salesforce.  Marketers can set budgets and timelines for campaigns and track campaign success (e.g., accounts engaged, revenue generated) in Postal and Salesforce.  Postal syncs its Account Engagement data with Salesforce for “better target discovery and ROI tracking.”

Postal also supports integrating physical touchpoints for virtual events.  Postal claims an 80% attendance rate by automating offline marketing activities after events.  For example, gifts can be sent to virtual event attendees, tradeshow badge swipers, or free trial participants.  Postal also proposed sending a congratulations gift when champions change jobs.

In other news, Postal also announced that it partnered with ZoomInfo to support GTM Plays.  Use cases include turning an abandoned chat follow-up into a booked meeting, welcoming a prospect back from OOO, congratulating a champion or decision maker on a promotion, and strategic prospecting campaigns. 

“In today’s digital economy, it can be easy to forget the importance of offline and physical sales strategies…think back to in-person experiences such as steak dinners and golf outings with prospects,” blogged Postal Content Marketing Manager Rich Pusateri.  “That was the standard practice.  Now, in the world of remote selling, using custom branded kits or personalized gifts with handwritten notes in tandem with digital engagement is a proven way to make a positive impact on your bottom line.”

The Physical Mail GTM Play from ZoomInfo.

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