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Research Report

Software to SaaS GTM: What Good Looks Like

This report is for CRO Council members only

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This research paper offers frameworks to help companies design an approach to address software to SaaS GTM challenges and describes the recommended approach to create effective coverage models for both new and existing customers. It covers the following topics:

  • Organizing sales resources
  • Potential sales resources in play
  • Segmenting customers
  • Mapping resources to market segments
  • Implications on sales roles (existing and new)

Authored By:

Martin Dove

Vice President of Research, Subscription Sales, TSIA

Thomas Lah

Executive Vice President and Executive Director, TSIA

Publish Date: September 23, 2020

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Peg Rodarmel, SVP, Subscription Services, Infor

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