This Week in GTM [Friday, July 12, 2024]

Do SaaS Territories Make Sense?
A smart blog post by RevOps Co-op on territories. Field sales reps once relied heavily on territory design, considering factors like sales capacity, driving distance and market saturation. Today, SaaS sellers, who often work remotely, use video calls to supplement their territories, making driving distance less critical. However, modern territory planning often neglects the efficiency and market nuances that the old approach accounted for, focusing too much on equally dividing opportunities instead. Also, according to the Harvard Business Review, optimized territory design can increase sales by 2-7% without any changes in enablement, process, product, or talent so it's crucial to get this right.

The Reverse Acquihire
Alex Heath wrote a great article on a new trend that is emerging — the reverse acquihire, where startups are stripped of their talent and left to wither. Companies like Microsoft and Amazon have essentially conducted these reverse acquihires, where hiring key personnel and striking a licensing deal camouflages what is, in reality, an acquisition. Smart reporting and worth the read.

The RTO Tango
Not much more we can say that Forrest Brazeal doesn’t perfectly harmonize about how companies are mishandling their return-to-office decisions.

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Read our last update (before the 4th of July break).

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