Clayton: Vertical GTM works without changing the underlying product
Tom Clayton · The Path to a Billion Dollars: How to Create Multi-Revenue Streams with Bill.com CRO Tom Clayton · Mar 8, 2022 · at 8:38
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Tom Clayton, CRO of Bill.com, speaks at SaaStr Annual about scaling SaaS companies from horizontal platforms into vertical market segments.
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“Thinking about a go-to-market skin that's verticalized from messaging standpoint, from customer references, even segmenting customer, ah, sales teams so that they're calling specific verticals just makes you much more effective. You're not even changing the product. Down the road, you could change the product and decide to go more vertical, but in the beginning, it could just be a facade, and that, that will really resonate well with customers.”
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