Field notes on agentic GTM .

Agentic GTM

Why your GTM systems are the foundation for AI

AI agents are only as good as the systems and data underneath them. Here's why the foundation comes first — and what happens when it doesn't.

6 min read Read

The library

Everything we've published

Filter by format to find what you need.

Guide

Delivery

The agentic delivery model: how we ship faster for less

Traditional systems integrators bill time and materials for large teams. Agentic delivery changes the economics. Here's how it works.

7 min read Read

Playbook

AI Readiness

The AI readiness checklist for revenue teams

Before you deploy a single agent, run through this. Ten questions that separate teams ready for the AI layer from teams that need to build the foundation first.

Operating Model

Build, Manage, Transform: an operating model for modern revenue

The three-stage model behind every SaaScend engagement — and how to know which stage you're actually in.

Sales

12 AI Tools That Will Help Maximize Your Sales Team's Time

A roundup of 12 AI tools across email, lead follow-up, predictive scoring, and reference matching to help sales teams spend less time on admin and more on selling.

RevOps

Building Pipeline Fast with Former Customers: Why Job Change Tracking is Critical

Former customers who change jobs are a fast pipeline source, but data decay makes systematic job change tracking essential to capture that opportunity.

Sales

SaaS Conferences to Attend in the US for 2023

A guide to the top SaaS and tech conferences worth attending in the US in 2023, with dates, locations, speakers, and strategies for conference success.

RevOps

Revenue Operations ROI Calculator – The Return on Your Optimization Investment

A look at how optimizing sales, marketing, and customer success processes can unlock revenue, with an example ROI calculation from reclaimed hours.

RevOps

Marketing ROI Calculator – The Return on Your Optimization Investment

How SaaScend's Marketing ROI Calculator estimates the time savings and additional revenue teams can unlock by automating repetitive marketing operations tasks.

Sales

Sales ROI Calculator: The Effect of Your Sales Process on Sales Efficiency

How sales process inefficiency drains selling time and revenue, with an example cost calculation and the case for optimizing to boost sales efficiency.

Sales

8 Sales Optimization Techniques to Accelerate Your Funnel and Win More Business

Eight sales optimization techniques across how reps sell, aligning on close dates, and tactical automation to reclaim time and accelerate the funnel.

Forecasting

8 Sales Forecasting Best Practices to Achieve Better Predictability

Eight forecasting best practices from industry experts—covering coaching, leading indicators, pipeline hygiene, milestones, mutual action plans, ramp, and market shifts.

Forecasting

3 Ways to Avoid a Bloated Pipeline for Better Forecasting

Three coaching practices—mutual action plans, tracking pushed close dates, and activating sales champions—that keep pipelines clean for more accurate forecasting.

Forecasting

3 Ways to Avoid a Bloated Pipeline for Better Forecasting

Three coaching practices—mutual action plans, tracking pushed close dates, and activating sales champions—that keep pipelines clean for reliable forecasts.

2 min read Read

RevOps

How To Do a Self-serve RevOps Audit for B2B SaaS

A nine-step self-serve RevOps audit for B2B SaaS covering ICP, attribution, lead qualification, routing, forecasting, and SaaS metrics to find gaps to scale.

Sales

Sales Lead Follow-up: 9 best practices and examples to drive success

Nine sales follow-up best practices plus templates and accountability tips to help teams respond fast, personalize outreach, and convert more leads.

Lead Qualification

Building a Lead Routing Process that Scales to Increase Conversion Rates

How to design a lead routing process that mirrors your sales organization, scales through automation, and uses proven follow-up techniques to lift conversion rates.

RevOps

13 Pro Tips to Improve Your Lead Flow Process

Thirteen practical tips spanning marketing and sales alignment, lead qualification, routing, follow-up, and lifecycle tracking to accelerate funnel velocity.

Lead Qualification

4 Best Practices for Better Lead Qualification

Four best practices—combining fit and intent, aligning on MQL thresholds, separating handraisers from nurture leads, and handling target accounts—for stronger lead qualification.

Lead Qualification

Using a Custom Lead Scoring Model to Accurately Qualify Your Prospect's Engagement

How to map prospect engagement to your funnel and build a custom lead scoring model that weights intent, with platform-specific setup for HubSpot, Pardot, and Marketo.

Forecasting

Using Lifecycle Stage Tracking to Achieve Funnel Predictability

How conversion rate and velocity metrics from lifecycle stage tracking enable funnel predictability, campaign insight, and reliable marketing and sales forecasting.

Pardot / MCAE

The Top 5 MCAE (Pardot) Life Hacks from Over a Decade

Five practical MCAE/Pardot techniques — dynamic content, form data posts, field-based redirects, Engagement Studio data correction, and Page Actions for abandon cart.

Attribution

Best Practices for Lead Source Tracking: Capturing UTM Parameters with Hidden Fields

How to capture UTM parameters with hidden form fields and automation to drive accurate lead source attribution and campaign member association in your CRM.

Pardot / MCAE

Pardot Life Hacks is now Marketing Life Hacks Brought to you by SaaScend

Pardot Life Hacks, a virtual community for Marketing Cloud Account Engagement users, has rebranded as Marketing Life Hacks under the SaaScend umbrella.

2 min read Read

RevOps

Best Practices for Creating a Campaign Hierarchy in Salesforce

A three-level Salesforce campaign hierarchy — Grandparent, Parent, and Child mapped to Solution, Asset, and Channel — with naming conventions for accurate reporting.

Forecasting

7 Sales Forecasting Techniques to Obtain Actionable Data

Seven forecasting techniques—from standardized stages and forecast categories to net-versus-gross amounts—that help sales leaders produce accurate, actionable data.

Webinar

Lead Qualification

On Demand Fireside Chat: The Successful Lead Handoff

Takeaways from SaaScend's fireside chat on the marketing-to-sales lead handoff, covering SLAs, hand-raise vs. nurture leads, automation, and success metrics.

Webinar

Lead Qualification

On Demand Fireside Chat: The Lead Qualification Process

Key takeaways from SaaScend's fireside chat on lead qualification, covering marketing-sales alignment, combining profile fit with engagement, and lead scoring.

Webinar

RevOps

On Demand Fireside Chat: What is Revenue Operations?

A fireside chat recap covering what revenue operations is, what it does, the challenges it solves, when to adopt it, and the metrics and mistakes to watch.

Attribution

Choosing the Right Attribution Model for Your Business

A guide to selecting an attribution model, from first touch to multi-touch U-shaped, W-shaped, time decay, custom, and even distribution approaches.

Lifecycle Tracking

The Three Phases to Lifecycle Stage Tracking Optimization

A three-phase framework — defining lifecycle stages, adding date time stamps, and automating transitions — for gaining visibility into lead velocity and funnel conversion.

Attribution

The Big 6 Essential Items to Achieve Campaign Attribution

The six foundational elements—from campaign structure to contact-opportunity association—that teams need to achieve reliable marketing campaign attribution.

Attribution

How to Use and Build UTM Parameters at Scale

A guide to UTM parameters — what they are, naming conventions and campaign formulas, and building a scalable Google Sheets UTM builder for team collaboration.