In 2024 we hosted a workshop style event for B2B software founders focused on Go-to-Market (GTM) strategy for SMBs and Enterprise customers, moderated by Andrea Oliver, Principal at Nauta.

We convened two expert speakers from the Nauta portfolio:

• Alexian Chiavegato, CMO at Marfeel - Driving growth at an enterprise-level ad tech platform founded in 2011 that supports publishers in creating and monetising mobile websites.
• Brad van Leeuwan, Co-Founder & COO at Cledara - Leading a SaaS spending management platform founded in 2018, which focuses on helping SMBs optimise their software budgets.

Alex and Brad shared expert insights with an audience of founders over the course of an hour.

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The discussion covered:

🔮 Challenges of predicting sales beyond the 2-3 month mark

📊 Logos vs. revenue targets for sales teams

✅ Strategies to increase conversion rates

🌎 How and when to enter new markets

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Detailed time stamps of each section:

00:00 Introduction

‍03:42 Defining ACVs and Enterprise customers

‍05:49 Building and scaling sales team

‍09:42 Setting effective sales targets

‍20:06 Generating and qualifying leads

‍31:04 Increasing conversion rate

‍35:32 Predicting revenue

‍38:39 Managing budgets for growth

43:24 Expanding into new markets

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This session is a must-listen for anyone looking to refine their sales and GTM strategies at any scale. Listen to the full discussion below.