PitchersHQ.AI

GTM/Competitive Analysis

Do we target mid-market or enterprise?

Here are curated notes:

"Ease of Use", "Knowledge Base", "Leaderboard", and "Playbook Creation" are the top four factors that positively impact user satisfaction for Sales Coaching products.

Top players (

https://www.g2.com/categories/sales-coaching/mid-market⁠

)

Salesforce sales cloud: 46% Mid-Market, 33% Enterprise

Gong : 70% Mid-Market, 16% Enterprise

Chorus by ZoomInfo (acquired chorus.ai for $575mn): 64% Mid-Market, 25% Enterprise

MidTickle: 69% enterprise, 25% mid-market

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Competition Details

Competition Details

Gong

MindTickle

Zenarate

SecondNature

Started in 2015

2012

2016

2018

$244.6M revenue and 4K customers in 2023.

$40mn in 2020 (2500 customers)

$14.3M revenue with a 108 person team in 2023

$4.5M revenue with a 45 person team in 2023

There are no rows in this table

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Mid-market vs Enterprise GTM

Mid-market vs Enterprise GTM

Characteristic

Mid-Market

Enterprise

Ideal Customer Profile (ICP)

Company Size: Typically 50-1000 employees

Company Size: 1000+ employees, often global reach

Annual Revenue:

$10M - $100M+

Annual Revenue: $100M+ to billions

Decision-makers:

Department heads, VPs, sometimes C-suite involvement

Decision-makers: Multiple stakeholders, often C-suite, procurement, legal, etc.

Deal Size

Smaller, but higher volume

Significantly larger deals, but lower volume

Sales Cycle

Weeks to a few months

Several months to a year (or longer)

Sales Approach

Faster paced, may be more transactional

Complex, consultative, relationship-driven

Pricing Model

Often standardized tiers, potential for volume discounts

Customized pricing, complex negotiation, enterprise-level contracts

Implementation

Simpler, self-service onboarding may be possible

Requires dedicated support, longer onboarding, potential for customization

Marketing Focus

Inbound marketing, digital channels, content-driven

Account-based marketing (ABM), targeted outreach, thought leadership

There are no rows in this table

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(recommended

read⁠

)

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Notes

Typically, companies with strong product offering (e.g. gong) are targeting mid-market. The branding + communication almost resembles that of a B2C company (most such products are consumer-grade products). Inbound is one of the biggest source of customer acquisition for these companies. Hubspot is a great example of this approach.

Enterprise approach is fav among the ones who are offering a lot of backward integration and services (like courses for sales teams) - ensuring they get the max RoI and a higher share of the customer’s wallet.

Our GTM approach?

Given our product, i.e. AI sales coach 👇🏼👇🏼

First: build a consumer-grade product (Hubspot / Loom should be our inspiration - and not Freshworks/Zoho)

GTM is 3-phased process:

Target SAAS companies SDRs to start with. This helps us get started (get closer to SAAS companies- will help in raising money + direct insights + network from founders). We will learn the nitty-gritties of the process, the stack sales teams are using and the problem statement.

Target mid-market customers (US/Europe). Based on phase 1 results, we can pick a vertical (retail, BFSI, etc) or stay horizontal and tweak the product for verticals.

Look at expanding the scope Become ‘the

character.ai⁠

for B2B’ - and target other teams. Will this lead to Enterprise deals? Too early to say (almost same as predicting whether a newborn child will crack the IIT or AIIMS 🤣)

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GTM (Immediate steps)

20 Discovery calls/meetings with early stage + funded SAAS founders

Ready to show MVP

Get atleast 5 PoCs going (paid preferably to cover our costs)

Min 3 SDRs (otherwise not worth the conversation)

Outcome of PoCs → paid customers (ideally, close annual deal with a special launch price)

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Reports:

https://www.gartner.com/document/3989951?ref=solrAll&refval=288465320⁠

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https://mspoweruser.com/ai-sales-training-software/⁠

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