How to align GTM teams to make the upstream sales motion happen!

Aligning GTM Teams workshop with N.Rich & Break The Box

The 13th of march we are hosting an invite-only workshop with N.Rich in Stockholm Sweden. The purpose is getting Revenue Teams on the same page and have an open GTM discussion and workshop to build better alignment between Sales & Marketing teams.

Why I am excited about this event:

Why B2B companies must move upstream in 2025 - and how to align GTM teams to make it happen

B2B SaaS companies are facing an inflection point. The midmarket and SMB segments, once ripe for fast sales cycles and predictable growth, are increasingly saturated, budget-conscious, and harder to close. If you’re not already planning to move upstream, you’re already behind. 🤟🏼

Enterprise deals are more complex, but they offer higher ACVs, better retention, and more predictable revenue - if you can align your GTM teams to sell effectively in this space. The challenge?

Most sales, marketing, and customer success teams are still running midmarket playbooks that simply don’t cut it when dealing with larger accounts.

This is exactly why we’re hosting an exclusive event in Stockholm with N.Rich—to give SaaS leaders the roadmap to align their GTM teams and successfully sell upstream in 2025.

So lets dive into why you need to move 👇🏽

The B2B market shift: why upstream is the only move that makes sense

The biggest issue killing SaaS sales right now? The race to the bottom. SMB markets are drowning in competition, buyers are more price-sensitive than ever, and the rise of AI-driven solutions is commoditizing offerings faster than companies can adjust.

Also, enterprise customers are doubling down on long-term, strategic vendor relationships - but they’re also harder to win and require a completely different GTM strategy.

B2B SaaS companies that want to scale profitably need to master enterprise selling. That means:

• Multi-threading - dealing with 6-10 stakeholders in every deal.

• Account-based engagement - not just outbound, but smart, strategic, multi-touch engagement.

• Stronger alignment between sales, marketing, and CS - because winning enterprise customers requires all three to work in lockstep.

Most companies don’t have a sales process designed for this. That’s where alignment becomes non-negotiable.

GTM Alignment Is the Key to Moving Upstream

Enterprise sales cycles are longer, involve more stakeholders, and require greater strategic insight. If your sales and marketing teams are misaligned—or if customer success isn’t engaged in expansion planning—you’re leaving millions in revenue on the table.

At the N.Rich GTM Alignment Event in Stockholm, we’re breaking down exactly how to bridge the gap between GTM teams so that companies can build a scalable, repeatable revenue engine for enterprise deals.

Sales Needs to Stop the ‘Spray and Pray’ Approach

• Selling to enterprise is about precision. That means fewer, better outbound motions—not more volume. If your SDRs are still sending mass emails and crossing their fingers, your pipeline will never scale.

Marketing Must Go Beyond MQLs

• The days of “just generating leads” are over. Enterprise ABM (Account-Based Marketing) is the future. If your marketing team isn’t focused on warming up multiple decision-makers within target accounts, your sales cycles will stay slow and inefficient.

Customer Success Must Be Proactive, Not Reactive

• Upstream expansion doesn’t start at renewal. Enterprise customers expect ongoing engagement, proactive account management, and data-backed strategies to help them grow. If CS isn’t aligned with sales, expansion becomes an uphill battle.

Join us in Stockholm: The event that will change your GTM strategy for 2025

If you’re leading a revenue team in SaaS, this is the event you can’t afford to miss.

We’ll be diving into:

✅ The biggest mistakes SaaS companies make when moving upstream—and how to avoid them.

✅ The playbook for aligning sales, marketing, and CS for enterprise deals.

✅ How to use data to prioritize and engage high-value accounts.

✅ Live case studies of companies who made the shift successfully.

🚀 Secure your spot here: Email or DM me for a link to this invite only event.

The companies who win in 2025 will be the ones who evolve now.

Are you ready to be one of them?

With fierce support 🧡 Sara Storm