Jo Wright’s Post

🚀 Excited to join Jonathan Lister, COO of Vidyard, this Wednesday at the #GTM Partners event to tackle a critical question: How can we unlock pipeline by focusing on customer time-to-value and ROI? In a market where budgets are tight and scrutiny is high, the real battle isn't just about getting prospects to sign—it's about ensuring they see value faster than ever before. Customers want to know, "When will I see ROI? Is this worth the investment?" The companies that answer those questions convincingly—and deliver on them—win. Here’s a preview of what I’ll be sharing: ✅ Data as a Compass: Your customer’s journey is full of signals. Are you using data to guide them to value, or are you just reacting? ✅ Personalized Value Narratives: Every stakeholder cares about ROI, but their definitions differ. Are your teams ready to tailor the story? ✅ Feedback Loops: Are your go-to-market teams set up to capture learnings from every deal, or are they moving on without insight? I can’t wait to dive into this discussion and hear perspectives from Jonathan and the audience. Let’s rethink how we bridge the gap between the promise of ROI and the proof of it. Who else is attending? Drop a comment or DM me—I’d love to connect! #GTM #SalesStrategy #TimeToValue #B2BMarketing

It's odd the milestone moments you remember in a growing business. Some are obviously meaningful: a landmark customer, revenue breakthroughs, funding rounds, key team members joining... Others are much less obvious, like ordering your first merch or attending your first event as an exhibitor - but they stick with you anyway! So huge thanks to Joshua Smith, Tamara McMillen & CRO Connected for sharing this particular milestone with me and RevvedUp. It was a privilege to be amongst great vendors like Gerry Hill 🚀 from ConnectAndSell, Inc, Aurelien Mottier from memoryBlue and Tom Happé Trueleads. And wonderful to meet so many new faces and reconnect with old friends. One key theme that cropped up through the sessions is that GTM models have to change, particularly when it comes to new customer acquisition... 97% of buyers are not in market at any given time, so throwing more and more undifferentiated scale at the 3% who are in market, is a recipe for disaster. Its a surefire way to burn through your TAM (and erode your brand). But no one is quite sure how to change, and what the alternative is. We believe one viable alternative is to take a more educational, value-added approach to outreach (and inbound!) Thanks for sharing the journey with us!

🚀 Entering Q4: The Final Stretch of 2024! 🚀 As we step into the last quarter of the year, it's crucial to reflect on where we stand and where we want to be by year-end. 💡 Q4 is a pivotal time to: - Evaluate progress: Are we on track with the goals we set earlier in the year? If not, how can we pivot to maximise results? - Plan for 2025: It's not just about ending the year strong, but also laying a solid foundation for the next year’s growth, This is the season when we can plan for the new year and new initiatives to ensure growth and success and keep on happening MEDDPICC plays a key part in all of that. Having a common language across the entire GTM team unlocks your ability to understand where you are as a company, what you achieved, what areas were strong, and what areas need improving One of our customers, a public series B org working in SAAS across the globe, Reduced their sales cycle by over 25% and tripled their Average deal size after adopting MEDDPICC. Want to learn more drop me a message.

2025 planning is here, and it's time to focus on revenue and GTM strategy. Marketing, Sales, Product, RevOps, and CS need to align - and we’ve got the playbooks to help. Join us at the B2B Share & Grow Q4 event for practical insights from industry leaders. See you next Wednesday!

Strategy Session: 2025 Planning and the Revenue Machine - Who's In?! 🙋♂️

Special thanks to our Fractional GTM OS Certified Partners! 🎉 📚 These fractional leaders are certified in our Go-to-market Operating System, having taken rigorous training, and are experts in our frameworks and methodologies. 🤝 We are better together - where we provide the strategy and frameworks, they can step in with action and execution. Revenue Reimagined (Adam Jay, Dale Zwizinski, Jake Reni) Scrappy ABM (🔶🔸Mason Cosby🔸🔶) Entry Point 1 (Tim Hillison) Arcadia (Jason Yarborough 🐻 and Blake Williams 📒) Revenue Retention Advisors LLC (Sandy Yu) SaaS Lumen (Tracy Hernandez) Kptn (Christian Städtler) Check out our GTMarketpalace (link in comments) and connect with them to see how they can help you implement your GTM strategies. #gtm #partnership #bettertogether

I love a good partnership... But it's not always easy to track the individual impact each partner has on your webinar program and business overall. 🥵 Not to mention generating 78% of webinar registrations solely from partnerships 🤯 That's why I am SO excited to bring one of the top marketing partnerships experts to The Game Changers Masterclass stage... 👏 Michael Cole, SVP of Marketing at Everflow - Partner Marketing Platform On December 4th, he'll be sharing his Event Attribution Playbook for Driving 78% Attendee Growth YOY with Powerful Partnerships Plus, the tactics and templates that will help you create a bullet-proof event attribution framework and leverage your webinar data to uncover your most valuable partners. 🚀 Partnerships can be one of the most powerful levers you can pull to drive growth (I've witnessed it myself) – but you need to have the right foundation. Who am I going to see there? https://hubs.li/Q02ZzKZN0 #attribution #partners #webinars #masterclass #growth

Congratulations to all the 117 partners who participate in the Cosell GTM Momentum Accelerator. For the past 12 weeks, they all focused on sharpening their Cosell GTM messaging, framing their transactable offers, and becoming Microsoft Cosell-ready partner. During that time, they also developed new go-to-market strategies, plays and received guidance to streamline their messaging to build a robust plan and transactable offer with Microsoft. Reactions from the Participants. - Chaitra Vedullapalli, Karen Fassio - thank you for all the inspiration that you transmitted to me, believe me it is helping me to think big. Every session, every interaction was great with a lot of learning and a lot of go dos for our progress and impact. - Hector Ocadiz, CEO Suri Services - All are superb and wouldn’t miss a minute (unless its the only time a client can meet!). The content is gold and i keep going through it. It can really be rewatched multiple times and in a year there will still be more to implement from it. Lisa Ann Edwards, CEO Excelia -Under Chaitra's expert guidance, we've seamlessly integrated Microsoft DMC into WORKOPTI GTM, sparking a revolution. This transformative journey has catapulted our private beta customers into high-growth ARR champions, with each client resonating with the brilliance of the WORKOPTI Data Insight Platform built on top of Azure. Karen's leadership has demystified the Microsoft GTM Accelerator deliverables, making learning effortlessly accessible for the entire WORKOPTI team. Under her guidance, barriers dissolve, empowering us to grasp complex concepts to optimize our relationship with Microsoft with greater ease. Elkanah Carnell Reed, CEO of Workopti Regina N. Johnson Eddie Bader Frank Valdivieso Leona Dotson Julie Sanford Gena Goh Nicole Komen Sing Christopher C Shirley, PMP Diana Santos Soares Rocha Ginna Cuadra Kate Macartney Adam Shapiro Efrén Abrego Jacob Tukuru Danny Suk Brown Karen Fassio Ram Dutt Jennifer Chappell Carolina Berrios Nicole Dezen David Smith Heather Deggans Sian Suthers Lauren Holland Puja Lakhanpal #GTMomentum #MSpartner #business #entrepreneurship #technology #innovation #Microsoft #partnersmakemorepossible 

If you are trying to figure out how to package your solutions for launch in partner marketplaces, this opportunity is priceless! It was so helpful to follow the step-by-step process each week for the past 12 weeks to launch our solution in Microsoft AppSource. It's not just a checklist experience, it's powerful coaching, guidance, feedback, key learnings, best practices, and examples. 10/10 highly recommend!

If you had to make up a whole new metric for SaaS GTM just for laughs, what would it look like? For the HSR Founders Club panel event: The battle of Bounds: Inbound vs Outbound GTM, I gave it a crack. Presenting 2 completely new metrics for GTM: - EQ (Inbound) - DQ (Outbound) Watch the video to see what they mean and their breakdown. Kudos to the org team: Rapti Gupta, Rejoe Sudarsan, Ishan Manchanda for setting up a mad show! Inbound team: Yours truly, Siddharth Deswal, Ankur Kayesth Outbound team: Premsanth R, Bharadwaj G, Utsav Gudhaka Happy to say - by the end of the event, EQ and DQ didn’t seem made up at all, with how actively they were used in conversation throughout the event. So are we good to go with making these a thing universally? 😉