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✌🏽Dorothy Huynh and Harry Sims (+ a surprise guest! 😏) are practiced experts in building enterprise go-to-market from scratch This Friday, they'll dive into implementing effective, scalable GTM motions from the ground up. Whether you’re launching a new product, entering a new market, or scaling your sales strategy, this chat will provide actionable insights to help you design, implement, and optimize your GTM strategy for sustainable growth. Key Topics: - Blueprints for creating high-impact GTM motions from scratch - How to align sales, marketing, and product teams for a unified growth strategy - Real-world examples of outbound success and how to replicate them - Leveraging new technology and data for better GTM execution Tune in if you're a founder, sales leader, or GTM team lead looking to build and refine your go-to-market strategy! Link in comments ⬇️ #RevOps

🔍 New GTM Research: Why Better Together Matters Our latest benchmark report reveals a clear mandate: integrated GTM approaches drive results. Key findings: → Companies with integrated tech stacks see 83% faster pipeline velocity → Partner-led motions deliver 2x larger deal sizes → 70% of GTM leaders want tech AND teams to work together The future of GTM is Better Together: → Teams aligned across marketing, sales & CS → Tech stacks that unlock customer value faster → Partners collaborating to solve real business problems Subscribe to GTMonday where 125k+ GTM Leaders get the latest research and insights... #GTM #RevOps #B2BGrowth #BetterTogether

40+ GTM leaders and companies have already signed up on the waiting list for the #bettertogether series. the reality is the your GTM is broken... here's data: Teams - 60% of companies say that the GTM teams are out of sync Tech - over 23 different tech is used by enterprises as the core GTM tech stack and still 56% of the companies are struggling to hit revenue goals Trust - 71% companies lack clarity in their GTM vision and execution, causing lack of trust At GTM Partners, we believe we can do better. so let's just look at the inverse of the above based on our research: Teams - we know that companies are 67% more efficient when Marketing, Sales, CS, Product and Ops work together Tech - we know that 82% of GTM tech buyers want integrated tech solutions and learn how to use them better, together Trust - we know that teams that work better together are 50% more productive and drive 21% more profitability So we are deciding to do something about it: we just launched "GTM is better together" for teams, tech and trust. sign up on the waitlist to attend the events and get the research on how you can run your go-to-market better, together. wonder which of these stats is getting you thinking? Love, Sangram

🙋♀️ 𝐆𝐓𝐌 𝐥𝐞𝐚𝐝𝐞𝐫𝐬, 𝐭𝐡𝐞 𝐝𝐚𝐭𝐚 𝐢𝐬 𝐬𝐭𝐚𝐫𝐤: 𝟓𝟔% 𝐨𝐟 𝐜𝐨𝐦𝐩𝐚𝐧𝐢𝐞𝐬 𝐦𝐢𝐬𝐬𝐞𝐝 𝐫𝐞𝐯𝐞𝐧𝐮𝐞 𝐭𝐚𝐫𝐠𝐞𝐭𝐬 𝐢𝐧 𝟐𝟎𝟐𝟑, 𝟔𝟎% 𝐨𝐟 𝐜𝐨𝐦𝐩𝐚𝐧𝐢𝐞𝐬 𝐬𝐚𝐲 𝐦𝐢𝐬𝐚𝐥𝐢𝐠𝐧𝐦𝐞𝐧𝐭 𝐛𝐞𝐭𝐰𝐞𝐞𝐧 𝐬𝐚𝐥𝐞𝐬, 𝐦𝐚𝐫𝐤𝐞𝐭𝐢𝐧𝐠, 𝐚𝐧𝐝 𝐂𝐒 𝐢𝐬 𝐥𝐞𝐚𝐝𝐢𝐧𝐠 𝐭𝐨 𝐰𝐚𝐬𝐭𝐞𝐫 𝐡𝐨𝐮𝐫𝐬, 𝐚𝐧𝐝 𝟕𝟐% 𝐟𝐚𝐜𝐞𝐝 𝐥𝐨𝐧𝐠𝐞𝐫 𝐬𝐚𝐥𝐞𝐬 𝐜𝐲𝐜𝐥𝐞𝐬. But there's hope. And that's why we built the GTM is Better Together initiative. Join us at #BetterTogether in Atlanta at The Epicurean on August 28th to transform your GTM strategy: → Kick off with Sangram Vajre's keynote on the Future of Go-to-Market → Learn the 8-pillar GTM Operating System framework → Explore building high-performing teams with Tim Elmore - crucial when 74% of CS teams risk burnout → Plus, network with leaders from Demandbase, Clari, G2, MadKudu, ON24, TechnologyAdvice, Totango + Catalyst Software, Vidyard, and ZoomInfo. Don't miss this opportunity to lead in the new era of GTM. Register now - https://lnkd.in/gdDFWqWz

Just wrapped up a workshop from Camela Thompson at #mopsapalooza where she talks all about how to report on the things that matter most to Marketing. When do we ever get so lucky to have the POV of a CMO who also has a #marketingops background? Here's a snippet of what CMO's care about that Marketer's might not be privy to and SHOULD be! CMO's have to align to what board members and investors care about. In order of importance: Did we hit our goal? (Growth & Profitability) Are there signs of improvement / potential for growth? Do we have the right leaders in place?   What investors are hoping for: Product Market Fit A Large Target Market Competitive Advantage (saturation of market) Consistent Growth Widening profit margins & spend efficiency High Customer retention   What they want from a C-Suite member? How did your team perform against goals? What are they doing to repeat or avoid that performance? Is there anything else they should or will be doing differently to improve outcomes? If you can show success as it relates to marketing spend efficiency correlated to ARR, you have a compelling story of Marketing's impact. What this is NOT... an attribution model that is difficult to translate to a board. What this requires? Better alignment with your CFO and Sales Ops! Lots of great learnings for #demandgeneration #marketingops #mops #abm

Revamp Your GTM Approach in 8 Steps Let's be real. 😨 the current state of GTM can feel isolating and fragmented. According to G2 buyer behaviour trends, → Buying processes are longer → contracts are shorter → buyers engage late → renewals are challenging → intense pressure for rapid ROIs. --------------- It's clear that we need to shift to a more innovative and integrated approach to drive efficient growth. GTM Partners‘ report suggested these 8 steps: 1) Focus on prospects that fit your ideal customer profile (Total Relevant Market). 2) Opt for comprehensive solutions over single-function innovations. 3) Employ diverse GTM strategies like product, event, partner, community, inbound and outbound-led. 4) Transition from sales heroics to scalable, systematic methods. 5) Aim to showcase ROI within 30 days. 6) Prioritize Net Revenue Retention by leveraging upsells and expansions within your existing customer base. 7) Implement an integrated GTM dashboard for superior cross-team collaboration. 8) Consider the value of agile decision-making and resource allocation through fractional GTM leaders. --------- By heeding these steps, you can power up your GTM strategy. Which one are you trying now? Subscribe for your weekly dose of GTM innovation, research, and data with #GTMondays. #gtm #gtmstrategy #revenueoperations

Two of the most important metrics that are top of mind for high-growth organizations... are the same two metrics that are not being talked about actively by companies suffering from growing revenue effectively: 1. CAC 2. OPEX (in GTM) My conversations with my clients are equally focused on finding a way to cut heavily on the bottom line as much as it is on driving high-performance growth to achieve the top-line numbers. We're actively disrupting the traditional way of how GTM teams were built - slowly, expensively, and with no immediate rigor of managing high performance. If you're stuck with no budget, but need to start or scale your demand gen or CS teams and ultimately want to build a high-performance GTM org, let's chat! #tranformingGTM #disruptingGTM #scalingGTM #Exordiom

🌟 Farley Fireside Chat Recap: Sales and Marketing from a Microsoft Perspective 🌟 This week, I had the privilege of learning from three exceptional leaders at Microsoft: 🔹 Jacquelyn Crowhurst - Chief Architect 🔹 Cathy Clement - Director of Engagement and Communications 🔹 Tony Surma - Chief Technology Officer Here are the 5 essential takeaways that left me inspired: 1️⃣ Find What Truly Matters List everything important to you and systematically eliminate 40% at a time. Stop when only 3-4 words remain—your focus is now clear. 2️⃣ Own Your NOs to Protect Your YES Saying "no" isn’t rejection — it’s prioritization. From a sales perspective, this means avoiding over-committing and staying focused on the bigger goal. 3️⃣ Know When to Pull the Switch It is essential to recognize when a product or strategy isn’t working and move on to what truly delivers value. 4️⃣ Position First, Scale Later Marketing sets the tone with product positioning. Sales then takes charge of scaling it to ensure adoption and impact. 5️⃣ The Sequence of Success First, identify yourself . Then, identify the value you wish to deliver. Finally, identify the customer —because clarity in your purpose drives everything else. Special thanks to Prof. Eduardo Acuna and the Farley Center for Entrepreneurship and Innovation at Northwestern University for organizing such an insightful seminar and bringing together these exceptional leaders from Microsoft to share their valuable perspectives. Which of these lessons do you resonate with most? #SalesAndMarketing #MicrosoftInsights #Microsoft #LeadershipLessons #TechLeadership #Innovation

The most expensive words in GTM Teams - “Let’s change our tech stack”… We’ve all seen this story play out… 🤦♂️ New CRO joins. Changes CRM. New CMO arrives. Switches marketing automation. Another leadership change. Different sales engagement platform. Each transition costs hundreds of thousands in: → Implementation fees → Lost productivity → Team retraining → Data migration → Process rebuilding But here's the reality: While C-suite executives may rotate every 18-24 months, your revenue infrastructure needs to remain rock solid. This is why RevOps isn't just another department – it's the backbone of modern GTM operations. Think of RevOps as the architect of your revenue engine. They: → Design scalable processes → Maintain system continuity → Protect institutional knowledge → Drive cross-functional efficiency For new GTM leaders, partner with your RevOps team first instead of immediately replacing tools. They have the historical context, usage data, and technical insight to guide smart evolution – not disruptive revolution. Bottom line: RevOps deserves more than just a seat at the table. They need to be co-architects of your GTM strategy from day one. The strongest GTM leaders I know don't ask "Which tools should we replace?" They ask: "How can we optimize what's working and carefully evolve what isn't?" What's your take on RevOps' role in GTM leadership? Have you experienced the high cost of constant tech stack changes? #RevOps #GTM #Leadership #SaaS

Zuck's 'Year of Efficiency' update in 2023 is a sneak peak into the direction GTM is going. 𝟑 𝐭𝐡𝐞𝐦𝐞𝐬 𝐟𝐫𝐨𝐦 𝐭𝐡𝐞 𝐧𝐨𝐭𝐞: 🔎 Flattening the org ⛓ Lean is better 🔧 Invest in tooling for more efficient growth 𝐇𝐨𝐰 𝐢𝐭 𝐚𝐩𝐩𝐥𝐢𝐞𝐬 𝐭𝐨 𝐆𝐓𝐌 𝐭𝐞𝐚𝐦𝐬: 'Flattening the org' and 'lean is better' could be viewed under the same lens. It shows up across GTM by addressing bloat and operational inefficiencies: - Manager to rep ratios - more IC's, less bureaucracy/politicking as a skill, less glorifying management. - Reimagining 'status quo' measurements (Revenue per rep, quota attainment, win-rate, sales velocity) and benchmarks (#MQL hamster wheel, pipeline cvg etc.) 𝑖.𝑒 4 𝑟𝑒𝑝𝑠 ℎ𝑖𝑡𝑡𝑖𝑛𝑔 100% 𝑜𝑓 $̶𝟏̶𝐦̶ $𝟐𝐦 𝐪𝐮𝐨𝐭𝐚, 𝑤𝑖𝑛-𝑟𝑎𝑡𝑒𝑠 = 50%, 𝑟𝑒𝑝 𝑎𝑡𝑡𝑟𝑖𝑡𝑖𝑜𝑛 0%, 𝑉𝑠. 10 𝑟𝑒𝑝𝑠, 60% 𝑞𝑢𝑜𝑡𝑎 𝑎𝑡𝑡𝑎𝑖𝑛𝑚𝑒𝑛𝑡 @ $1𝑚, 𝑤𝑖𝑛-𝑟𝑎𝑡𝑒𝑠 20%, 𝑟𝑒𝑝 𝑎𝑡𝑡𝑟𝑖𝑡𝑖𝑜𝑛 20% - Preventing/squashing siloes - Indexing towards increasing talent density vs diluting i.e scaling people instead of process - Improving focus and execution by limiting optionality - Rearchitecting to do less, BETTER - Driving faster, actionable feedback loops - Easier transition to changing metrics across growth phases i.e shift from Logos, to LTV - Differentiated talent strategy i.e CAC/Unit economics enable above market rates - More $$$ into R&D, Product & Marketing (Brand, Category etc.) Investing in tooling is really about a shifting CAC from people into processes and system infrastructure that drive EFFECTIVENESS. RevOps is the hero here... less time, less manual stuff, more automation, more revenue generating activities, less bloat. IMO a modern GTM leader (post ZIRP) is a Venn diagram between Product Marketing, RevOps, and Sales.