Beth Yehaskel’s Post

If you asked someone on your Marketing team what the top impacts are you deliver to your customers, what would they say? If you asked the same of someone from your Sales team, how would they answer? What about someone from your Customer Success team? All too often, these teams don’t answer these kinds of fundamental questions the same way. Similarly, if you asked someone from each of those teams who your ideal customer is, the answers may vary far more than you’d expect. (Ask someone from the Product team about your ICP, and you might get yet another answer!) There are very simple signals to judge whether you have alignment across your GTM teams or not. And those that have strong GTM alignment will outperform those that do not. A few ways to pulse check whether you need to spend some time on GTM alignment might include: 👉 Asking each team independently about the top impacts your company provides to customers 👉 Asking each team how closely and well they collaborate with other GTM teams 👉 Looking at the quality of handoffs and processes that involve multiple GTM teams 👉 Asking each team what the most important metrics are GTM Alignment may sound like a simple thing to achieve, but it’s usually these “simple” things that trip companies up and cause them to go off the rails. Too many companies assume they have that internal alignment and that their GTM teams have shared definitions, assumptions, and understandings of the way your business and/or products work. It seems so simple that they assume it's there. But simple is not easy. And alignment doesn't happen on its own. Building successful companies is not easy, but at this point in time we know what works and what does not. Learn the models, the First Principles, the unit economics and how the math works, and then apply it all. Identify the key moments in the customer journey and use it to make sure your people are doing the right things, in the right way, and that they have the right skills to do it well. Measure and pivot as needed. If you can do those things, it will put you way ahead in the game.  Easy, no. Simple and effective, yes. #revenuearchitecture #recurringrevenue #datamodel #growthmodel #GTMmodel #alignment