Crossbeam’s Post

⚡ One of my favorite challenges is to simplify something complex - until it can be done in one power slide and ideally 10 minutes or less. Today, the GTM Consortium from Pavilion offered that opportunity to Meg Fitzgerald and myself. We were able tackle how to drive GTM Alignment and specifically we focused on the QUESTIONS to ask to discuss, debate, and define together as a CxO team. We reviewed: - 6 parts of the revenue wheel that matter for making your number - 18 secondary parts of the revenue wheel to consider - 3 key parts of the revenue wheel to keep it moving - 18 sample questions to ask your CxO team Why the focus on questions? Asking the right questions can unlock where there is a lack of understanding, confusion, or disagreement across a CXO team - which is normal. From there, you can "disagree and commit" with the teams. And from there, you can then have a unified front for authentic alignment and reinforcement with your teams. As always, keep in mind that your questions will vary based on your unique business, stage of growth, and GTM motions. Thank you, Meg for your incredible visualization and Pavilion for having us!

🚀Key takeaways from Rajashree Varma's recent #CosellVelocity GTM Global Summit live session 🚀 In our dynamic session, Rajashree Varma emphasized the importance of clarity: Know your product roadmap and selling strategy to navigate the market successfully! 💼💡 Let's take charge of our strategies and pave the path to success together! 💪 #ProductStrategy #SellingStrategy #CosellVelocityGTMGlobalSummit #MicrosoftPartner

A strong partner-led GTM strategy goes beyond just handing off leads. It’s about leveraging each partner’s strengths to provide solutions for clients. In some cases, you can co-create value propositions, bundle complementary products or services, and create a powerful differentiator in the market. #LeveragingStrengths #GTM #PartnerLedGTM

Driving alignment across your GTM teams isn’t just a goal—it’s a strategic advantage. According to a LinkedIn study, businesses with strong sales and marketing alignment are 67% more effective at closing deals and 58% better at retaining customers. But how do you get there? At GTM2024, we'll dive deep into actionable strategies to make this a reality. I'm excited to be co-leading a workshop with 🐶 Jacco van der Kooij, where we'll explore how to drive efficiency and alignment across your GTM teams. This isn’t just about theory; it’s about practical steps you can take back to your teams to make a real impact. Join our Winning by Design team at Pavilion GTM2024 in Austin from October 14th-16th for a hands-on experience with experts who’ve been in the trenches. There will also be a special track that I'll be co-hosting with 🦄Pablo Dominguez and Anjai "AJ" Gandhi for PE/VC GTM Operating Partners on Oct. 14. Looking forward to learning and sharing with many of you there! Link to register - with a special discount - can be found in the comments!

💭 Thursday Thought of the Day ❓𝗛𝗼𝘄 𝗱𝗼 𝘆𝗼𝘂 𝗱𝗲𝗳𝗶𝗻𝗲 𝗚𝗼-𝗧𝗼-𝗠𝗮𝗿𝗸𝗲𝘁 𝗦𝘁𝗿𝗮𝘁𝗲𝗴𝘆❓ From my experience "GTM Strategy" is one of the most misused terms in business, so I wanted to put a stake in the ground with my definition: ******************************* A GTM Strategy is the plan [sic] to achieve a product's revenue goals through the systematic alignment and management of internal and external GTM resources to consistently deliver: 🗒 The Right 𝗠essage, to 👨💼 The Right 𝗔udience, at ⏰ The Right 𝗧ime, via 📺 The Right 𝗖hannel, with 💓 The Right 𝗛eartbeat. ******************************* I even have the cool 𝗠𝗔𝗧𝗖𝗛 acronym to help remember it 😉 What are your definitions? How can I improve my definition? Credit: This post was inspired by GTM Partners GTM Made Simple Roadshow in SF last November. #gtmstrategy

🚫 Bold Opinion: 𝐂𝐭𝐫𝐥+𝐂, 𝐂𝐭𝐫𝐥+𝐕 𝐌𝐞𝐭𝐡𝐨𝐝 𝐢𝐬 𝐊𝐢𝐥𝐥𝐢𝐧𝐠 𝐘𝐨𝐮𝐫 𝐁𝐮𝐬𝐢𝐧𝐞𝐬𝐬 I’m currently at the Pavilion GTM EMEA Conference in London, and one of the standout sessions today spoke about what we discuss in our company everyday: 𝐂𝐨𝐩𝐲-𝐩𝐚𝐬𝐭𝐢𝐧𝐠 𝐬𝐭𝐫𝐚𝐭𝐞𝐠𝐢𝐞𝐬 𝐢𝐬 𝐚 𝐛𝐮𝐬𝐢𝐧𝐞𝐬𝐬 𝐤𝐢𝐥𝐥𝐞𝐫. The market is evolving at lightning speed, and the future of Go-to-Market (GTM) teams hinges on adaptability. The mindset of “one size fits all” is a recipe for failure. Yet, many are still stuck in this rut, blindly adopting methodologies from books, friends, and competitors. 𝐇𝐨𝐰 𝐨𝐟𝐭𝐞𝐧 𝐡𝐚𝐯𝐞 𝐰𝐞 𝐡𝐞𝐚𝐫𝐝 𝐦𝐢𝐬𝐠𝐮𝐢𝐝𝐞𝐝 𝐬𝐭𝐫𝐚𝐭𝐞𝐠𝐢𝐞𝐬 𝐥𝐢𝐤𝐞 𝐚𝐬𝐬𝐮𝐦𝐢𝐧𝐠 𝐭𝐡𝐚𝐭 𝐛𝐞𝐜𝐚𝐮𝐬𝐞 𝐚 𝐦𝐚𝐫𝐤𝐞𝐭 𝐬𝐡𝐚𝐫𝐞𝐬 𝐨𝐮𝐫 𝐥𝐚𝐧𝐠𝐮𝐚𝐠𝐞, 𝐭𝐡𝐞𝐲'𝐥𝐥 𝐧𝐚𝐭𝐮𝐫𝐚𝐥𝐥𝐲 𝐞𝐦𝐛𝐫𝐚𝐜𝐞 𝐨𝐮𝐫 𝐩𝐫𝐨𝐝𝐮𝐜𝐭? This misconception was brilliantly touched upon by Lindsay Cordell in today's session. Understanding your user and tailoring strategies to your company’s unique needs, products, and culture is a must! The Ctrl+C, Ctrl+V approach might seem like a quick win, but it’s a dangerous trap. ✨ 𝐄𝐚𝐜𝐡 𝐦𝐚𝐫𝐤𝐞𝐭, 𝐚𝐮𝐝𝐢𝐞𝐧𝐜𝐞, 𝐚𝐧𝐝 𝐩𝐫𝐨𝐝𝐮𝐜𝐭 𝐝𝐞𝐦𝐚𝐧𝐝𝐬 𝐚 𝐧𝐮𝐚𝐧𝐜𝐞𝐝 𝐚𝐩𝐩𝐫𝐨𝐚𝐜𝐡. Copying strategies might feel like you are save time, but it stifles innovation and results in generic, ineffective solutions. #GTM #MarketExpansion #ProductStrategy #SaaS BeBold Bryan Elsesser Ralph P. Hossain Kathleen Booth

🚀 Navigating the GTM landscape? The key to success lies in nailing your Product-Market Fit. Did you know, companies with strong PMF are 2.5 times more likely to experience significant growth? Elevate your strategy with precision. #GTMConsulting #ProductMarketFit

There's a lot of buzz around defining ecosystems, but what's truly important is how organizations adopting ecosystem models significantly outperform those using traditional sales and marketing methods. In this video, I dive into how 360insights | Ecosystem harness opportunities by forming strategic partnerships with top-tier organizations. Discover how these alliances drive innovation, enhance customer experiences, and ultimately boost your bottom line. Watch now to learn about the power of ecosystem models: https://okt.to/kphrvj #360insights #360insightsEcosystem #Partnerships #EcosystemOpportunity

Building a winning GTM team in 2024? Discover the essential insights that can transform your strategy and drive success. From prioritizing quality metrics to fostering collaboration, here are some pivotal insights from Operatewise for staying ahead in today's competitive landscape. #revops #revops2025 #businessgrowth #revenueoperations #gtmstrategy #salesops #revenuops.

🙋♀️ 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