Kady S.’s Post

GTM teams have a ton of options to scale revenue growth. But having more options doesn’t mean it’s easy. Deciding where to invest (and how much) within self-serve, sales-guided, and sales-led efforts…can be daunting. If you’re struggling to land on the right mix of growth levers, join us for a panel roundtable on blending product-led and sales-led motions. We'll be chatting about 1/ How to adopt a hybrid GTM model that fits your business 2/ ’Land and expand’ best practices - from self-serve users to scaled revenue 3/ Metrics, tooling, and data —> Plus any other questions you’ve got on PLS and GTM. Thanks, Chameleon for inviting me - happy to be in such good company! Natalie Marcotullio (Navattic), Elyssa Stewart (Chili Piper), and Jay Filiatrault (Chameleon) Sign up👇

I forgot a step in my latest launch. I had a beautiful 45 row spreadsheet in Notion detailing everything from market research to pricing, promotion, and enablement. And we were ahead of schedule for all of it. It wasn’t until the day we launched when a customer that hadn’t been in the beta said, “This looks great! Can I see my own data in there instead of the sample data you have now?” I accounted for POVing with new prospects, but not current customers 🤦🏻♀️ It happens. We had a new process in minutes thanks to great partners in sales, product, and engineering. I’ve done 5 major product launches, 50+ mid-sized launches, and 100+ smaller ones, but there will always be things you overlook or underestimate. One of my biggest takeaways has been how to account for the inevitable oversight so you can respond quickly. This has been a long and vulnerable way of telling you I’m doing another Sharebird AMA this morning on GTM strategy. Register to get my answers emailed to you, or reach out directly if you want to chat it through! https://lnkd.in/dBHwbnDf

From Product Marketing to Product Management and how to drive 3x growth Hear how Courtney Bain, Senior Product Manager at Rokt, applies a product marketing mindset to product development in a highly competitive eCommerce market. 👉 Making big strategic bets with aggressive optimisation to compound growth 👉 Combining market + product insights for better decision making 👉 Risks of monolithic platforms and how agile modularisation has led to faster adoption and share of wallet expansion 👉 Finding the right fit between product-led growth and product-led sales Andrew Hatfield peels back the layers of deep Product + GTM alignment in Episode 3 of the Buyer Led Growth Show #saas #growth #gotomarket #buyerledgrowthshow

Don’t ship your org chart. I heard this a few years ago and it’s stuck with me because it’s especially relevant to GTM teams. Once you move past a single product and expand into new personas, geographies and selling motions, it’s easy to lose sight of your customers. It’s easier to become inward focused and let your internal process and org structure determine what you do - vs marshaling the entire GTM org in support of your customers’ outcomes and success. If you require every function to weigh in on any decision, even when there’s obvious customer benefit - you’re shipping your org chart If people aren’t asking the question ‘have we run this by a few customers!’ - you’re shipping your org chart If your senior leaders aren’t constantly bringing customer anecdotes and insights to conversations - you’re on the path to shipping your org chart Don’t ship your org chart. Instead deliver customer value all day every day.

Welcome to #TechTuesday at The New York Minute! ⏰ Today, we are featuring Chili Piper. 🌶️ Chili Piper is a platform designed to enhance the efficiency of revenue teams by optimizing lead conversion and scheduling processes. Their primary tool, Form Concierge, is targeted at marketers seeking to amplify inbound lead conversion rates. The platform facilitates instant lead qualification, routing, and scheduling from existing forms. 🗓️ One of Chili Piper's core value propositions is the ability to significantly increase inbound conversion rates, aiming to outperform industry standards in vendor response times. By connecting prospects with sales representatives in seconds and prioritizing leads from fitting accounts, Chili Piper aims to expedite the sales process and enhance productivity. 🚴 Chili Piper emphasizes the importance of not losing track of crucial details in the sales process. The platform allows users to create routing rules based on their sales team structure and auto-syncs all meeting details, follow-ups, and records to the CRM, ensuring a streamlined workflow. 🔁 In addition to improving conversion rates, Chili Piper aims to optimize the effectiveness of paid marketing campaigns. They encourage the inclusion of smart booking links in marketing emails to enable one-click booking with prospects, redirecting focus from clicks to pipeline growth. 🤑 What about the customer base? 🧑🤝🧑 Client testimonials displayed on the website highlight substantial improvements in revenue, demo scheduling efficiency, conversion rates, show rates for meetings, and customer acquisition. These testimonials serve to reinforce the value and effectiveness of Chili Piper's offerings. 🧮 Furthermore, Chili Piper positions its Form Concierge tool as versatile and adaptable to various marketing scenarios, allowing for lead qualification, routing, and scheduling from different sources like marketplace listings, in-app interactions, email campaigns, events, gifting campaigns, and more. 🤹 Chili Piper easily integrates with popular marketing and sales automation software, aiming to seamlessly fit into existing tech stacks, thus providing a quick and efficient setup for users. 🤖

🚀 Five New Product GTM Mistakes to Avoid 🚀 Launching a new product is an exciting yet challenging journey. Even the best ideas can falter without a well-thought-out Go-To-Market (GTM) strategy. Here are five common GTM mistakes to steer clear of: 1. Skipping Market Research 🕵️♂️ Neglecting thorough market research can create a disconnect with customer needs. You must gather and analyze data to understand your target audience’s pain points, preferences, and behaviors. This insight allows you to tailor your product and messaging effectively. 2. Poor Value Proposition Articulation 💡 A weak value proposition can leave potential customers unconvinced. Clearly communicate how your product addresses their problems better than the competition. Rework your messaging until it’s compelling and aligned with your audience’s needs. 3. Ignoring the Competition 🏆 Overlooking competitor activity can be a costly oversight. A thorough competitive analysis is essential. Identify your competitors' strengths and weaknesses, their market positioning, and their strategies. This will help you find gaps in the market where your product can stand out. Analyze their customer feedback and reviews to understand where they may be falling short, and leverage these insights to position your product as the superior choice. Regularly updating this analysis ensures you stay ahead and adapt to any changes in the competitive landscape. 4. Ineffective Channel Strategy 📲 Selecting the wrong channels to reach your audience can lead to wasted resources and missed opportunities. Be strategic about where and how you engage potential customers, whether through social media, email campaigns, or partnerships. 5. Underestimating Sales and Operations Misalignment 🤝 Misalignment between sales and operations can derail a product launch. Sales teams need to understand the operational capabilities and constraints, while operations need to be aware of sales commitments and customer expectations. This requires regular communication and collaboration. Create integrated planning sessions where both teams can align on goals, timelines, and resource requirements. Use shared metrics to measure success and identify areas for improvement. This ensures that the promises made by sales are deliverable by operations, leading to a smoother launch and better customer satisfaction. A solid GTM strategy, explicitly tied to your organization’s mission and long-term goals, can make the difference between a standout success and a missed opportunity. What GTM lessons have you learned from past launches? Share your insights below! 👇 #GTM #ProductLaunch #MarketingStrategy #SalesAndOperations #GoToMarket #ProductManagement #BusinessGrowth

Is GTM messaging the holy grail to help see your business through critical inflection points? I’ve had 4 requests from enterprise SaaS companies for new GTM messaging in the past month alone. Companies that are at critical junctures are realizing its importance. Companies that: ➡️ made an acquisition, ➡️ are adopting a new business model,  ➡️ are looking to disrupt a market, ➡️ and more. It makes sense that at such important times, companies immediately think that they need new messaging 🤔 And yes, you probably do! Don’t get me wrong. But, I challenged these organizations – and I challenge YOU, to think through if the timing is indeed right. Before investing in new or updated GTM messaging, make sure you have defined and refined a clear, overarching business strategy. Where do you want to go? How are you going to get there? How will the rest of the business support the strategy? Once you’ve got these nailed, differentiated GTM messaging can best support the business. And you'll be well poised for success. Ready to invest in GTM messaging? Next week, I’ll break down the top 5 ways to get value from your GTM messaging project 💰

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

Incredible feat for launching one week ago. 💪 Maja Voje brought me on earlier this year to edit this book, and what an incredible journey it's been to see it come to life the way it has. For anyone starting their GTM journey, I highly recommend this book. It really is one of the most thorough handbooks for finding product-market fit. I promise you'll walk away with a new mindset around how to approach your GTM strategy – especially when it comes to defining what is "mission-critical" for your business.

Thank you, Hazel Kamath and Tim Ferguson. Grateful to join forces with these brilliant minds—Anna Kocsis, Chirayu Akotiya, and Julia Draghici—exploring the intricate path to GTM efficiency. Key takeaways include: 1. User-Centric Approach: Prioritize user needs; their feedback is the compass guiding product development and strategy. 2. Content is King: Start early with a targeted content strategy for consistent engagement and brand awareness. 3. Automation as Ally: Leverage automation for research and outreach, enhancing efficiency and relevance. 4. Clear Value Proposition: Craft a compelling value proposition; it's the cornerstone for converting prospects into loyal customers. 5. Continuous Iteration: Embrace experimentation, iterate frequently, and learn from feedback for continuous optimization. 6. Niche Focus: Begin with a super-specific niche, solidify your solution, and gradually broaden your scope. 7. Launch, Learn, Iterate: Launch quickly, experiment often, and fail fast to reduce the risk of business-ending failure. Sharing these insights from our GTM journey—continuous learning, adapting, and growing. Let's elevate our strategies together! 💼🚀 #GTMStrategy #BusinessInsights #ContinuousLearning