Hi, ready to learn more about the importance of selecting the right go-to-market motions (GTM) and how to choose the right GTM strategy for a business?
We cover following GTMs
1. product-led growth,
2. inbound,
3. outbound,
4. partner-led motions.
5. and nearbound
Koen emphasizes the need to understand the ideal customer profile and the stage of the company before deciding on a GTM motion.
WE also discuss the challenges of transitioning from SMB to enterprise GTM and the importance of having the right skills and resources.
Takeaways
Choosing the right GTM motion requires understanding the ideal customer profile and the stage of the company.
Transitioning from SMB to enterprise GTM requires different skills and resources.
Nearbound GTM motion leverages partnerships and credible voices to stand out in a saturated market.
Measuring the success of a GTM motion requires considering revenue impact, customer impact, and marketing and sales costs.
Sound Bites
Chapters
00:00
Introduction and Setting the Context
02:07
Understanding GTM Motions
04:29
Choosing the Right GTM Motion
06:23
Transitioning from SMB to Enterprise GTM
09:27
Determining the Right Time to Change or Kill a GTM
13:44
The 10 Million ARR Benchmark
15:12
Challenges of Moving from Mid-Market to Enterprise GTM
18:17
Differentiating Nearbound from Traditional Partner Models
28:32
Adapting GTM to Regional Market Needs
32:25
Measuring the Success of a GTM Motion
36:11
Final Tips: Peer Collaboration and Benchmarking
