GTM Partners

Are the Traditional Inbound and Outbound Playbooks truly dead? Value-first is the new Pipeline Velocity! Here's a throwback to one of our most popular debates this year : Are Inbound and Outbound Playbooks Dead? Watch @Jacco van der Kooij talk about how Traditional Outbound and the era of aggressive outbound sales is over. Here are some Recommendations for building the new Outbound motion: 🔹Stop trying to "find the right time" - start creating value at every touchpoint 🔹Move from taking (time, attention, meetings) to giving (knowledge, insights, assistance) 🔹Replace the 60-minute discovery call with continuous value delivery 🔹Focus on education and enablement over interruption and persistence The Future of Pipeline Velocity isn't moving faster - it's moving with purpose and adding value at every step. How do you do that? 📢 Measure success by value delivered not by activity metrics 📢 Build a relationship with your customer by truly supporting them not by getting on calls again and again 📢 Use customer education, not sales pressure to create momentum How has your Inbound and Outbound Playbook changed? #GTMOperatingSystem #PipelineVelocity #OutboundPlaybook

💡What does the Future of Brand and Demand look like? When Technology and Vision come together to make 1 + 1 = 3! Dev Ganesan shares a powerful insight into why NOW is the perfect moment for innovation in the B2B tech stack. We are seeing a crucial shift in the market. The market is speaking clearly: consolidation isn't just about efficiency—it's about delivering exceptional buyer experiences. When you combine: 🎯Deep marketing technology expertise 🎯Advanced AI capabilities 🎯Streamlined buyer journey optimization What is the result?  A force multiplier that transforms how we engage with prospects and customers. As Dev puts it: The merger of PathFactory and Uberflip | A PathFactory Company "was driven by the customers, by the buyers, by the prospects, by the community." In today's B2B landscape, the winners will be those who recognize that true innovation comes from solving real customer demands through smart consolidation and AI-powered advancement. As the MegaTrends of GTM for 2025 say - "ROI and Integration Decide the Winners". How do you plan to innovate in your GTM Tech Stack in 2025? #GTMOperatingSystem #BrandAndDemand PathFactory

Market Investment Map: Your Strategic Compass for Growth 🎯 The Market Investment Map isn't just another business framework – it's the second pillar of our GTM Operating System that answers the million-dollar question: "Where should we invest our resources for maximum growth?" 📈 What Makes This Pillar Critical? It brings crystal-clear answers to three essential questions: ❓Which segments and products will actually drive us toward our revenue goals? ❓Where can we leverage unified GTM motions (same buyer, same outcome)? ❓How many distinct GTM strategies can we realistically execute well? 💡 Key Insight: The temptation is always to turn '3s' into '5s' – but sometimes the real opportunity lies in doubling down on your existing strengths. (Just ask HubSpot about their billion-dollar Mary Marketer decision!) Making It Work: 🔹Break down silos - this isn't just for product teams. Marketing, sales, and customer success must all be at the table 🔹Score honestly - rate product-market fit on a clear 1-5 scale where 5 = "customers love it and will renew" 🔹Think strategically about expansion - horizontal (new segments) vs. vertical (new products) vs. market saturation Remember: The most successful GTM strategies aren't about being everything to everyone. They're about making informed choices about where to focus and where to fold. 🎯 #GTMStrategy #GTMOperatingSystem #MarketInvestmentMap

Words like TAM, TRM, ICP are thrown around by the dozen during Strategy conversations. But are we all aligned on what these words really mean? As the year comes to an end, here's a refresher on these terms from Sangram Vajre himself! The Critical Difference: TAM vs TRM vs ICP🎯 Total Addressable Market: TAM: The "Could" Market Total Addressable Market shows what buyers you COULD target - it's your theoretical maximum market size. Think of it as the entire ocean where you could fish. Total Relevant Market: TRM: The "Should" Market Total Relevant Market is about who you SHOULD target with your limited resources, budget, and time. It's about making strategic choices: 🔹Which verticals to dominate (healthcare, financial services) 🔹Company size sweet spots (enterprise, mid-market) 🔹Geographic focus (North America, EMEA) 🔹Product specialization (cloud-based solutions) Ideal Customer Profile: ICP: Your "Best-Fit" Customers Ideal Customer Profile represents who's most likely to convert, renew, and expand. These might be: 🔹Companies with specific growth rates 🔹Teams of certain sizes 🔹Organizations with particular tech stacks 🔹Businesses at specific maturity stages 💡Reality Check: If your TAM is $10B, your TRM might be $1B, and your actionable ICP market could be $100M. 🗝️The Key to Success: Know your TAM to understand potential, align your GTM team on TRM, and laser-focus on your ICP. That's how you make go-to-market better together. 🚀 #GTMStrategy #MarketSegmentation #TRM #ICP"

In today's GTMonday: How ZoomInfo Copilot Hit $100M ARR in 6 Months 🚀 ZoomInfo's Copilot has shown a meteoric rise from $0 to $100M in revenue within just 6 months of launch. Here's what you need to know: Key Takeaways: 🎯Independent ROI study revealed game-changing results: $2M in new revenue, 2x higher customer conversion, and 5x increase in sales productivity 🎯Copilot unifies first and third-party intent data to cut through noise and guide sellers on who to contact, when to engage, and what to say 🎯Success validates the critical need for AI-powered GTM intelligence in today's market where 60% of buying happens before seller engagement Want the full story and a look at the ZoomInfo Copilot ROI and the ROI process? Link to GTMonday in comments. Subscribe to our weekly GTMonday newsletter - where we break down the biggest moves in go-to-market strategy. 📈 #GTMPartners #GTMonday ZoomInfo

We are kicking off the new year with a BT Bang! 🎆 If you wanted more of Better Together and are one of the folks who registered for our live events but couldn’t make it, here’s your chance! We are bringing you the GTM is Better Together Virtual Event! The Better Together Virtual Event will be held from 21st to 23rd January, 2025. These will be an action-packed 2 hours of awesome Better Together GTM discussions with CXOs, Enterprise Companies and GTM Speakers. Here’s what we are going to be talking about at the Virtual Event. 📆 Jan 21 - Inside the C-Suite: The Top 5 GTM Metrics that CEOs Use to Drive Growth 📆 Jan 22 - Tech Stacks Uncovered: How 6 Enterprise Leaders Power Their GTM Strategies 📆 Jan 23 - GTM Evolution: How Strategies Are Transforming from 2022 to 2025 We are looking forward to working again with our Better Together Partners : Demandbase, G2, Clari, MadKudu, ON24 and Vidyard. Stay tuned for more details on who our Speakers are going to be. Drop us an email for your invite to the event. #GTMisBetterTogether #Virtualevent

The 5 GTM Mega Trends for 2025 say that Strategists are better than Specialists. What that means is that Jack of all Trades and Master of None is actually a good thing to be in this current economic condition. No matter how good you are in your core area of expertise, you have to expand and diversify your knowledge and your skill sets. The GTM OS Certification program has been put together to empower GTM specialists, no matter what their discipline, to become GTM Strategists who are equipped to support their clients and customers at every step of the GTM Process. Watch Mallory Lee, Co-Founder of the RevTech Review, who is also a RevOps consultant talk about how taking the GTM Certification and how she thinks it can benefit a GTM Team. In her own words, it provides the team with a common language and a common framework that they can all use to define the process and strategy. Is your team a team of strategists or specialists? What are your team's knowledge goals for 2025? The GTM OS Certification is not only about theoretical knowledge but practical insights from a host of GTM Experts. Link for more information in the comments: #GTMOperatingSystem #GTMOSCertification

How would you like your customers to say these words about your Technology solution? 📢 “The customer experience is amazing. Better than anything else we’ve ever used.” 📢 “A must if you rely on digital marketing channels.” It sounds great to hear customers saying such great things about your product. But your customer is very obviously invested in your product and will definitely have great things to say about it. What is more awesome is when it is a 3rd party validated product review. One that is not influenced only by your customer. Is there a way to utilize third party validated reviews or data in your marketing and sales process? The answer to that is a resounding yes! The GTM Partners ROI Study uses not just customer reviews and customer interviews, but 3rd party data from review sites like G2 to build a truly comprehensive picture of what your product is capable of. And when you use the GTM Partners ROI Study to show a client what your solution can do, they get customer reviews - they also get a view of the use cases your product can work for, the impact your product can have and 3rd party backed numbers to show the actual product performance. Here is one example of the Airmeet ROI Study showing what the product is really capable of. Here are some snippets from the Airmeet ROI Study. 📑 Link to more GTM Partners ROI Studies in comments. #GTMPartnersROIStudy Airmeet

Think back to the last few GTM or Work events that you attended. What stood out about the event to you? Having conducted multiple live GTM events (we think it’s safe to say that we have hosted at least one GTM Roadshow every month in the last two years), we have always been very particular about seating people in a round table setting instead of a classroom setting. Why? Learning is a more fun experience when you learn together. And networking at events is easier and just more effective when you are all seated around a table discussing your common GTM challenges and issues. And when you are at a table with GTM Peers and Leaders, they add their own inputs and insights to the information being given out by the speakers and presenters. Here is a video of the Better Together Round Tables. The kind of conversations that we overheard at these tables reinforced our belief that the round table or crescent table seating just works. Have you been at one of our GTM Roadshows and enjoyed a Round Table discussion with your GTM Leaders and peers? #GTMMadeSimple #GTMisBetterTogether

🔎 Every year, our President and Co-Founder, Bryan Brown combs through the year's GTM data, trends and responses to our Roadshow surveys and GTM surveys to capture the most relevant data and insights into the GTM Benchmark Report. Every edition of the Benchmark report captures not only key data points in GTM for that year, it also identifies where and how companies veered off their target. The 4th edition of the Benchmark Report - the GTM is Better Together Benchmark report was launched at the San Francisco Better Together event. And some of the data points are really eye opening. Here are some examples: 🔹69% of reps missed their quota this year 🔹54% companies are seeing longer sales cycles 🔹61% of Midsize companies missed their revenue target Are you one of these companies? If so, what steps have you put in place in 2025 to overcome these challenges? We have some help for you - a whooping 70% of GTM Leaders feel that their biggest challenge is Silos in Tech and Team. This just reinforces what our analysts have been saying all along - the silos in team and technology need to be broken down for more efficient GTM Tech Stacks and effective teams. Are you ready to power your GTM Strategy for 2025 with data-backed strategies? Comment below to book a call with our analysts to assess your current GTM Strategy.