GTM Partners’ Post

Dennis Lyandres, former CRO of Procore Technologies, led a keynote session on scaling GTM at our VSaaS Collective Live event. The event's goal was to bring VSaaS CEOs together to learn from each other and from executives like Dennis, who have walked similar paths before. Key takeaways from Dennis’ session: 👉 The importance of being intentional about growth (use the VSKP playbook 😉) 👉 To win the category, you need to occupy a control point 👉 Think about expanding outward: launch integrated products that are hard to copy 👉 You need to extend through the value chain! Find your wedge, and use data, networks, and marketplaces to make it happen Thanks for joining us, Dennis!

It’s been 1 week since I’ve been back from #GTM2024 and I'm still digesting. Days were packed jam packed with great content. Across the couple days there were a couple themes that were pervasive: 1️⃣ The Bowtie. If you don’t know it yet, get to know it. It’s the framework you should be using if you are SaaS. The traditional funnel is ok for one-time purchased but you need to think differently with recurring revenues. 2️⃣ The Revenue Architect course.  EVERYONE was talking about this course taught by Beth Yehaskel. Apparently this is a 6-session course on achieving sustainable growth that will enlighten you. People rave about it. It’s now on my list. 3️⃣ GTM is a team sport. So easy to say, so hard to do. I loved the presentation by Shari Johnston of Winning by Design and Kelly Hopping of Demandbase that maps out rational and emotional alignment across the customer journey stages in a clear concise way. 4️⃣ Last but not least Partners. Did you know that partner-sourced opps have a 46% higher win rate (stat from Sangram Vajre of GTM Partners)? I didn't but i’m not surprised. I’ve been at companies that have done this well and it was instrumental in scaling the business. If you’re interested in this topic, seems like Jason Yarborough 🐻 and Emir Elliott-Lindo are the ones to follow. Feel free to add any more takeaways - I'd love to hear what others learned as well.

Dennis Lyandres, former CRO of Procore Technologies, led a keynote session on scaling GTM at our VSaaS Collective Live event. The event's goal was to bring VSaaS CEOs together to learn from each other and from executives like Dennis, who have walked similar paths before. Key takeaways from Dennis’ session: 👉 The importance of being intentional about growth (use the VSKP playbook 😉) 👉 To win the category, you need to occupy a control point 👉 Think about expanding outward: launch integrated products that are hard to copy 👉 You need to extend through the value chain! Find your wedge, and use data, networks, and marketplaces to make it happen Thanks for joining us, Dennis!

Award winners. Special moment for everyone involved at hackajob, safe to say we cleaned up at the G2 product awards with 23 👀 G2 is the world's largest independent review site so it's an honour to pick up global leader, regional leader, segment leader, technology leader and support leader awards 🔥 🚀 🏆 Best Meets Requirements - Enterprise 🏆 Easiest To Do Business With - Enterprise 🏆 Best Relationship 🏆 Best Support 🏆 Best Support - Mid-Market 🏆 Best Usability 🏆 Best Usability - Enterprise 🏆 Easiest to Use - Enterprise 🏆 Fastest Implementation 🏆 Fastest Implementation - Enterprise 🏆 High Performer 🏆 High Performer - EMEA 🏆 High Performer - Enterprise 🏆 High Performer - Mid-Market 🏆 Highest User Adoption - Enterprise 🏆 Leader - United Kingdom 🏆 Leader Enterprise - United Kingdom 🏆 Leader Mid-Market - Europe 🏆 Leader - Enterprise 🏆 Leader 2024 🏆 Momentum Leader 🏆 Most Implementable 🏆 Users Most Likely To Recommend - Enterprise This week we launch a greenfield product that has been in the works since our series B last February. It is truly game-changing. Catch Mark Chaffey at 10:15 at RecFest UK it is not to be missed

Congratulations to all the 117 partners who participate in the Cosell GTM Momentum Accelerator. For the past 12 weeks, they all focused on sharpening their Cosell GTM messaging, framing their transactable offers, and becoming Microsoft Cosell-ready partner. During that time, they also developed new go-to-market strategies, plays and received guidance to streamline their messaging to build a robust plan and transactable offer with Microsoft. Reactions from the Participants. - Chaitra Vedullapalli, Karen Fassio - thank you for all the inspiration that you transmitted to me, believe me it is helping me to think big. Every session, every interaction was great with a lot of learning and a lot of go dos for our progress and impact. - Hector Ocadiz, CEO Suri Services - All are superb and wouldn’t miss a minute (unless its the only time a client can meet!). The content is gold and i keep going through it. It can really be rewatched multiple times and in a year there will still be more to implement from it. Lisa Ann Edwards, CEO Excelia -Under Chaitra's expert guidance, we've seamlessly integrated Microsoft DMC into WORKOPTI GTM, sparking a revolution. This transformative journey has catapulted our private beta customers into high-growth ARR champions, with each client resonating with the brilliance of the WORKOPTI Data Insight Platform built on top of Azure. Karen's leadership has demystified the Microsoft GTM Accelerator deliverables, making learning effortlessly accessible for the entire WORKOPTI team. Under her guidance, barriers dissolve, empowering us to grasp complex concepts to optimize our relationship with Microsoft with greater ease. Elkanah Carnell Reed, CEO of Workopti Regina N. Johnson Eddie Bader Frank Valdivieso Leona Dotson Julie Sanford Gena Goh Nicole Komen Sing Christopher C Shirley, PMP Diana Santos Soares Rocha Ginna Cuadra Kate Macartney Adam Shapiro Efrén Abrego Jacob Tukuru Danny Suk Brown Karen Fassio Ram Dutt Jennifer Chappell Carolina Berrios Nicole Dezen David Smith Heather Deggans Sian Suthers Lauren Holland Puja Lakhanpal #GTMomentum #MSpartner #business #entrepreneurship #technology #innovation #Microsoft #partnersmakemorepossible 

How to set your PXM Program up for success - Akeneo’s PXM Practitioner’s Checklist shares 9 critical components. Read on to find out more #PXM #Akeneo

If you are trying to figure out how to package your solutions for launch in partner marketplaces, this opportunity is priceless! It was so helpful to follow the step-by-step process each week for the past 12 weeks to launch our solution in Microsoft AppSource. It's not just a checklist experience, it's powerful coaching, guidance, feedback, key learnings, best practices, and examples. 10/10 highly recommend!

In 2025, this GTM skill will separate high-growth companies from the rest: GTM Iteration Speed… The ability to quickly evolve messaging, talk tracks, demos, positioning, and pricing is becoming a defining competitive edge. Most companies get this for product and engineering – speed matters. But GTM iteration speed? It’s still undervalued. That’s about to change. Here’s why: Markets are more competitive – new players, indirect competitors, and adjacent solutions are crowding every space. Product velocity is faster than ever – building software is cheaper and easier, which shortens the shelf life of your differentiators. The result? Your positioning, narrative, and enablement systems have to move just as fast – or faster – than your competitors. The best GTM leaders in 2025 will: * Use conversational intelligence to surface trends, keywords, and insights * Stay close to deals and reps to get a “gut check” on what’s shifting * Build systems to get decision makers to review and act on this feedback * Move with speed and conviction while balancing chaos and clarity * Build enablement systems that roll out changes efficiently without overwhelming the team Optimizing GTM iteration speed isn’t optional anymore – it’s a must. What would you add to this list? I’d love to hear how your team is keeping up the pace.

Insights for a SaaS GTM team haven't been this important for over a decade...... But you can't get valuable insights when your GTM ops foundation and data is a mess. Doesn't matter what tool you have. Doesn't matter what reporting method you want. If the underlying infrastructure of the data (especially around campaigns, funnel stages, attribution) isn't there then you are starting at stage 0. And many companies are starting at stage 0 but don't even realize it. After years and years of attempting to do the foundation the right way, amidst understaffed teams/ turnover, and lack of priority - it's no wonder they feel like the foundation should be there. But it's not. And now, when the insights and the processes really matter, leadership is scratching their heads as to why a simple reporting request turns into weeks of waiting - and just to see data that isn't useful. The best time to have worked on the foundation was yesterday. The second best time is today. #gtmoperations #gtmops #gtmopsfoundation #b2bsaas

Listen from Kendra Bitner, as she discussed how at the beginning of the year Impact’s Learning Institute focused on outlining high-lever priorities for sales enablement in 2024 and aligning these to our KPI & OKRs and reviewing these on a quarter-to-quarter basis. Check out the full LinkedIn Live about how you can align your departments heading into the next few quarters at https://bit.ly/3yemuHn 😄 #Sales #ImpactMyBiz #Strategy #Goals #QuarterlyGoals