How do you set revenue targets for your industry that you're focused on when the sales team's quota isn't tied to your industry?
There is an in-depth science to this that many sales or product strategy teams leverage, so with that caveat, I'm sharing a high-level approach. My recommendation is to ...
2367 Views
Not sure I understand the question. If this is to set revenue targets for a new industry expansion where GTM resources have not yet been assigned, I'd do a top-down and b...
587 Views
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Iterable Chief Marketing Officer • 4y
This is a tough one because it’s difficult to set any sort of revenue targets for your industry if sales is not fully aligned and compensated to sell to that industry. Yo...
702 Views
SurveyMonkey Senior Director, Head of Corporate Marketing | Formerly SurveyMonkey, Nielsen • 1y
When I read the first part of your question, my first thought was to tie it to sales team quotas ;) In more mature industry GTM motions, having sales teams segmented by i...
928 Views
Dusty Robotics Head of Marketing • 4y
This is really tricky to do well, and requires strong executive leadership and business operations support to pull off. Right now, at Procore, I work in an environment wh...
464 Views
AlphaSense Senior Director, Solution Marketing | Formerly Procore, Motive • 4y
Industry KPIs should encompass sales and marketing performance. Sales and marketing teams need alignment on pipeline, revenue goals, and rep productivity. In many inst...
412 Views
Motive Product Marketing Lead • 3y
The strategic marketing team could provide direction on where the business has the greatest growth potential: where there is a strong product-market fit and room to captu...
450 Views
Box Vice President Product Marketing | Formerly Splunk, New Relic, Microsoft, Unity, Oracle • 4y
Formally, sales and sales ops should be setting revenue targets and the associated pipeline coverage targets needed to drive marketing strategy. At least for enterprise s...
462 Views
Cisco Head of Product Marketing, Cisco Campus Network Experiences | Formerly Tellme Networks, Microsoft, Box, Vera, Scout RFP, and Sisu Data, to name a few. • 3y
As a PMM, revenue is a trailing metric and the one you have the least control over. If there aren't existing quotas set by industry (and this is rare), this is likely to ...
436 Views
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