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What’s the most effective engagement model to align GTM stakeholder groups as you roll out GTM plays? Which teams work closely together? What are the core operating norms for how those teams collaborate?

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2 Answers
Stakeholder Management Go-To-Market Strategy Launch Frameworks Launch Enablement Launch Strategy
  1. Sahil Sethi
    Sahil Sethi

    Freshworks Vice President - Global Product Marketing | Formerly Klaviyo, Qualtrics, Microsoft, MckInsey • 1y

    Engagement model and teams Bring Sales/CS (end user of plays), Enablement (Orchestrator), Marketing (who provide air cover) and Product (who build the product) in the same room Align on the plays we need to build (by product, competitor, solution, industry, use cases). Align on the ones we don't want to prioritize Bring leadership to sign-off The best engagement model is collaborative, transparent, gives everyone equal voice, explains trade-offs well Operating norms Lock on plays Align the DDACI ...Read More

    6,248 Views
  2. Chris Hines
    Chris Hines

    Outtake VP of Marketing | Formerly Cyera, Zscaler, Docker • 1y

    The most effective management model I have seen was born out of some of the original Blade Logic GTM teams. I started working with a few who learned this model called Power Plays (aka Landing Zones aka fancy sales plays). The idea is based on the ability to boost sales productivity by focusing on one key metric. New business meetings (NBMs). Simply speaking, if you can drive an increase of NBMs per week per account rep, and have you conversion funnel in place, you can model out what your expecte ...Read More

    2,363 Views

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