Ironclad Senior Global Director, Revenue Enablement • 9mo
When sales and demand gen work off different gtm plans, alignment breaks down fast. In my experience, the key is to co-create KPIs that are tied directly to revenue outcomes and reflect shared accountability in achieving those goals. Here are some key things to consider in order to drive better alignment: 1. Start with alignment to the Company’s Revenue Targets Begin by anchoring on ARR/new logo/expansion goals. Work backwards: how much pipeline is required, from which segments, at what conversi ...Read More
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