Your guide to GTM metrics 2.0
- Identifying your target accounts isn’t a one-off exercise with basic TAM filters. A best-in-class approach is to have a dynamic ICP model that can evolve with your product and market. At a minimum, revisit it annually.
- You need good data to not only pick accounts, but to engage accounts at scale. This should include a combination of firmographic,
Kyle Poyar • ICP marketing done right
Having the discipline to understand your customer data and to invest in accurate reporting is what powers the GTM flywheel, drives efficiency in a sales org, and educates product decisions.
Sean Whitney • Figma’s Early Days—How Patience & Discipline Fostered a Killer Product
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Traction metrics
In this session learn the tactical components of a great GTM plan. In particular, we'll cover the critical elements of a marketing and sales cycle. Learn the basics of of inbound marketing, outbound marketing, sales funnel design and optimization, and lastly, the importance of customer engagement and validation.
Michael Skok • Harvard i-lab | Startup Secrets: Go to Market Part II - Tactics
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The “Holy Grail” of scale is the acquisition of great leads; then sorting those leads into qualified and unqualified (MQL); then turning qualified leads into customers (PQL); then retaining the customers until they turn into clients (bottom of the funnel).
Taylor A. Welch • The Wealthy Consultant: Confessions of a 9-Figure Advisor
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Here are steps to create your GTM strategy: Identify the buying center and personas -> Craft a value matrix to help identify messaging -> Test your messaging-> Optimize your ads based on the results of your tests before implementing them on a wide scale -> Understand your buyer’s journey -> Choose one (or more) of the four mos
... See moreHubSpot • The Proven Process for Developing a Go-to-Market Strategy [+Templates]
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Being able to focus on your ICP starts with knowing your TAM