GTM Partners

How do you ensure internal alignment in your company? We did a post last week talking about how our research identified lack of internal alignment as the top reason why companies fail to achieve goals. Now, the question is how do you solve it? Presenting the CAT Framework - CAT stands for Clarity, Alignment and Teamwork. The CAT Framework is a roadmap for breaking down silos and driving tangible results. How does it work? 🎯 Clarity Defines the "what" and "why" of your strategy. It's about making decisive, transparent choices and adjusting as needed — not waiting for perfect certainty. 🤝 Alignment Addresses the "how" by ensuring every department understands its role and works cohesively toward shared goals and metrics. 👥 Teamwork Focuses on the "who" by empowering individuals and aligning incentives with organizational goals. Read our GTMonday to know more about the CAT Framework - practical examples and the road ahead for Leaders. Link to GTMonday in the comments. How do you drive internal alignment between teams in your company? Comment Alignment to get the CAT Framework. #GTMonday #GTMOperatingSystem

Why should you be laser focused on Net Revenue Retention (NRR) for 2025? NRR isn't just another one of the many Go-to-Market metrics. It is the heartbeat of your company - an NRR check is like a pulse check. It answers a very important question: Are you just retaining customers or are you growing with them? And if you are not laser focused on NRR in the next 3 - 5 years, you are putting both your organization and your job at risk. Why does NRR matter now? 🔹NRR is your early warning system for company health 🔹It predicts organizational changes before they happen 🔹Strong NRR reduces pressure on acquisition costs Key Insight: A less than 100% NRR drives up your Customer Acquisition Cost [CAC]. And the cost of constantly having to acquire new customers can create a dangerous downward spiral for your business. 🎯Here’s an action item for 2025 - Take a long and hard look at your 2025 initiatives and assess how they connect to and impact your NRR. Watch Sangram Vajre talk about why it is so important for you to focus on NRR. Is your 2025 GTM Strategy focused on your NRR? Comment “NRR” in the comments to learn how you can use the GTM Operating System to create a strategy to achieve your NRR. #GTMOperatingSystem #NRR #RevenueOperations

Did you attend one of our GTM is Better Together events last year? The Better Together events are about breaking down the silos between teams and integrating technologies to create an efficient GTM Tech Stack. If you wanted to attend the Better Together live events but couldn't make it, here's another chance for you to be part of the Better Together experience virtually! 🥁The Better Together Virtual events are here - from 21 to 23 January between 1 and 3 PM ET. On Day 3 of the Better Together Virtual Event, we have GTM Experts - Geoffrey Moore, Jill Rowley and Christopher Lochhead 🇺🇸🇮🇱🏴☠️ talking about the Evolution of GTM: How Strategies Are Transforming from 2022 to 2025. Are you looking forward to starting the year with GTM insights from CEOs and GTM Experts? Comment "Better Together" to receive your invitation to the event. #GTMisBetterTogether

What does your GTM Strategy on a Slide look like? Congratulations to John Busby, CMO of Centerfield. John won the GTM Award at the Better Together event in San Francisco. John Busby presented Centerfield's GTM Execution Stragey on a slide at our Austin Roadshow in October 2024. Here's a look at the slide presented by John - It shows clearly how you can break down your Executive strategy by the GTM Operating System pillars and bring your entire team into alignment on the goals to be achieved and how to achieve them. A look at the reader information of our GTMonday newsletter shows that the GTM Strategy on a Single Slide is one of the Top 10 GTMondays read in 2024. What does your GTM Executive Strategy on a Slide look like? Comment "Strategy" to get the Executive Strategy on a Slide Framework. #GTMOperatingSystem #GTMStrategyfor2025

We are kicking off 2025 with a question. ❓What did our GTMonday subscribers show interest in reading in 2024? A look at the titles shows us one thing - everyone wants to get their GTM strategy in place for 2025 - through one of these ways: - Creating a clear 2025 GTM Strategy - Hiring for GTM roles - Use of AI in GTM, especially Sales Here are the Top 10 GTMonday Newsletters for 2024! 📄The GTM Manifesto 📄How ZoomInfo Copilot went from $0 to $100M in Six Months 📄How to Align Sales Comp with Your GTM Strategy in 2025 📄43% of salespeople use AI in their jobs. Are you ready for 2025? 📄5 Steps to Establish a Clear POV 📄82% of Tech Buyers Want Integrated GTM Solutions 📄The Definitive GTM Assessment for 2025 Planning 📄51% of Companies met Sales and Revenue Targets in H1 2024 📄What’s next in GTM Hiring? 📄Plan Your 2025 GTM Strategy on One Slide What would you like to read more of in the GTMonday Newsletters in 2025? Let us know in the comments! #GTMPartners #GTMonday

A Very Happy New Year to all of you from the GTM Partners Team! 🎆 We are kicking off 2025 with a great Leadership insight for you! Let's begin the year with an insight into the Leadership and Management pillar of the GTM Operating System. When we think of possible challenges for businesses to achieve their business goals or hit their revenue targets, we mostly think of external factors like market conditions or competitors. When we asked GTM Leaders what was holding them back from achieving their 2024 goals, 68% said that it was a lack of internal alignment. This means that it is time to break down the silos between teams and build alignment. Begin 2025 by working in alignment towards your revenue goals! The Better Together Virtual Event in January 2025 will talk about breaking down silos and bringing together teams and technologies. Send us a DM on LinkedIn for your invite to the event. #GTMOperatingSystem #LeadershipandManagement #InternalClarity

Data-Driven Decision Making: A RevOps Perspective 🎯 'When I was at a startup, I would have given my soul to see all our disparate data in one place,' shares Ashton Williams, highlighting the universal challenge faced by growing companies. Now at Slack, Ashton champions the integration of unstructured conversational data with traditional CRM systems. Her experience spans both startup and enterprise environments, giving her unique insight into RevOps evolution. 'The magic happens when unified data meets human insight,' Ashton notes. She emphasizes that while data integration is crucial, equally important is building teams with the analytical acumen to transform data into action. 🗝️Key insight from Ashton: Success in RevOps isn't just about having great tools—it's about making them work together while empowering teams to make data-driven decisions. As we get to the new year, it's time we learn to integrate the tools in our tech stack and combine our teams and tools to get maximum returns. Use the data to create a GTM Strategy and then involve your entire GTM team in the process to get there for the best results! How are you planning to transform your data into action in 2025? ❓ #GTMOperatingSystem #RevOps #OperationalExcellence

What will Go-to-Market look like in 2025? 🤔 Today's GTMonday has the answer! 🥁Presenting the 7 Big Ideas for GTM in 2025 1. The CEO owns GTM at a Strategic Level - It could be your Chief GTM Officer too, but make sure that you have 1 owner for GTM 2. Retention (over Acquisition) should guide your GTM Strategy - Build your ICP around long term customers who will stay and advocate for your brand 3. Simplify GTM Alignment with a One-Slide Strategy - Summarize your entire strategy on One slide to drive clarity and alignment 4. Service First, Software Second, ROI is always paramount - SaaS now stands for Service as a Software and proving ROI is now a survival skill 5. Have a Common Understanding of GTM - Use a shared GTM Dashboard and make sure everyone on your GTM team is aligned on the same metrics and dashboards 6. GTM is Better Together - A successful GTM strategy needs a breaking down of silos and a unified approach to GTM 7. Even big companies can lose Product-Market Fit - Companies can move backwards from Product-Market fit into Problem-Market fit due to complexities in company growth In other news, it has been 3 years of GTM Partners! 🎉 Today’s newsletter is a celebration of some of the milestones we are celebrating in 2024! How many of these GTM trends have you already started working on for 2025? Link to GTMonday in the comments #GTMonday #GTMisBetterTogether

Picture your most recent customer renewal meeting. You went into the meeting with a strong customer relationship story from the Customer Success team. You get into the call and hear great testimonials and glowing reviews from the customer. And you become increasingly sure that the renewal is a lock. And then the call comes to the note : “Sorry, we just can’t renew.” That’s the thought process that needs to change - the traditional view of customer success as a siloed department only responsible for customer retention. This mindset has to shift to a Growth mindset in order to facilitate efficient Growth. The New Growth Mindset: 📢Stop thinking "retention" and start thinking "expansion" - it's not about keeping what you have, it's about growing together 📢Make customer success everyone's mission, not just one department's responsibility 📢Focus on measurable value creation, not just relationship management 📢Transform success metrics from activity-based to outcome-driven Building a Growth Mindset means asking the right questions: ❓Are you building a CS department or cultivating a company-wide GTM mindset? ❓Is your focus on securing renewals or creating lifetime value? ❓Are you thinking about selling more or serving better? Remember : Customer Expansion is about helping your customer grow. Expansion becomes inevitable when your customers achieve their goals. How do you plan to help your customers achieve their goals?

As we move on to Customer Time-to-Value Pillar, today we focus on ROI 🎯 The Evolution of ROI Studies: Moving Beyond Basic Numbers This year, we had the pleasure of hearing Chris Voce from G2 share a brilliant framework for thinking about ROI studies. Too often, we bundle everything together and hope something sticks. Instead, Chris suggests viewing value across a clear continuum: On the Savings Side: ✓ Pure Cost Savings: Direct reduction in licensing, hardware footprint, and operational expenses ✓ Risk Mitigation: Avoiding unplanned downtime, preventing security breaches, and eliminating unexpected costs On the Growth Side: ✓ Business Growth: Enabling teams to do more (think: nurses seeing more patients, faster loan processing) ✓ Strategic Growth: Opening new possibilities like accessing global talent pools or transforming employee experience 🗝️The key takeaway? A compelling ROI study isn't just about throwing numbers together - it's about telling a coherent value story that resonates with your audience. Link to GTM Partners ROI Studies in comments #GTMOperatingSystem #ROI #CustomerTimetoValue