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GTM Strategy

GTM Strategy

GTM Strategy
Pricing
Scaling
Forecasting
Messaging & Positioning
Team Structure
Compensation
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Negotiation
Opportunity Management
Pipeline Management
Onboarding Customers
Renewals
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Account Management
Customer Success
Sales
Sales Development

Unit of vallue

By Jerry Chen

Usage models outperform the broader SaaS index (2020)

By Kyle Poyar, Sean Fanning

Using ATC to diagnose marketing and sales alignment

By Tomasz Tunguz

Video and chat are emerging as predominant interaction channels

By Jennifer Stanley

WBD Org Roles and Structure

By Jacco van der Kooij

WBD Org design framework

By Jacco van der Kooij

WBD SaaSometer

By Jacco van der Kooij

What does GTM Fit feel like

By Tae Hea Nahm, Bob Tinker

When SDRs hit quota, 50% of AEs attain 95%+

By Tomasz Tunguz

When to layer top-down sales

By Sarah Wang, David George

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