What's Broken in GTM and How to Fix It
Exploring the key go-to-market challenges that SaaS organisations face and how to overcome them to ensure success.
What's Broken in GTM and How to Fix It
Operating Models (part 1)
Welcome to episode 8 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues.
Louis shoe-horns a business lesson into the conversation based on the sales promotion incentive fund (aka SPIF) he has implemented for his estate agent and recounts another AI experience, this time with training and coaching platform Avarra. Simon has been deep diving on buying groups, participating in a CMO roundtable discussion on the topic as well as joining B2B Marketing webinar Beyond MQLs: Unlocking Revenue Growth by Embracing Buying Groups.
This week’s topic is operating models. Here’s the TL;DL ( “too long, didn’t listen”) in case you don’t have time for the whole episode: Most GTM strategies fail, not because the strategy was wrong, but because the operating model couldn't deliver it.
Listen on as we discuss the critical role of operating models in the success of GTM strategies, highlighting that they encompass more than just organizational charts. We cover some common frameworks and mental models to consider when building the operating model, together with symptoms of a broken operating model that need to be identified. We also look at what how operating models should evolve with the different lifestages of SaaS businesses, ensuring the right people have been brought on board at the right time, the importance of keeping stakeholders in sight, and avoiding overlapping responsibilities.
Other mentions in this episode:
Read more on this topic in the corresponding edition of Louis’ What's Broken in GTM and How to Fix It newsletter.
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