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 2)
Welcome to episode 9 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.
It’s Louis’ birthday, the six-month anniversary of the first What's Broken in GTM and How to Fix It newsletter, and the two-month anniversary of the podcast! Felicitations and self-congratulations out of the way, Louis is feeling energised following a few days away with the team from his side (or is it main?) gig, Toggle Switch Consulting. Simon is preparing for his upcoming talk on buying signals at the SME Forum meeting in London and also the panel session on scaling marketing he is leading at Anticon in a couple of week's time.
This week we continue discussing the topic of operating models. Here’s the TL;DL (“too long, didn’t listen”) in case you don’t have time for the whole episode: Don’t treat your operating model like it's a one-time diagram. It's a living system, so you have to design it with the same rigour as you would your strategy, because that's what's going to deliver it.
Listen on as we emphasise the importance of treating the operating model as a dynamic system, including careful selection of tools, focusing on essential metrics like ARR and customer satisfaction, and how the right model can drive alignment between marketing and sales. The discussion also outlines what constitutes a successful operating model, including clear team roles, regular review cycles, comprehensive enablement, and aligned compensation plans. Ultimately, the key to a successful operating model is shared goals and rewards.
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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