Simon Sharp, CEO, Verto

Welcome to episode 10 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.

This week we’re joined by our second guest, Simon Sharp, CEO at program management platform Verto and pick-up the discussion from a few episodes ago on sales motions. Simon recently posted an article on LinkedIn about managing multiple GTM  motions that piqued Louis’ interest and we were keen to dig further into his thinking in this area.

Here’s the TL;DL (“too long, didn’t listen”) in case you don’t have time for the whole episode: It's very easy to go awry by managing multiple different GTM motions. And never has the mantra crawl, walk, run been more apt. So, excellence in one motion always beats mediocrity in many. 

Listen on as Simon elaborates on the complexities of managing multiple GTM motions and ensuring they interoperate rather than compete. He emphasizes the need for balance and strategic timing when introducing new motions, particularly as ARR  grows. Simon highlights the role of AI in defining ideal customer profiles and enhancing both strategic and operational aspects of GTM motions. He stresses the importance of alignment across sales, marketing, and customer success teams to ensure a seamless customer experience. The conversation also touches on practical examples, such as Slack's approach to combining PLG and enterprise motions, illustrating the need for a customer-centric strategy that transcends organisational silos.

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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