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
Revenue Operations and Enablement (part 1)
Welcome to episode 14 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 has squeezed in a day’s cricket, courtesy of Khalid Rahmany from InnoVyne, and Harry Riseborough and Matthew Hobson from Xactly. It was a T20 match, meaning it was extremely fast paced and didn’t entail blocking out the whole week! Simon recounts his time at the Anticon conference, including his panel session. Watch this space for a write-up soon and in the meantime check-out his video round-up from the ever present Joel Harrison!
This week we tackle revenue operations and enablement, the first of several episodes on this critical area of GTM strategy execution. Here’s the TL;DL (“ Too Long; Didn’t Listen)”) in case you don’t have time for the whole episode: Revops and enablement are often underpowered and mispositioned within SaaS organisations. They're seen as tactical support arms rather than strategic enablers of growth. But they're actually essential components of GTM strategy, execution, and performance.
Listen on as we emphasise the importance of recognising revops and enablement as essential components of GTM strategy, execution, and performance, highlighting that they must be integrated into the overall GTM strategy to drive growth effectively. The discussion also touches on the need for these functions to be seen as strategic partners rather than mere support roles, which can significantly impact the success of SaaS companies. We’ll be diving into these topics in more detail in upcoming episodes, including with some special guests.
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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