Navigating Go-To-Market Strategies

What’s up everyone, today we have the pleasure of sitting down with the lads from We're not marketers.

Summary: When did everyone on LinkedIn suddenly become a GTM expert? The misfits from ‘We're Not Marketers’ dive into this chaos, explaining why Go-to-Market strategy has become the most misused term in marketing. They share product marketing stories about rigid product launches, cross-functional chaos, and small test groups. They open up about their love and admiration for marketing operations folks, similar cross functional translators between tech and marketing and how martech can support message testing. We explore the debate of who should have final word on messaging, PMMs or the channel SMEs. Join us for the laughs, stick around for the love between PMMs and martech.

About the 3 Misfits

• All 3 of these gentlemen work for themselves as fractional PMMs
• Gab Bujold (Bu-jo) is based in Quebec city, Canada. He’s a messaging expert and also a marketing advisor for early-stage startups, he’s a former product marketer and 4-time solo marketer at various different brands and sports an incredible mustache
• Also joining us today is Zach Roberts is based in California, he worked in B2B SaaS sales for half a decade before pivoting to product marketing with a focus on enablement, he’s worked at big names like Dropbox, LinkedIn and Google. He’s a 2x recognized Product Marketing Influencer by PMA
• Last but certainly not least, we’re also joined by Eric Holland who’s based in Pennsylvania, he’s a product-led content pro also runs a retail apparel startup and is a recovering in-house product marketer. He’s the mastermind behind the creative AI skullies artwork of their podcast

Why Go to Market Strategy Has Become a Buzzword

The concept of go-to-market (GTM) strategy has entered peak buzzword territory in recent years. What was once a product marketing-specific term focused on launching new products or features has been hijacked by nearly every department under the sun. These days, everyone from sales and marketing ops to customer success is suddenly a "GTM expert" on LinkedIn. The term has become so diluted that it's starting to lose its meaning entirely.

The transformation of GTM into a catch-all phrase stems largely from corporate politics and self-preservation. Teams across organizations are scrambling to attach themselves to GTM initiatives, fearing that being left out might signal their irrelevance. As Zach points out, there's an underlying anxiety that not being involved in GTM somehow makes a team dispensable, leading to a kind of organizational FOMO that has stretched the term beyond recognition.

The reality is that successful GTM execution has always required coordinated effort across multiple teams. Product marketing traditionally orchestrates these initiatives, but they can't execute alone. It takes sales for implementation, product teams for development, and marketing for awareness. The problem isn't collaboration; it's the current trend of every team claiming to be the primary GTM driver, creating confusion about who actually owns the strategy.

Eric makes a crucial distinction between "going to market" and "go-to-market strategy" that cuts through some of the noise. While the strategy might come from product marketing or revenue leadership, the execution involves multiple teams working together. The challenge is maintaining clear ownership of the strategy while preventing it from becoming another meaningless corporate buzzword that everyone claims expertise in.

Key takeaway: Organizations need to stop the free-for-all claiming of GTM expertise and return to clearly defined roles within the GTM process. Success depends on having centralized strategic ownership while enabling individual teams to excel in their specific GTM responsibilities, not turning every department into self-proclaimed GTM experts.

Who is Responsible for Operationalizing GTM

Picture a chill Broadway production: everyone from lighting to sound plays a crucial role, but someone needs to direct the show. Product Marketing's role in GTM execution presents a fascinating operational challenge. While multiple teams claim ownership over GTM initiatives, the real question isn't about territorial control but about orchestrating complex product launches effectively.

The operational reality of GTM involves intricate coordination across specialized teams. Marketing and sales ops teams manage the technical infrastructure, configuring everything from CRM workflows to marketing automation. Lifecycle marketing teams often gatekeep new feature and product notification announcements and balance that with existing messages. Product marketing develops the strategy and messaging, while sales teams handle direct customer engagement. Each group brings essential expertise to the table, making territorial claims over "GTM Ops" not just unnecessary but counterproductive.

Gab's makes a really good point that Product Marketing Managers excel at running small-scale experiments, gathering feedback, and iteratively refining go-to-market approaches. This methodology allows teams to validate strategies before full-scale deployment, reducing risk and improving outcomes. It's not about owning GTM ops; it's about facilitating successful product launches through methodical testing and collaboration.

You should view GTM operations as a collaborative framework rather than a power structure. PMMs serve as strategic conductors, coordinating efforts across teams while respecting each group's expertise. When campaigns underperform, the root cause typically traces back to poor coordination or unclear direction, not technical execution. Success requires letting each team excel in their domain while maintaining a unified strategic vision.

Key takeaway: Focus on establishing clear operational frameworks where Product Marketing Managers guide strategy and testing, while specialized ops teams manage technical implementation. Success comes from collaboration and respect for expertise, not from claiming ownership over the entire GTM process.

Prioritizing Product Marketing Requests vs Martech Roadmaps

There’s often a natural tension between PMMs who think every feature deserves a big email to everyone in the database and the martech or marketing ops team who has an existing roadmap and existing comms in place. New GTM initiatives don’t get to market on certain channels without the SME team converting words into code and automation. This creates a complex decision making process that often requires somewhat lame but important evaluation of business impact and strategic alignment.

Strategic prioritization requires product marketers to approach each situation with an analytical mindset focused on identifying the most pressing business needs. As Eric explains, the process resembles assessing multiple issues requiring attention but having limited resources to address them all simultaneously. The key becomes determining which initiative will deliver the most significant impact toward established organizational goals and objectives.

The reality of product marketing involves making difficult trade-offs between seemingly equally important initiatives. While new product launches naturally generate excitement and momentum, they must be weighed against the potential impact of operational improvements that are already on the martech roadmap like enhanced product analytics or refined lead scoring mechanisms. These behind the scenes projects often create foundational improvements that enable better execution of future go to market activities.

At the end of the day, most product launches have flexible timing - what's critical is identifying the few relea...