Setting up GTM operations (with Roee Hartuv, Head of Revenue Architecture at Winning by Design)
The RevOps & ABM Alignment
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Optimizing the Customer Journey Through Data Modeling
The chapter emphasizes the importance of setting up a data model to effectively map the customer journey, illustrating different stages like acquisition, retention, and expansion using a bow tie analogy. It discusses the significance of capturing data to identify areas for improvement such as onboarding issues, stressing the value of data analysis, unbiased research, and executive sponsorship for successful project implementation and change management.
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