How to Drive Predictability in Your GTM

Sally Kohn: So let's talk about the go to market motion and kind of where it was two years ago to where it is today. What else did you need to do in order to get that predictability? Like, for example, one of the things that struck me was when you talk about a total address will market, which you said, potentially is infinite. But the downside also is it's so horizontal. Where do you focus and how do you make sure your messaging lands in the right place, whether it's by vertical or whatever?Kohn: It's just getting clean and reliable data because I'm telling you, when you've racked up 200, 300, 400