Sangram Vajre, Co-Founder & CEO of GTMPartners on Why the CEO must own Go-To-Market

In this episode of the G&T Sessions podcast, Andrew Turner speaks with Sangram Vajre about the evolution of go-to-market strategies, the importance of aligning marketing, sales, and customer success, and the role of net revenue retention in business success. They discuss the impact of AI on business operations, the significance of the Move framework, and the necessity of revenue operations in scaling companies. Sangram emphasises the need for clarity, alignment, and trust at the executive level and shares insights on how companies can adapt to the changing landscape of work and workflows.

Takeaways

- Go-to-market is a business problem, not just a marketing or sales issue.

- The CEO should own the go-to-market strategy.

- Net Revenue Retention (NRR) is crucial for business success.

- AI is transforming how businesses operate and interact with customers.

- Companies need to create their own operating systems for effective go-to-market strategies.

- Clarity, alignment, and trust at the executive level are essential for success.

- The Move framework helps companies identify where they can operate effectively.

- Revenue operations should be implemented earlier in the business lifecycle.

- Deep work and focused time are necessary for effective leadership.

- The future of work will rely on workflows and the integration of AI.

Chapters

00:00 Introduction and Context of Go-To-Market Evolution

02:53 The Importance of Customer Success and Retention

05:43 Defining Go-To-Market Ownership

08:27 The Role of Founders in Go-To-Market Strategy

11:26 Aligning Teams for Effective Go-To-Market Execution

14:13 The Impact of Net Revenue Retention

17:12 The Challenges of Pipeline Management

20:09 The Need for Clarity and Alignment in Leadership

22:53 The Future of Go-To-Market Strategies

24:38 Navigating Business Growth and Outliers

27:01 The Importance of Security in AI

30:40 Prioritising the MOVE Framework for Limited Resources

33:55 Integrating Revenue Operations into Business Strategy

37:39 Evolving Go-to-Market Strategies

39:44 The Future of Work and Business Operations

46:25 Key Moves Companies Should Make for Success

Sangram's Linkedin profile

https://www.linkedin.com/in/sangramvajre/

GTM Partners Website

https://www.gtmpartners.com

Enjoy 😉