GTM Live RV214 - Marketing Strategies to go From $1MM to $10MM ARR | Team8 Accelerate Founders Workshop
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Oct 1, 2024 
Chris, a B2B marketing strategist, joins Asaf Azulay, a workshop moderator, to dissect common pitfalls in B2B marketing and the importance of solid financial planning. Chris highlights how poor financial practices lead to overlapping costs and missed growth opportunities. He advocates for using separate business KPIs to identify root issues beyond standard attribution. The duo also delves into balancing brand building with demand generation, offering tactical advice for early-stage companies looking to refine their marketing strategies.
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Flawed GTM Planning
- The fundamental issue in scaling B2B companies is flawed financial planning for GTM programs.
- Siloed performance metrics, based on lead attribution, create overlapping costs and hinder net new demand generation.
Revenue Factory Approach
- Treat your go-to-market strategy as a unified revenue factory, monitoring a few key metrics.
- Separate business KPIs from attribution to avoid cost duplication and gain a clearer view of overall performance.
Early-Stage Mistakes
- Isolate variables and stop ineffective activities based on data, not habit.
- Focus on predictable conversions and revenue, not just meetings, especially in early-stage startups.