GTM Best Practices from Insight Partners with Jeremy Donovan

In this episode of The RevOps Corner, our host Eddie Reynolds interviews Jeremy Donovan, EVP of RevOps and Strategy at Insight Partners. The conversation revolves the recent study from Insight Partners titled "Needles and Haystacks: Which Go-To-Market Practices Are Actually Best Practices".

Eddie and Jeremy go through the top 4 best practices in the study that correlated with the highest performing companies, including a very surprising 5th result. You'll learn about the significance of managing channel partner conflicts, the importance of setting revenue targets by lead source, the need for equitable sales territories, and the critical nature of sales and marketing alignment.

00:00 Introduction and Guest Introduction

01:04 Defining RevOps and Its Scope

04:50 Forecasting and Strategy in RevOps

08:52 The Study: Needles and Haystacks

12:30 Key Findings from the Study

13:40 The #1 GTM Practice Correlated with Top Performers

28:04 The Debate on Equitable Territories

29:02 Challenges with Account Distribution

30:56 Optimizing Territory Planning

34:00 #1 Sales Process, Mapping Stakeholders and Influencers

39:08 #2-4 Best Practices: Sales and Marketing Alignment

43:10 An Unexpected Result

49:31 Concluding Thoughts and Resources

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