GTM Live RV230 - MUST LISTEN: 2025 GTM Predictions (and Beyond)
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Jan 7, 2025 Discover the challenges B2B companies face in their go-to-market strategies. Learn why unit economics are key to addressing inefficiencies and how traditional KPIs may hinder progress. The discussion highlights the CEO's crucial role in fostering alignment across departments. Predictions for 2025 include the rise of AI-native organizations and a shift toward more centralized decision-making. Explore how evolving customer success strategies will impact revenue operations and enhance outcomes for clients.
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Root of GTM Inefficiencies
- The root of GTM inefficiencies is a unit economics problem at the top of the funnel.
- Executives lack the data and alignment to make smart decisions about pipeline creation ROI.
Wrong KPI, Big Problem
- A company tracked demo requests as a KPI, leading to a 3x decline in pipeline ROI over six quarters.
- This misaligned metric caused major revenue problems, highlighting the danger of wrong KPIs.
Centralize GTM Data
- Move from decentralized to centralized GTM analytics and decision-making.
- Give the executive team access to properly structured, contextualized data for strategic decisions.