4 Key Considerations to Connect Product and GTM Strategies to Accelerate Growth at Every Stage

“they value you how they buy you and how you grow your product uh and your business and so it's really important to be thoughtful about that the one thing I'll say to folks is people put a lot of energy and empasis UPF front about their pricing and packaging they they sort of agonize over the decisions relax you can change your pricing and packaging right just like everything else at different stages of your journey okay but again it has to be built on top of your product and it has to be built in a way that you're you're really thinking about what your go to market motion is so there's a”

“so right sort of on track yeah I just talk really fast and try not to throw up okay so um the the last the third one here is Orient around the customer life cycle what I mean by this is Orient everything around your customer life cycle and there's a couple things I I'm going to conflate my my cheat code slide in this slide but people often will confuse customer life cycle with customer Journey customer life cycle is your relationship with the customer the”

“got to be really crisp on defining failure and be upfront and be hard about it and give yourself a deadline um and then the last piece here is you really want to make sure that you're go to mark first of all and I'll talk about this in the team building piece you go to market Ops person or rev Ops person is such a critical role do not skimp on that role hire that person early I also think you should hire ahead of people early but go to market Ops early and make sure that”

“thing I talk about is hire for right now be really crisp in your mind about why you're hiring a person or why you're putting somebody into a new seat right and what that person is going to do over the next six or 12 months and be explicit about the goals if you're thinking about what this person's going to do three years from now you're thinking way too far ahead I get it it's exciting it's fun we want to bring this person in that had this big job at this other company and guess what they're not going to do for the next three years here until you're ready to to be at that stage so hire somebody that's”

“#1 Your Product is the Foundation”

“#2 Pricing and Packaging is the Connective Tissue”

“Cheat Codes for Packaging Customer Centric Use Case Orientation Simple Wins Don’t Gate The Goal”

“CHEAT CODES Instrument your business around your Customer Lifecycle, have a shared view across every department about the entrance and exit criteria at each stage. Everyone should be thinking collectively about how to increase performance at key leverage points. You can over invest in Acquisition and Support but you cannot over invest in Onboarding.”