We often hear business leaders speak to the desired outcomes as though they are the plan: “We need 3X pipeline,” “Increase NRR by 3 points,” “30% increase in revenue,” etc. However, without a systematic way of confirming you have the correct processes and investment to achieve the goal, you might struggle to see risks that could prevent you from reaching it. How do you bridge the gap between your strategic planning process and your execution? The GTM Operating System is an 8- pillar framework that we have developed to provide organizations with a blueprint to provide clarity and alignment in their strategic planning and execution process. The Go-to-Market Operating System The GTM Operating System is made up of many interconnected parts that will allow your Go-to-Market team to stay aligned on a common goal, both as a GTM team and within specific disciplines such as Sales, Marketing, and Customer Success. It also allows the owner of GTM within your organization to validate your strategy and understand the capacity of the GTM team. The GTM Operating System provides blueprints for how to run a successful plan to manage the execution of a successful GTM Motion(s) across the entire company. Each pillar builds on the next, allowing you to connect the dots between teams with significantly different roles. These 8 pillars are critical to ensuring that GTM is a company-wide holistic initiative and not just a marketing and sales initiative. For example, without having the correct positioning and branding support, Sales will struggle to make their numbers, or if your customers can’t see value in your solution, having your revenue depend on expansion will become a challenge for your Account teams. The ROI Framework discussed here is part of Pillar 5: Customer Time to Value. How The GTM Operating System Works © 2023 Go To Market Partners , LLC . All rights reserved . Page 9