The following chart outlines the makeup of an ideal GTM team. Depending on the size of your organization, you may have different titles or individuals wearing multiple hats, but making sure you have all areas represented is critical to your GTM success. Ideal Person: CEO, GM, or Division Head Mission: Align the executive team with incentives and KPIs across the business. Challenges: Final decision on which bets to take and which business you will walk away from. Keeping the team with varied skills a cohesive unit. Watching the long game. Secret Sauce: Make RevOps your key partner and maintain a neutral POV. Don't be afraid to combine departments to drive better cohesion if needed. Owner Ideal Person: CMO, VP of Marketing + CPO Mission: Ensure there are resources assigned to create a consistent Go-to- Market process from brand experience through to customer renewal. Challenges: Have a strong strategy and be strong in its execution. This role is subject to "big ideas" from non-practitioners that can throw your plan off course. Secret Sauce: Do not rely on funnels to drive growth, stay connected with the Galvanizer CPO, CRO, and finance to expand channels as appropriate. Ideal Person: CRO, CSO, VP of Sales Mission: Deliver the experience to future and current customers. Challenges: Enabling your staff to execute flawlessly and maintain a pipeline of individual contributors that will be able to help you scale. Secret Sauce: Have multiple avenues for making the revenue goal to manage the risk of unpredictable distribution channel behavior. Make your Marquee brands wildly successful and promote them extensively. Orchestrator Ideal Person: Director of RevOps, RevOps Manager Mission: Single source of GTM performance data in the organization. Be curious, ask questions, and tease out challenges before they become problems. Challenges: Data management and translation, avoiding data rabbit holes, avoid massaging data to tell stories because it is what people want to hear. Secret Sauce: Have your finger on the pulse of the organization. Build solid relationships with all GTM leaders. Be prepared to be their "revenue therapist." Truth Sourcer Ideal Person: CSO, VP of CS, Head of CS Mission: Maintain a customer experience that will pay dividends in the future. Challenges: Finding the right blend of connected experiences and keeping your costs as efficient as possible. Secret Sauce: Become best friends with your Sales counterparts, help them sell and ensure they understand the value of the relationship. Set up a customer advisory board to have non-biased customer opinion data at the ready. Unifier Ideal Person: Head of Enablement, VP of Enablement Mission: Understand each role in the GTM team and educate on strategy changes. Be the source of knowledge for your GTM executives and ICs. Challenges: Find the balance of maintaining the speed while not overwhelming your teams with change. Secret Sauce: Keep your finger on the pulse of ICs. Create strong onboarding programs to gain trust early and understand information uptake speeds. Enabler @GTM Partners © 2022 Go To Market Partners, LLC. All rights reserved.