8 Pillars of The Go-to-Market Operating System GTM PILLAR ITS PURPOSE CAPABILITIES Identify best-performing TAM, TRM, ICP, Scoring, Total Relevant segments, customer cohorts, Account & Contact Data Market future possibilities Identify your highest value Distinct GTMs, Revenue Modeling, Market products, sequencing, GTM types, Pricing & Packaging Investment Map motions POV & Brand Awareness, Brand strategy, point of view, Brand & Messaging & Positioning, GTM create and harvest demand, Demand Activation budgeting Building repeatable, scalable Sales Capacity Planning, Marketing Pipeline throughput and efficiencies to & Sales Plays, Sales Process Velocity meet targets Onboarding & Customer Success Create and manage a mutually Customer Plays, Adoption, Usage & beneficial relationship with your Time-to-Value Advocacy, Customer ROI customers Customer Cohorts, Account Strategies for driving expansion Customer Management Plays, Customer in your current customer base Expansion Lifetime Value The analytical information Single Source of Truth, Unified Revenue needed to power and hold your Data & Systems, Workflow & Operations teams accountable Automation Clarity. Alignment. Team. The care and coaching required Leadership & GTM Leadership Rhythm to motivate, educate, and enable Management GTM Leadership Dashboard(s) your people @GTM Partners © 2022 Go To Market Partners, LLC. All rights reserved.