Is Your Go-to-Market Broken? In this situation, broken rarely means there is a complete breakdown in your Go-to- Market approach, but in most companies, GTM is broken to some degree. The difficulty is that most leaders know something is wrong but can’t quite ascertain the exact problem. These issues manifest in convoluted ways, and conversations with department heads seem to make sense, but initiatives that are put in place don't seem to move the needle. The following questions can help you understand if you have some risks in your Go- to-Market and how we would advise further teasing out your opportunities to improve. 15 REASONS - WHY YOUR GTM IS BROKEN Business is relying on heroic sales players and not plays Yes / No Sales, Marketing, and Customer Success are out of sync Yes / No You can’t predict and forecast revenue for the next two quarters Yes / No Yes / No Heavy discounting and feature wars are eroding your value prop Your customers love you, but can’t quantify their ROI at renewal time Yes / No You can’t prioritize or say no to new initiatives Yes / No Yes / No Your team is not aligned on an executive strategy Your churn is killing your business Yes / No Your competitors are winning more market share Yes / No You are THE last to enter a deal cycle Yes / No Yes / No Your team is reactive, not proactive Yes / No You want to go up-market but the customer base is SMB Your analyst relations are weak, at best, to drive material influence Yes / No Yes / No Your point of view is not differentiated with your product You are struggling to go from a product to a platform company Yes / No @GTM Partners If you answered yes to more than a handful of these questions, you have some potential growth risk related to your Go-to-Market that could have long-term negative impacts on your business. © 2022 Go To Market Partners, LLC. All rights reserved.