When to Invest In Multiple GTM's 1 2 3 Adding a New Buyer Adding a New Adding a New Persona or Vertical Geography Product or Service Will you need to have Can the same sales, Is the product distinct new marketing, have marketing, onboarding, enough from your new types of sellers, and success resources current offering that adjust your onboarding, succeed selling and you give it a line item, and have success servicing the same you are adding new resources to satisfy the product(s) in a new competitors, or a expectations of the geography in the same different set of new Persona/Vertical? way? industry knowledge is required? The results "After" the 2012 decision speak for themselves and set The Optionality Tax HubSpot up for a decade of tremendous growth and expansion and the ability to run many GTM Motions. "It turns out the product requirements and support requirements, pricing, and everything were different for Ollie and Mary, and by not deciding, we made one uninspired compromise after another and never nailed either one. In 2012, we ripped the Band-Aid off and just picked Mary." - From then HubSpot CEO Brian Halligan This is a lesson in GTM Motions – by realizing that a single GTM Motion could not support two distinct segments, and without the resources to run two Motions simultaneously, they had to pick, choose, and declare what https://thinkgrowth.org/hubspot-s-playbook-for-going-from-startup- they would both do and not do. to-scale-up-29ab85d3a3e1 © 2022 Go To Market Partners, LLC. All rights reserved.