The whole point of the Valleys of Death is Valleys of Death & knowing they exist and identifying them early enough so that you can navigate Mature Organizations them better. This is where GTM is your When you think about the Valleys of Death, secret weapon. Having the right GTM they can feel very much like issues more process in place will ensure that you related to a company getting started. For don’t plateau and fall into a Valley of example many mature organizations have Death. been thinking about NRR and GRR for When you hit these Valleys of Death, we decades – surely you have escaped the tend to fall back into old habits and start Valley? Unfortunately, larger companies will to oversimplify our Go-to-Market still experience the Valleys because they problems by pointing fingers at will face new market conditions, new departments and individual leaders: competitors, changes in buying behavior, organizational restructuring, leadership We have a marketing problem. We changes, and the launch of a new product. have a sales problem. There are many mature companies that We need to fire the CMO, the CRO, or have a history of success in expansion the CCO. revenue that subsequently faced changes We need to hire more salespeople. that put that success at risk. The term We need to spend more on marketing “Valley of Death” sounds scary, but it activities. doesn’t have to be. By death, we mean a retraction in growth or a decline in growth But it's these biases that lead to the rate below your expectations, industry Valleys of Death. Most business leaders average, or competitors. When a we have spoken to have lost their jobs at competitor starts innovating better and least once because of a Valley of Death overtaking you, ask yourself – are we facing situation. But in reality, it's not their fault. a Valley of Death, and if so, what GTM The reason your company is facing a transformation is required to successfully Valley of Death is that your go-to-market navigate through it? is broken, and you have a go-to-market problem. © 2022 Go To Market Partners, LLC. All rights reserved.