Go-To-Market Motions Must Evolve The 7 Types of Go-to-Market TYPE GROWTH LEVER EXECUTION Inbound-Led Content Marketing driving to conversion channels Marketing harvests demand via paid, organic, social, email, to qualify and route to Sales Outbound-Led Coordinated and targeted account outreach Marketing & Sales: Account-based marketing & selling, 1:1 advertising, content hubs, SDRs Product-Led Product-driven adoption, usage & feature discovery Product facilitates deals, upsells, usage, expansion Channel-Led Develop a network of distribution agents Enablement focus to educate & support resellers, agencies, & certified partners Event-Led Premium event experiences to drive quality connections Targeted educational roadshow events, in-person, virtual, & hybrid Community-Led Create a movement or category around a transformative idea Thought Leadership driven by industry experts, influencers, and happy customers Ecosystem-Led Product integration & symbiotic relationships App & data exchanges, co-marketing, integrated use cases Customer 10 Outbound Ecosystem Event Inbound PLG Channel @sangramvajre Community Customer