Your Marketing, Sales, and CS go-to-market strategies should all align, based on these key factors: the number of deals being sold, and your average contract value. When you map the various GTM models of Marketing, Sales, and CS, you will see that there are distinct methods that align quite with across the spectrum of 'higher-volume-lower-price' to 'lower-volume-higher-price'.
After examining their GTM strategies using this frame of reference, Revenue leaders often find that they are using too many different GTM models and can consolidate (e.g., using only a 1-stage model rather than a 2-stage model), or they may find that their models do not align across marketing, sales, and CS teams.
The high-level models that you should be considering for Marketing in recurring revenue include:
The Sales GTM models to consider for recurring revenue teams are:
The Customer Success GTM models to consider for recurring revenue teams are:
Your Marketing, Sales, and CS go-to-market strategies should all align, based on these key factors: the number of deals being sold, and your average contract value. When you map the various GTM models of Marketing, Sales, and CS, you will see that there are distinct methods that align quite with across the spectrum of 'higher-volume-lower-price' to 'lower-volume-higher-price'.
After examining their GTM strategies using this frame of reference, Revenue leaders often find that they are using too many different GTM models and can consolidate (e.g., using only a 1-stage model rather than a 2-stage model), or they may find that their models do not align across marketing, sales, and CS teams.
The high-level models that you should be considering for Marketing in recurring revenue include:
The Sales GTM models to consider for recurring revenue teams are:
The Customer Success GTM models to consider for recurring revenue teams are: