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6 Frameworks That Will Transform Your Business and Team in 90 Days. Guaranteed!
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This week’s research note includes:
GTM Research: 6 Frameworks That Will Transform Your Business and Team in 90 Days
Spotlight: Interview Geoffrey Moore on the Future of GTM
Event: Better Together Leadership Summit
Research: 6 Frameworks That Will Transform Your Business and Team in 90 Days
Building and scaling a business is never easy.
Whether you’re a $5M SMB or $50 million company or a $5 billion enterprise, the complexity of operations, decision-making, and market dynamics can create significant barriers to growth.
It’s common to hit growth stalls where your rate of growth plummets, raising alarm bells across the organization.
The solution?
Owning your Go-to-Market (GTM) strategy and moving forward with time-tested and pressure-tested frameworks that work for B2B companies..
The path to growth isn’t about working harder—it’s about working smarter with the right frameworks.
By leveraging these six frameworks (broken into 6 steps below), you can transform their business in 90 days by creating clarity, alignment, and focus across your teams.
Step 1: Align Your Revenue Teams with the GTM Operating System
Start by answering the eight critical questions of the GTM OS. This will immediately expose misalignment and highlight the fastest path to predictable revenue growth.
Step 2: Assess Your Business Stage with the 3P’s
Identify whether you’re at Problem Market Fit, Product Market Fit, or Platform Market Fit. Then, tailor your GTM approach accordingly to avoid costly missteps.
Step 3: Make ROI the Center of Every Customer Conversation
Your customers expect to see results fast. Define and communicate the ROI they will achieve—whether it’s Attributable, Transformational, Efficiency-driven, or a necessity.
Step 4: Optimize Your GTM Motions
Choose the right GTM motion(s) based on your business model, customer journey, and revenue goals. Reassess if growth stalls emerge.
Step 5: Implement Scorecards to Track Progress
What gets measured gets improved. Adopt GTM and CMO scorecards to ensure your team is focused on the right priorities.
Step 6: Validate and Refine Your ICP Using TRM Insights
Avoid wasted effort on unqualified prospects. Use data intelligence and scoring models to ensure you’re targeting the right customers.
Let’s dig in and give you some more information.
Step 1: Assess Your Business Stage with the 3P’s
Identify whether you’re at Problem Market Fit, Product Market Fit, or Platform Market Fit. Then, tailor your GTM approach accordingly to avoid costly missteps.
Companies often experience growth stalls when scaling operations. Align your GTM strategy with your business stage:
Problem Market Fit: Identify and solve a significant customer problem.
Product Market Fit: Sell a single solution to a defined audience in a repeatable way.
Platform Market Fit: Expand through existing customers, multiple products, and diverse GTM motions.
Each stage requires a unique GTM strategy, and understanding where you fall is essential to overcoming growth stalls.
Tailoring your strategy to your current stage prevents growth stalls from becoming full breakdowns.
Learn more:
Take our MOVE Assessment to see where your company sits in the 3P’s
Step 2: Align Your Revenue Teams with the GTM Operating System
Start by answering the eight critical questions of the GTM OS. This will immediately expose misalignment and highlight the fastest path to predictable revenue growth.
The GTM Operating System helps B2B companies bring clarity, alignment, and strategic focus to all revenue-driving teams.
At its core, this system ensures that marketing, sales, customer success, and product are not working in silos but are aligned on a common set of goals and metrics.
Many organizations struggle with fractured strategies where departments measure success differently. This lack of coordination often leads to inefficiencies, conflicting priorities, and, ultimately, stalled growth.
The GTM Operating System provides a solution by organizing your strategy around 8 critical questions:
Where can you grow the most?
Which product(s) create the highest customer value?
How will you engage your customer with a differentiated point of view (PoV)?
Which GTM motions get you to your revenue goal faster?
What’s your ROI in the customers’ mind?
How else can you upserve your customers?
Which GTM metrics drive your business health?
How do you give your team clarity, alignment, and trust?
Answer these 8 questions, and you’ll have a strategy, as well as departmental alignment.
Learn more:
See examples of 3 companies that built their GTM strategy in a slide using these questions.
Step 3: Validate and Refine Your ICP Using TRM Insights
Avoid wasted effort on unqualified prospects. Use data intelligence and scoring models to ensure you’re targeting the right customers.
Most organizations think they have their ICP nailed.
It’s worth your time and energy to make sure you do, or to make adjustments if you don’t.
What often shows up later on as a messaging problem or a sales problem is often a targeting problem.
The steps include:
Gather intel on your ICP
Create customer cohorts
Select a provider for data intelligence
Develop a scoring model
Learn more:
Step 4: Make ROI the Center of Every Customer Conversation
Your customers expect to see results fast. Define and communicate the ROI they will achieve—whether it’s Attributable, Transformational, Efficiency-driven, or a necessity.
According to G2’s 2024 Software Buyer Behavior Report, 57% of B2B buyers expect to see ROI within 3 months. This underscores the importance of articulating clear ROI to your customers.
The 5 Types of ROI are:
Attributable ROI: Directly tied to revenue metrics like NRR (Net Revenue Retention) and pipeline.
Transformational ROI: Drives strategic change for customers, such as entering new markets.
Efficiency ROI: Reduces operational costs or increases productivity.
Necessity ROI: Core capabilities that customers need to run their business.
Indirect ROI: Improvements that are harder to attribute directly to revenue.
Companies in the Winning Zone (Attributable and Transformational ROI) thrive even during budget cuts, while those in the Instability Zone (Indirect ROI) risk churn and reduced pipeline.
Learn More:
Step 5: Optimize Your GTM Motions
Choose the right GTM motion(s) based on your business model, customer journey, and revenue goals. Reassess if growth stalls emerge.
Every business needs a clear strategy to take its product to market, but not all approaches are created equal.
Unlike campaigns or channels, GTM motions are comprehensive strategies that involve multiple teams—product, sales, and customer success—and have specific revenue goals.
Learn more:
Which GTM motion to use and when (along with pros and cons of each)
Step 6: Implement Scorecards to Track Progress
What gets measured gets improved. Adopt GTM and CMO scorecards to ensure your team is focused on the right priorities.
Part of being a good c-level leader is knowing what to measure.
We’ve got you covered.
A modern GTM dashboard doesn’t just track acquisition and revenue. It tracks the overall health of the business to help the executive team make better go-to-market decisions faster.
Download the CMO/CRO Scorecard
In Summary:
By following this roadmap, CEOs can break through growth stalls, align their teams, and drive sustained success—all within 90 days, we guarantee it.
Transformation doesn’t happen by chance; it happens by design. These six frameworks provide the blueprint. Now it’s time to execute.
Do you need a GTM fix?
In 90 days, we guarantee that we can help you fix your GTM so you can grow your business.
If we don’t help you transform your business in 90 days,
we will give you $25K worth of advisory services to ensure success!
We have seen over 70,000 leaders go through our program in the last few years, and after transforming over 1,200 businesses, we know that these frameworks deliver results, guaranteed!
Watch this 10-minute video to see if you are a fit!
Spotlight: Watch an exclusive session with Geoffrey Moore, author of Crossing the Chasm on the Future of GTM
We’re excited to share a must-watch conversation from a recent webinar featuring Sangram Vajre, Geoffrey Moore, and Bryan from GTM Partners – discussing pivotal trends in go-to-market strategy and how today’s leaders can stay ahead of the curve.
Here are some key takeaways from the session:
Redefining Roles: Geoffrey Moore explains how roles like product managers and product marketing managers must evolve beyond their traditional functions. The product manager, for example, should be thinking like a mini-CEO, taking ownership not just of engineering outcomes but the product’s commercial success. As Geoffrey put it, "The product manager needs to own the commercial success of the product as well as the engineering success."
AI Disruption: Geoffrey also shared his thoughts on how AI is transforming industries. He highlighted how AI is already outperforming traditional customer support roles and is paving the way for companies to scale faster. "In a customer-centric economy, reducing latency is just as important as reducing cost," Geoffrey noted, referring to AI’s role in speeding up operations and enhancing customer experiences.
Strategic Alignment: One of the most valuable points Geoffrey made was about the importance of alignment at the executive level, especially between the CEO and the go-to-market team. He shared a cautionary tale of a company that did great work aligning their go-to-market strategy, only to have the CEO pivot in another direction, which ultimately slowed progress. As Geoffrey warned, "If the CEO is not aligned with the strategy, the entire company’s velocity slows by about 20%."
Real-World Examples: Geoffrey used Intel as an example of how not aligning the go-to-market strategy with market realities can lead to long-term decline. He compared it to a slow-motion train wreck, where poor alignment led to a loss of market position over time.
Event: Better Together Virtual Summit
Discover the secrets to Go-to-Market success in this two-part virtual series.
Part One was hosted last week on February 13. The topic: Top 5 GTM Metrics used by CXOs
Watch the full replay here.
Learn how industry leaders leverage key GTM metrics to drive growth and align teams, and explore the tech stacks powering enterprise efficiency and ROI.
Part Two (March 13)- 6 Enterprise Tech Stacks
Register here.
Speakers like:
Jill Rowley, SaaS GTM leader from Salesforce, Eloqua, HubSpot and Marketo
Christopher Lochhead, godfather of category design and one of the authors of Play Bigger
Jessica Fleisher, Director of Revenue Operations, Wix.com
Jodi Lebow, Vice President, Global Demand Center, Hexagon
Leslie Barrett, Director, Customer Marketing, Tipalti
Have a great week!
Love,
Sangram and Bryan
P.S. If you’ve followed GTM Partners for a while, you know that Bryan is a singer-songwriter-musician with his own Spotify channel.
Last week, Bryan released his latest song, called “Better Together” (inspired by our series and just in time for Valentine’s Day!).
The song is all about the things that bring us together. A little fun, a little heart, and a hope that it reminds us we’re better when we lift each other up. Hope you enjoy it!
Get it wherever you stream music!
