How to know whether you need a new GTM motion? We have a new framework.

At least once a week, we talk to someone who is planning to launch a new vertical, product, geographic area, or persona, and someone (let’s be honest, usually the CFO or CEO) insists it can be done using the same GTM motions, resources, and playbooks that have been used before. 

Before we get into whether that’s a good idea, what are the 7 types of GTM Motions?

Most companies are leveraging more than one type at a time. 

Huge enterprises may use all of them. A smaller startup may invest in only one or two. 

Each of these approaches requires its own strategy and investment to ensure efficient growth. 

But how do you know whether it’s time to add a new GTM Motion?

We’ve got your back.

As GTM revenue leaders, we need to start to normalize having these conversations and guiding our fellow executives to think thoughtful about each question in this framework.

The Takeaway: Adding a new buyer persona, vertical, product line, or geography will typically require new investment. 

This could mean net new resources, or it could mean reallocating existing resources away from a less profitable stream in order to drive a new one.

Thanks for your support as always! We loved seeing many of you in Chicago last week (because one of our main GTM Motions is event-led growth. Join us in Toronto (in May) or in Boston (in June).

Love,

The GTM Partners Team

P.S. If you’re having trouble getting internal alignment on your GTM Motions, we can help. Book a strategy call with us. We’d love to talk.