October 2022

27 Oct

Posted at 11:11h in Economics, ROI, and Business Case by

October 27, 2022 GTM Needs Help Their RevOps teams, functional organizations, and business metrics have been built on a driving process that delivers predictable and scalable process efficiencies, optimized around key functions. That’s a good thing but, unfortunately, the process tactics, such as optimizing for marketing lead...

13 Oct

Posted at 11:11h in GoToEco Context and Rationale by

October 13, 2022 On October 11th, I presented the GoToEco Framework in the amazing GTM Games competition - see my 6-minute presentation starting at 2:30. This column builds on that session, providing a commentary on how to present the case for GoToEco - slides below -...

06 Oct

Posted at 11:11h in GoToEco Context and Rationale by

October 6, 2022 Everyone has heard of ABM (Account-Based Marketing), but not many know that applying ABM to partner activation, from recruiting/business development to partner engagement, can yield amazing results. Partner Activation and engagement is a critical Go-To-Ecosystem topic and one of the biggest challenges companies face...