GTM Strategies for Capital Markets
Providing investors, financial institutions, and industry analysts with the right mental models to evaluate cloud infrastructure software companies based on their Go-To-Market strategy.
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Fundamentals
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Introduction video
Understanding the sales strategy will help you determine what good looks like when it comes to GTM (go-to-market) strategies and how to leverage public and private resources.
The goal is to determine whether a company is heading towards growth due to great execution or underperformance.
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Chapter One: What does good looks like when it comes to hiring?
It’s important to understand that being in the top 20% of consistent performers when it comes to technology sales is incredibly difficult. This fact has been overshadowed in the last ten years by the incredible run that most software companies had on the market.
Consistency ultimately comes back to the sales culture. The best way to think about sales culture is to think of the 5 year run.
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Chapter two: How to qualify the sales strategy of a company
Here we will focus on the 3 most critical elements that most external observers don’t talk about. I consider these the fundamentals of “the sales experience” in a company and they are widely ignored or misunderstood.
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Case Studies
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Splunk
Splunk is one of the most interesting companies in the cloud infrastructure software business over the last 10 years.
While today Observability and SIEM products are considered core industry niches, at the time when Splunk went public (2012), this seemed less obvious.
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Lacework
A deep dive into how a company that has never had a workable product market fit or a strong GTM organization, ended up being hyped as “one of the best investments in the industry”.
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Services