The Full Stack Leader

13 Keys to Product-Driven GTM Strategy

  1. GTM strategy development is a team sport #OneTeam #UnifiedPitch
  2. Product-driven GTM fuels the B2B SaaS engine #Growth
  3. Product vision is driven by four lenses (customer, market, business, tech) to create clarity & purpose for a customer-centric company #CustomerValue
  4. How to be “visionary?” Dream like an entrepreneur, think like a customer, & work backwards from an ideal future #BrighterFuture #WhatNeedsToBeTrue
  5. Effective strategy = bold bets backed by data + insights for 1, 3, & 5 year horizon #DataInformed #CustomerCentric
  6. An effective Product-driven GTM strategy framework allows groups/teams to meet business challenges with initiatives that create & capture customer value – which in turn improves company/brand value & market leadership #EnterpriseValue
  7. Escape the “build trap” – create a team culture organized on outcomes (customer/business value) instead of outputs (features/benefits only) #PlayOffense
  8. Outcomes-based teams use feedback loops (validate ROI) instead of handoffs (outputs/process only) #ContinuousImprovement
  9. The best product leaders guide product + GTM strategy from start-to-finish w/ input from range of influencers; knowing a well-oiled machine isn’t just tactics – but also collaborative & trusting relationships #OneTeam #ManyStrengths
  10. Partner w/ Finance, Marketing, Leadership, & others to inform pricing, packaging, positioning/segments, competitive analysis, & partnerships (build, buy, invest, integrate, sunset) #OneTeam #Alignment
  11. Share upfront expectations for impact on growth (business performance, product activation/usage, customer mission metrics) – followed by a steady pulse of updates #MeasureWhatMatters
  12. Bring everything together as a Product-driven GTM operating system: product vision, strategy, goals, plans, metrics, decision-making framework, enablement, partners + feedback loops) #EmpoweredTeams #UnifiedPitch
  13. By understanding the big picture & how we win together – plus where each team contributes – the company is ready to scale the upsides & de-risk the downsides #WinTogether

Talk track with #HashTags for emphasis from a presentation I gave in January 2023.