IAW 2 – 💡How to segment your GTM channel and build leverage…

…Segment your GTM channel to build leverage – Coverage and selection by design. 

Start with mapping out your GTMs existing capabilities and ask yourself a few straight forward questions with the following in mind, – Whats their current and future contribution & potential?.

– Who?

– Why?

– Where?

– When?

🎯 Contribution (sales velocity) – by current revenue contributions and capabilities.

🎯 Capability (skill Level) – by existing and future potential contributions and capabilities.

🎯 Coverage (Market focus) – existing geo and/or industry coverage 

🎯 Commitment (alignment and focus) 

To visualize i try to categorize the partners in 4 ”buckets” (see picture below)

✅ A1 & A2 – Offers significant future business and potential.

✅ B – Makes significant current revenue contribution but delivering on their potential.

✅ C – Valued but does not make a significant contribution and offers limited future potential. 

With this ”Map” you can start making conscious priorities on where to invest time & resources for predictable growth. 

If needed and depending on GTM type and focus you can make several different mappings based on Industry – Revenue – Commitment.

✨Passion creates brilliance!

Nothing would make me more glad if I can give you an idea or inspiration to try something different or remember something you’ve already learned – be passioned and pay it forward.

Stay tuned for the next IAW –

💡”Understanding your coverage | Different roles – Different values” 

Be safe, kind & pay it forward. 

Best

/ John B

#payitforward

#impatientsuccess

#passioncreatesbrilliance

#iaw