Revenue Growth Requires a Connected Operating Model
Why Most GTM Plans Are Built on Strategic Assumptions Instead of Market Evidence
Executive Takeaways: The Core Problem (The Executive Assumption Gap): Most Go-To-Market (GTM) failures are not caused by poor execution or lack of activity. They happen because leadership teams build strategies on unvalidated internal beliefs—regarding ideal customer...
Why Great GTM Strategies Stall After Approval
Key takeaways Organizations often face a "Momentum Gap," which is the critical, overlooked transition period between executive strategic approval and actual cross-functional execution, where growth initiatives quietly lose value. This loss of momentum is slow and...
From Demand Generation to GTM Orchestration
Reflections from My Guest Lecture at Santa Clara University Recently, I had the opportunity to speak with MBA graduate students at Santa Clara University as part of Professor Desmond Lo’s Go To Market Strategy course. The session focused on a topic that is becoming...