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Traditional GTM playbooks? Yesterday’s news. AARRR funnels, growth hacks, and isolated tactics can no longer keep up. Leading companies have recognized this shift, investing in a new kind of talent—GTM Engineers—who blend technical skill with business acumen to architect specialized revenue engines. Rippling, Gorgias, Ramp, Pigment, and GitGuardian have already demonstrated their revenue impact by prioritizing this approach. Until now, these capabilities were scattered across revops, sales ops, and growth teams. Today, they converge under the title of GTM Engineer—the architects of revenue moats, building lasting competitive advantage through systems that scale. Want to learn more about this new movement? Read the article from HyperGrowth Partners x Me - Link in comment #GTMengineer

What's the next evolution of RevOps? The landscape of go-to-market strategies is evolving. Traditionally focused on marketing, sales, and customer success, Revenue Operations (RevOps) is set to expand its horizon by integrating product strategy, heralding the rise of GTM Operations (GTMOps). Why the shift? The key lies in recognizing that go-to-market success hinges on a triad: product, marketing, and sales. Yet, a gap exists where RevOps has minimally influenced product strategy, despite the wealth of insights from customer-facing teams critical for product-market fit. This disconnect results in valuable data and strategies getting lost in translation between teams. GTMOps proposes a solution: a seamless integration of Product Ops with RevOps to form a comprehensive, data-driven team that spans all go-to-market functions. This approach aims to ensure continuous alignment across product, marketing, and sales, powered by shared insights and a unified strategy. For startup founders and C-level executives, embracing GTMOps is not just about improving alignment but about forging a competitive advantage that leverages cross-functional insights for market responsiveness and agility. In this evolving market landscape, the integration of GTMOps stands as a strategic imperative to ensure that every team, from product to sales, operates in lockstep, fully informed by a cohesive, customer-centric strategy. #gtmops #revops #gotomarketstrategy #productstrategy #startupgrowth #datadrivendecisionmaking #crossfunctionalcollaborations #innovationleadership

?? Is your #RevOps team truly operating at peak efficiency? ?? The team driving your GTM efficiency and growth needs to be just as efficient! ?? "Physician, heal thyself, too!" It’s a no-brainer, right? Revenue operations exist to navigate the increasing complexity and interdependence of sales, marketing, and customer success. We've seen the stats: companies with RevOps report growth 3X faster and see 10-20% increases in sales productivity... One critical role of RevOps is evaluating and approving new technologies to streamline GTM processes. But here’s the kicker: when it comes to their own operations, efficiency often takes a back seat. RevOps teams are still bogged down with grunt work and tactical manual tasks. We’ve seen RevOps teams working in sprints, ticking off manual tasks like a to-do list. The result? - The time to data-driven decisions is slower, delaying their impact on business growth. - Their intellect and capability are underutilized. ?? If RevOps isn't efficient, everything they support—sales, pipeline generation, customer retention—is impacted. So, revenue leaders, as we navigate this era of efficient growth, ask yourself: How can we make RevOps more strategic? How can we ensure they’re not just enabling efficiency but embodying it? Here are a few things to make RevOps more efficient: 1?? Foster collaboration: Ensure seamless communication and alignment between sales, marketing, and customer success through shared goals and metrics. 2?? Automate routine tasks: Leverage tools that can handle repetitive manual work, freeing up RevOps teams to focus on higher-level strategic initiatives. 3?? Equip your RevOps team with the skills needed to manage and optimize new technologies and processes. 4?? Streamline tech stacks: Reduce the number of disconnected tools and systems RevOps must manage, focusing on integrated solutions that enhance productivity. 5?? Prioritize strategic projects: Shift RevOps focus from reactive to proactive, emphasizing projects that drive long-term growth and efficiency. ?? The path to GTM efficiency starts with making RevOps a well-oiled machine. ?? What steps will you take to elevate RevOps from tactical to strategic? #revenueoperations #gtm

I see companies make this mistake in RevOps all the time: they try to hire one person to do a million different things. It’s just not realistic. To make real changes, you need a dedicated team that understands every aspect of driving impact in your organization. And when your RevOps team is set up the right way, they should be able to: 1?? Break down business needs 2?? Design the right solutions 3?? Guide the transformation 4?? Execute strategies 5?? Drive adoption 6?? Track and report on success—all quickly and effectively. RevOps should be leading the transformation for your GTM efforts. Yes, tech is a part of it, but it’s more than just systems and tools—it’s about aligning #sales, #marketing, and #customersuccess to drive real business outcomes. If you think RevOps is just about fixing reports, you're missing the bigger picture. They’re the engine behind your go-to-market innovation.

Recently, I came across an interesting discussion happening in one of the communities I'm part of. It revolved around what we should call this operations team: "RevOps or GTM Ops." While many people think they are the same, I talked to some folks in GTM teams and asked what comes to mind when they hear "RevOps" and "GTM Ops." Here's a breakdown of the differences: RevOps: 1. Focuses on the entire revenue lifecycle, from lead generation to customer retention. 2. It aims to optimize processes and systems across sales, marketing, and customer success. 3. Drives efficiency and alignment between revenue-generating teams. 4. Utilizes data analysis and automation to improve performance. GTM Ops: 1. Primarily concerned with the execution of the go-to-market strategy. 2. Focuses on activities like sales enablement, marketing campaign execution, and channel management. 3. Ensures smooth implementation of the chosen GTM strategy. 4. Optimizes resources and processes within the GTM framework. Think of it like this: 1. RevOps is the architect: They design the overall revenue generation system, ensuring all parts work together seamlessly. 2. GTM Ops is the construction crew: They execute the plan, putting the strategy into action and making sure everything runs smoothly. Ultimately, both RevOps and GTM Ops are crucial for driving sustainable revenue growth. They work hand-in-hand to ensure a well-oiled revenue machine that delivers results. Siddhartha Chandan Meghana Let me know what comes to your mind when you hear RevOps and GTM Ops. Share your insights in the comments! ?? #RevOps #GTMOps #RevenueGrowth #SalesMarketingAlignment

I was talking with a PE operating partner this past week and he asked me what he should be focused on with his portfolio companies going into 2025. Here is what I talked to him about 1. Technology stack and infrastructure - oddly I feel most organizations are really apprehensive about augmenting their tech stack today and I can not figure out why. The last 5 years people have been sold all these linear solutions that accomplish one thing or another and people are struggling to justify existing tech expenditure. I get that but there is a reality that new tools like Clay and Triple Session are essentially rewriting the tech stack narrative while simultaneously giving organizations a opportunity to limit tech sprawl and create a tech stack that will be very effective for years to come. People are still stuck on the tools they were using 5 years ago and this is something I encourage all companies to really focus on right now. 2. Labor Inefficiency - I have been shocked at organizations' inability to cull ineffective or inefficient labor this year. We have had projects where we have identified that AE groups, which are SUPER expensive, are not even reaching a 35% utilization rate in large companies. Our recommendation is ALWAYS to reduce that headcount because we believe you want to be oversubscribed on demand and undersubscribed on pipeline management. Gives you better leverage and better deal terms. Companies still think more headcount = more revenue and in this rapidly evolving AI enabled world that dam will eventually break in 2025. 3. GTM motion which I break into three buckets A. Who are you selling to? Again I can not stress enough how Clay has been a total game changer for this. B. What are you saying? This has not changed much. What is your value proposition and why would someone care? C. Whats your distribution plan? How do you get B to A? There are only four pillars of demand generation (paid, outbound, organic, and peer-to-peer) and you need to really be thoughtful about your distribution process. Also, take into consideration that NO ONE WANTS TO BE SOLD TO in 2025. The lean and AI-enabled organization wins in 2025. The others will be doing riffs and panicking like they did in 2024. #revops #SalesOps #marketingops

With all the buzz around RevOps vs. GTM Ops, let's not lose sight of what truly matters - the value that operations professionals bring to the table in driving strategies and outcomes for companies to achieve their commercial goals. It's not about the title; it's about the impact. Effective operators connect strategies across the customer journey to enhance team results, considering the holistic impact on sales, marketing, and customer success. It's about improving outcomes by collaborating across teams, not just implementing new processes. Whether it's #RevOps or #GTMOps, what's important is understanding the value we bring to organizations. Titles aside, it's about showing up and delivering results. On a personal note, amidst the rebranding of SalesOps to RevOps in the job market, let's remember the essence of roles. If it's solely sales-focused, let's stick to calling it #SalesOps. Let's focus on what really matters in driving business success. #Operations #Strategy #BusinessImpact

If you are a business leader, I have only 1 question for ?? I'm on a mission to gather the most valuable RevOps insights for LinkedIn... ?? So, please let me know what's your number 1 challenge or burning question about Revenue Operations (RevOps)? Have you said anything lately, like: ? Our sales process isn't working ? Our data and tools are a mess ? Our Marketing & Sales Teams are not working together ?? Please share your insights, challenges, or questions in the comments! ?? PS: Let's uncover the true potential of RevOps together. It's more than just a trendy term; it's the key to harmonizing your sales, marketing, and customer success teams, driving remarkable revenue growth. Join me on this journey, and let's discover the full power of RevOps for your business. #RevOps #SalesOps #MarketingOps #CustomerSuccess #RevenueGrowth #BusinessStrategy

Need a second product to fuel your growth ?? ? Think again… ? It can get very tempting to start building a second product especially when you hear about it from your customers. But it must be done with very careful consideration. Expanding your market share with an existing product or even developing a new market are easier growth strategies than developing a completely new product. ? New product development comes with risks with investing precious R&D resources and go to market efforts. I am assuming here that the new product is not a simple add on to your existing product. It doesn’t matter if you go the no code, low code route or cheaper off shore resources for your product development – you will still be diverting resources and your attention. ? And your GTM team will need to develop a strategy and execution focus to support this. They will need to develop the product-market fit, positioning, pilot customers, sales training and enablement. And then you will need to ensure that you have resources that can focus on selling it and it is not competing for resources with your existing product. ?? Develop a second product only if the market is saturated for your existing product i.e. demand is slowing down, market growth rate is lower, competition is high. Jason M. Lemkin had an interesting post about this a few weeks ago. Sharing his blog post in the comments below. ?? When did you start thinking about adding a second product? How did it go? #gtmstrategy #gtm #productgrowth #connectedgtm ------ I am founder of SureRev.AI - the platform for connected GTM, connecting the dots between GTM strategy and execution. DM me if you need to evaluate your growth strategy.

After the fallout of the growth-at-all-costs mentality, #RevOps teams have started taking on a more central role in driving efficient revenue growth. Most founders and investors want their companies to build the #RevOps muscle. While there is abundant advice available on what RevOps should do, a lot of it seems to scratch only the surface. We wanted to dig deeper and chat with someone who has been in trenches. Nektar.ai is excited to host Richard Sgro, SVP at Insight Partners who works with founders & GTM leaders across his portfolio and helps them evolve their GTM organizations into scalable well-oiled machines. Ankit is going to peel the onions on this exclusive Fireside Chat on "RevOps Maturity Model: Creation & Assessment." Richard has collaborated with over 180 companies, helping them place RevOps at the heart of efficient revenue generation. If you are a #RevenueOperations leader, or a Founder, or a Revenue leader who would want to setup or scale their RevOps function and build a repeatable GTM engine, this one is a must-attend. Date: August 7th; Time: 1 PM ET What You’ll Learn: Understanding the Current Stage of RevOps: Identify where your organization stands. Navigating the RevOps Journey: Learn about the different stages and how to progress. Tracking Key Metrics: Discover essential metrics for measuring success. Practical Nuances of RevOps Maturity: Get actionable insights and best practices. Richard's strategies have helped numerous RevOps leaders optimize their GTM processes, run a data-driven GTM engine, and secure that important seat at the strategic table in their GTM organization. You will find the link to register in the comments. #CRM #SalesOps #GTM #revenue