Why Q1 GTM Alignment is Non-negotiable

Welcome to the 1st Edition of GTM Value Insights!

Let's get into it.

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Are your GTM leadership teams working together in 2025 to choose your targets well, or will this be another year of feeling like you're in a rut? Regardless of our fancy titles, leaders cannot assume our GTM resources are aligned with excellence and candor.

Too many businesses assume two things:

1) we agreed on our joint priorities ? (no, you had a partial agreement)

2) we have solutions for everyone ? (no, you must target well)

These common assumptions always end in frustration or failure, depending on the size of the bets.

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Think of your leadership alignment as the bow you must pull back toward the target at the start of every fiscal year. Think of your yearlong execution as the arrow and the ICP market as the target.

If you have ever done archery, you would know that if you don't align the bow, a miracle is required for the arrow to hit the desired target accurately. In other words, your GTM foundation requires total agreement and alignment. As the year marches on and we receive feedback, we make calculated adjustments to tighten the aim. Yes, the target will move a bit. (it's not a standing army, it's a marketplace)

What do immature companies do? They rush out the SKO, publish new content, make unfounded proclamations, and fire up the revenue factory again. Here we go with new and hopeful goals!

But where are we going? Too often, it feels like the same going through last year's motions. Do the thoughtful work before you start, or keep revisiting the Hydra problem for the rest of the year.

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? Wasting Time and Money: There is a misalignment between offerings and the accounts we chased, resulting in wasted resources and missed opportunities.

? ???????????????? ?????????? ????????????: Poor target alignments lead to weak sales pipelines filled with contacts far from being prospects.

? ???????? ???????? ??????????: Our disconnects leave us talking to the wrong people, and we burn up those resources when we should have been serving a clear ICP.

? Missing Quota: You could see where this was going. Over 50% of the sales team will not hit their quotas until you align the company's GTM strategy. Easy prediction.

Later on, when we start missing goals, we start looking for internal scapegoats because that's what humans do. Oh, the humanity! We must start with an aligned beginning if we want a happy ending.

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Let's collaborate with open dialogue (thinking together). That's how we have confidence in each other and the plan. We'll have a good idea of where most of the revenue will come from and probability. Later into the year, we'll make calculated adjustments and avoid imagining wild ideas around shallow strategies.

Said another way, we need early and quarterly governance around our portfolio of priorities. On this, we must insist.

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Your Profitable Growth: GTM Strategy, Account-Based-Everything & Partnerships

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