August 15, 2024

The New GTM Playbook (With Sid Kumar)

46 minutes

The majority of revenue comes after the initial sales. A 5% lift in retention can lead to a 20-95% increase in revenue. But most companies neglect the customer side - so we need a new playbook.

That's exactly what we talked about with Sid Kumar, VP of GTM Strategy & Planning at Databricks.

(00:00) - Introduction

(02:23) - Meet Sid

(03:05) - The Need for a New Go-to-Market Playbook

(03:17) - Defining a Connected Go-to-Market Strategy

(04:52) - Challenges in Customer Journey Mapping

(06:02) - Practical Steps for Creating a Unified Customer Journey

(12:28) - The Importance of Keeping It Simple

(16:48) - Adapting Go-to-Market Strategies for Different Segments

(17:34) - Diagnosing Revenue Leakage and Efficiency

(24:20) - Entering New Markets: Challenges and Missteps

(24:57) - Unpacking the New Playbook: Customer First Approach

(25:24) - Reframing Marketing and Sales Alignment

(27:14) - The Role of Customer Success in Go-To-Market Strategy

(30:50) - Breaking Down Organizational Silos

(38:42) - The Evolving Role of Revenue Operations

(42:30) - Always Planning: Adapting to Market Changes

(45:49) - Conclusion and Final Thoughts

Sources
Winning by Design, CS as a profit center
Hubspot & Pavilion RevOps survey

***

This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take weeks. It should happen instantly.

That's why Growblocks built the first RevOps platform that shows you your entire funnel, split by motions, segments and more - so you can find problems, the root-cause and identify solutions fast, all in the same platform.

***

Connect with us

🔔 LinkedIn: Toni / Mikkel

✉️ Newsletter: revenueletter.substack.com

📺 Watch: https://www.youtube.com/@growblocks
💬 Contact: [email protected]

...more

View all episodes

By Toni Hohlbein & Mikkel Plaehn

88 ratings

August 15, 2024

The New GTM Playbook (With Sid Kumar)

46 minutes

The majority of revenue comes after the initial sales. A 5% lift in retention can lead to a 20-95% increase in revenue. But most companies neglect the customer side - so we need a new playbook.

That's exactly what we talked about with Sid Kumar, VP of GTM Strategy & Planning at Databricks.