Joseph Wheatley’s Post

Your GTM is doomed if you're focused only on this one thing. 👇 Launching. Nope, it's not just about launching. GTM is a continuous process. And it should be evolving and scaling continuously past whatever launch. And, no, it’s NOT just about the product either. Here are 4 main things that IMHO helped us execute an impactful GTM: 1. Market Clarity > Product Obsession Do you really know your target customer? CB Insights says 35% of startups fail because there’s no market need for their product. Don’t fall into the “nice-to-have” trap. Listen to the market, and adjust your product and GTM accordingly. Don't be afraid to pivot - product, comms, all of it. 2. Data and Integrated Tech Stack Data drives successful GTM, but fragmented systems kill growth. A unified CRM and compatible ecosystem of solutions for sales, marketing, and customer success ensure visibility and real-time insights across the buyer journey. Integrated tools help boost revenue 24% faster (Forrester). Decisions without data is like driving blindfolded. (oof, I’m getting poetic ha) 3. Distribution First, Product Second Even the best products flop without the right distribution. Up to 50% of launches fail due to poor distribution strategies (Gartner). Focus on where your audience actually hangs out - like LinkedIn for B2B. Or if your acquisition is mostly about bringing in new users, then focus on their expansion as the primary growth for revenue. 4. Feedback Loops > Assumptions Listen to your customers. Companies that prioritize feedback grow 4-8% faster than their peers (Bain & Company). Ask your Marketing, Sales and Success teams to proactively ask feedback. Use NPS surveys and A/B testing to refine in real time. Then actually use that info. *** Yes, there are other things, like Target market and ICP, Pricing and Packaging, Alignment between GTM teams, etc. But the point today is: great GTM strategies aren’t static - they evolve. Listen, build, test, adjust, repeat. Agree? Anything I missed? #GoToMarketStrategy #ProductMarketing #BusinessGrowth

The 2025 GTM Efficiency Playbook: Where Revenue Meets Precision 2025 is the year where efficiency isn't just the goal - it's the playbook. SaaS has changed - here's what's defining successful GTM strategies now: 👉 It's not just about cutting costs: It's about reallocating every dollar spent to its highest performing motion. Data shows companies operating with sub-100% GTM Efficiency Ratios achieve not only profitability but faster ARR growth. 📉 CAC is still rising - but what's overlooked? The hidden killers in your funnel: If your win rate on qualified leads is below 30%, you don't have a demand problem - you have a targeting problem. Misalignment between sales and marketing costs SaaS companies millions 💡 Expansion Revenue: The dark horse of growth: Did you know that for companies with $15M-$30M ARR, expansion now drives 40% of growth? That's a seismic shift from 2021's 30%. Yet, less than 50% of SaaS companies actively map their upsell motions to customer outcomes. Fix this, and you unlock compounding NRR. 🔥 Here's a Playbook for 2025 Efficiency: 1️⃣ Think like a CFO, act like a Marketer: Every GTM dollar spent must move the needle on profitability. Use metrics like CAC Payback and GTM Efficiency to benchmark your campaigns in real-time. 2️⃣ Redefine your ICP constantly: Segment your best-fit customers through an 80/20 lens. Interview churned accounts to refine who you shouldn't target 3️⃣ Stop over-optimizing the top of the funnel: Focus on "funnel velocity". The fastest-growing SaaS companies reduce lead-to-close timelines by 30% with hyper-aligned sales and marketing teams. SaaS winners in 2025 won't be those who spend the most - they're the ones who spend the smartest 🧐 Is your GTM strategy ready for the shift? Let's debate: What's the top metric you track for GTM efficiency? #SaaS #growth #gotomarket

Every SaaS company wants a bulletproof GTM strategy—one that drives awareness, generates demand, and fuels pipeline growth. Yet, most GTM plans fall apart within months. Why? 🚨 They’re too static. Markets shift, customer needs evolve, and competitors move fast. Your GTM should be a living, breathing strategy—something you continuously iterate, develop, and test. It’s not a one-time launch doc. 🎯 They focus on the product, not the customer. A GTM strategy isn’t just about launching a product—it’s about solving a real problem for real people. If your positioning doesn’t resonate, your GTM won’t either. ⚙️ They lack executional depth. A strong GTM plan isn’t just messaging and audience personas. It’s a detailed, cross-functional action plan that aligns marketing, sales, and customer success around measurable impact. So, how do you build a GTM strategy that actually works? ✅ Think beyond the launch. Your GTM should cover pre-launch momentum, launch execution, and long-term growth plays. ✅ Obsess over customer pain, not features. The best GTM strategies sell the outcome, not the product. ✅ Align every team. Marketing, sales, CS, and product need to move in sync—otherwise, your pipeline will break down. What’s your biggest GTM challenge?

Dive deep into our massive comprehensive 2024 GTM Strategy Guide. Refine your approach and drive success with these case studies and examples 👉https://lnkd.in/gJGEgpU4 #GTMStrategy #MarketingStrategy #MarketingTips

The traditional "Company-first" GTM model is outdated. It’s costing businesses thousands in lost revenue. It’s time to shift gears. Why Company-first GTM fails: - Focuses on brand promotion over customer needs. - Chases quantity over quality in lead generation. - Lacks personalized, meaningful interactions. - Relies too much on capturing existing demand rather than creating it. - Results in low retention, high churn, and wasted resources. What’s different about People-first GTM? - Focuses on relationship-building, not just transactions. - Puts customer needs at the core of GTM strategies. - Shifts from lead volume to high-intent, qualified leads. - Builds a word-of-mouth flywheel that drives sustainable growth. Inside the Playbook: 1) 5 lessons to help you transform your GTM approach. 2) How to stop brand spam and start meaningful customer interactions. 3) Strategies for partner-led, content-led, event-led, and product-led growth. 4) Actionable insights to create, capture, and convert demand. Ready to move beyond outdated GTM strategies? Download the People-first GTM Playbook and start building a GTM motion that actually works. Drop a 🔥 in the comments if you want the link! 👇

On the market for the perfect go-to-market strategy? Well, you’re in luck! We’ve put together this handy-dandy guide with everything you need to know about building a successful GTM plan. To learn more, read the full article > https://lnkd.in/dne-VyYV

Thank you Prof. Dr. Amarendra Bhushan Dhiraj and CEOWORLD magazine for featuring this important topic about finding and keeping a great CMO. ☑️Can you relate to these five reasons? What would be #6? #B2BCEO #CMO #saas #innovation #digitalmarketing #marketing #leadership #CEO #software #CRO

Series B GTM and Marketing Resources In Series B, you should have a pretty solid GTM, and you should be executing that GTM as you are looking to grow 2-3X per year. Success here is about execution. Check out what marketing resources you should hire at this stage - https://buff.ly/3W7BiRi But your GTM is not the end-all-be-all of your strategy. Think of it as an initial trail sign where you decide to go left or right. As you go along the trail, you will encounter other forks or obstacles on the road. Then you have to decide to continue on or choose another path. As you implement your GTM, one of your most difficult decisions is deciding whether you have spent enough time and resources on this strategy to make an informed decision on a pivot. You should have chosen a pain point and a market that emotionally and financially feels that immediate pain. Are your GTM processes good enough to make a data-driven decision to continue or pivot? In orienteering, you look for signs you are on the right trail. Your compass, map, landmarks, trail signs, and trail markings are all data points. This is the same in your startup, but your data points are closed won/loss, inbound and outbound leads, and % funnel conversions at each stage. I have worked and consulted with startups with a great PMF, but their processes were disjointed, and they could not close deals. Some issues I saw were sales and marketing not aligned, using the wrong marketing channel, not having the proper messages/positioning per market segment, or not analyzing and tracking their GTM metrics. Many times, the sales and marketing funnel is leaking, and you are not getting the correct GTM data. Questions to ask about your GTM in Series B ➡️ Is there a leak in my GTM process, i.e., lose prospects at sales handoff ➡️ Am I truly marketing to my ideal customer profile and segment? ➡️ Is there better messaging/positioning I can use? ➡️ Is my lead quality poor? ➡️ Is there more interest from another market segment? This is not a complete list of questions; each startup is different. Great execution will make or break your startup at this stage. Do you have the processes and people in place to grow? Or do you need help?

Rethinking the GTM Funnel - here's how: Is the traditional funnel broken? I sat down with Parthi Loganathan from Letterdrop to talk all about it and how we view it at TACK. It's about building relationships every step of the way. The right approach can: ↳ Engage subscribers ↳ Convert leads into members ↳ Transform customers into champions Let this people-first method guide you. You will not just sell better but connect deeper. Top of Funnel = Subscribers • Traditional funnels don’t quite fit today. • The top of the funnel is now subscribers. • They engage with our content, events, and reports. Subscribers Become Leads → Leads Become Members • Subscribers turn into leads over time. • Leads eventually convert into members. • Here’s where the magic happens. Membership-Led Growth Model • Members get exclusive perks. • Access to events, special offers, and premium content. • Focus on value and experience over transactions. Members to Opportunities → Opportunities to Customers • From members, we create real opportunities. • These folks become our customers. • They use our products, get support, and stay engaged. Customers Turn into Champions • Our customers become champions. • They advocate for us. • They see the value and share it with others. How does your funnel look these days? Let’s talk about building real relationships over quick wins. Drop your thoughts in the comments!

Action Items for the Growth Marketer: Evaluate your current GTM strategy to determine the right balance between PLG and SLG approaches, ensuring it aligns with your target audience and business goals. Leverage product usage data and customer insights to personalize interactions, optimize onboarding experiences, and automate upgrade prompts for higher conversion rates. Let JoeMarketing assist you with your PLG motion. Learn more about our GTM, PLG, and SLG services here, or contact me here.