#GTM Strategies

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Insights from Simone Bervig on Driving GTM Success

In today’s dynamic landscape of B2B technology, successful go-to-market strategies demand more than just cutting-edge products—they require seamless cross-functional collaboration that bridges cultures, markets, and teams. Simone Bervig, a seasoned expert in global GTM strategies, offers invaluable insights into navigating these complexities.

This blog unpacks Simone’s unique perspectives, highlighting actionable tactics for fostering unity across functions and regions. Dive in to explore how your organization can bridge gaps, align goals, and drive growth in an ever-evolving business environment.

The Power of Cross-Functional Collaboration in B2B Technology

In the world of B2B technology, collaboration across departments is not just a buzzword—it’s a necessity. Organizations often struggle with siloed teams, leading to disjointed efforts that hinder growth.

Get full insights@ https://itechseries.com/interviews/bridging-markets-and-teams-simone-bervig-on-gtm-success/

Simone Bervig emphasizes that true success lies in breaking down these silos. By creating a culture where marketing, sales, and product teams work in unison, companies can streamline efforts and amplify their impact. Cross-functional collaboration fosters a shared sense of purpose, enabling businesses to deliver cohesive and impactful results.

What Makes a Go-to-Market Strategy Successful?

A successful go-to-market strategy is much more than a checklist; it’s a blueprint for aligning teams, understanding markets, and resonating with customers. According to Simone, the foundation lies in clarity and communication.

When all teams are aligned on goals, timelines, and responsibilities, the chances of achieving market success multiply. Additionally, adaptability is key—embracing feedback and making data-driven adjustments ensures strategies remain relevant in a fast-changing landscape.

Bridging Cultural Differences Across Global Teams

Operating in a global market means navigating diverse cultural perspectives. Simone points out that cultural awareness is a critical component of cross-functional success.

By acknowledging and respecting differences in communication styles, work ethics, and decision-making processes, organizations can build trust and strengthen collaboration. Hosting regular workshops or team-building activities can foster mutual understanding and create a more inclusive work environment.

Aligning Markets and Teams for Unified Goals

Markets and teams often function at different paces, but uniting them under a single vision is vital. Simone suggests adopting a framework that prioritizes shared objectives while allowing flexibility for local adaptations.

Explore the latest marketing and tech insights@ https://itechseries.com/gtm-library/

Leveraging tools like real-time communication platforms and collaborative software can bridge geographical gaps. Regular updates and transparent reporting ensure all teams remain focused on common goals, creating a more synchronized approach to market entry.

How to Build a Customer-Centric Go-to-Market Strategy?

Customer insights are the backbone of any effective GTM strategy. Simone stresses the importance of integrating the voice of the customer at every stage, from ideation to execution.

Collecting feedback through surveys, focus groups, and data analytics provides a comprehensive view of customer needs. Armed with this knowledge, teams can craft messaging and solutions that resonate, leading to higher engagement and better outcomes.

Overcoming Challenges in Cross-Functional Collaboration

Despite its benefits, cross-functional collaboration comes with its challenges. Simone highlights common hurdles, such as conflicting priorities and communication breakdowns.

To address these issues, organizations must establish clear protocols and accountability measures. Regular cross-departmental meetings and open channels for dialogue can help resolve conflicts before they escalate, ensuring smoother collaboration.

The Role of Leadership in Driving GTM Success

Leadership plays a pivotal role in aligning teams and driving success. Simone believes that leaders must act as facilitators, encouraging collaboration while setting clear expectations.

By investing in training programs that enhance leadership skills, organizations can foster a culture of mentorship and guidance. Strong leadership ensures that every team member feels empowered and aligned with the company’s mission.

Future Trends in Go-to-Market Strategies for B2B Technology

The future of B2B technology lies in adaptability and innovation. Simone predicts a growing emphasis on leveraging AI and automation to enhance GTM processes.

By integrating these technologies into cross-functional workflows, organizations can improve efficiency and decision-making. Additionally, focusing on sustainability and ethical practices will play a significant role in shaping market strategies as customers increasingly value socially responsible businesses.

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Conclusion

Driving GTM success requires a harmonious blend of cross-functional collaboration, cultural awareness, and customer-centric strategies. Simone Bervig’s insights offer a roadmap for organizations aiming to thrive in the complex world of B2B technology. By fostering unity across teams, embracing diversity, and staying ahead of market trends, businesses can unlock unparalleled growth and establish themselves as leaders in their field.

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[algoworks]

Time to shake things up! Your GTM strategy deserves better than the same old Salesforce playbook. It's all about breaking the status quo to stay ahead of the game.

Ready to revolutionize how you do business? Let’s talk innovation, not tradition!

[deveretechnologies]

The Secrets to a Successful Launch: GTM Strategy How to Increase Performance in Your Company

GTM strategy provides a roadmap that demarcates the business from its competitors and in the rapidly growing business realm, one cannot afford to launch into obscurity. For Devere Technologies, where we focus on simplifying convoluted procedures, it is notable that a smooth GTM is critical for any product or service. 

This blog is your guide to getting it right on developing a proper GTM strategy. Here we will look into the constituent components, explain how it is done and provide you with information on how you can optimize your launch to achieve the greatest effect. 

Demystifying the GTM Strategy: In America as in other parts, people should grasp the big picture or understand the context of the events or information they are exposed to. 

Picture the following scenario of a detailed rocket launch. The final event that precedes the rocket’s launch is very accurately calculated to the tiniest detail: the fuel mix and the time, during which the rocket is launched. Just like in the case of Amazon, your GTM strategy also stems from a similar concept, though without a specific name. In simple terms, it is the strategic road map that gets your product or service offering, or even an entirely new business, to market efficiently and with direction. 

A well-defined GTM strategy addresses several crucial questions.

Who do you want to reach or target with your product? It is important to have the best view of your target client. 

What need does your offering address? State or explain the value proposition by trying to put into words who you — or more accurately, your product or service — are helping and how you are meeting their needs. 

What are the modes of communication in getting the messages to the audiences? Determine communication techniques that could be used to reach your target buyers. 

About the question above, what is your strategy for pricing? Set up the right pricing strategy that corresponds to the articulated value proposition and the industry environment. 

How are you going to determine success? Identify the specific measures that you will be using to measure the success of your GTM strategy. 

When answering these questions, you develop an action plan for your strategic venture’s launch and help your offering acquire the necessary market share. 

Building Your GTM Arsenal: 

Now that we understand the fundamentals, let's dig deeper into the key elements that make up a winning GTM strategy

1. Identifying Your Ideal Customer Profile (ICP): 

The analysis of the target client base is one of the key prerequisites for the formation of an effective GTM strategy. Here's how to create a detailed ICP:

Demographics: Their age, income, geographical location, field of work, and position. 

Firmographics: Organization type/size, annual sales and business segment (for products and services predominantly targeting the business-to-business market). 

Needs & Pain Points: What are the general and specific problems that the population of your potential clients have? 

Behaviors: How do they get Information? What consumption patterns do they have? 

Goals & Aspirations: What is their purpose? Your offering will be most successful if it can explain how it will aid the consumers in achieving their objectives. 

2. Crafting a Compelling Value Proposition:

Your value proposition is the key communication that clarifies what your product does and why it is significant to the target customers. Here's how to craft a compelling one:

Always communicate the benefit, not the feature. Try not to mention ‘features’ but rather think of how those attributes help your audience and ease their troubles. 

I think comprehensibility, briefness and no ambiguity should also be taken into consideration. Do not use business-speak or trade industry language. 

Carve out your niche in the market. Emphasize how your product/service is different from the rest and why people should go for it. 

3. Choosing the Right Channels:  

So the next time you hear a piece of communication advice like ‘the best communication is the second kind,’ or ‘the third time’s the charm,’ just remember that it can often take several attempts to get a message through. 

One of the ways that can directly affect the firm's GTM strategy is the identification of the right channels required to communicate with the target consumers. Here are some factors to consider:

Target audience behaviour: where do they pass their time: offline and online? 

Cost-effectiveness: Determine the cost per lead or cost per acquisition of each channel covered. 

Content alignment: Always ensure that the message you are passing and the content in general go hand in hand with the channel in question. 

Channel synergy: Think through an integrated way by which the various channels can be used to increase the disseminating audience. 

Examples of channels include: 

Content marketing: Anything on the blog, e-books, infographics and content shared on social media sites. 

Email marketing: Email marketing that is more specific in this case of follow-up and conversion efforts to begin marketing leads. 

Paid advertising: Include Google Ads and social media advertising to be able to cover more fans and followers. 

Webinars and events: Perform informative and entertaining themed events online or in person to the targeted consumers. 

Public relations: Ensure that there is good media coverage as this will help in enhancing the brand and its reputation. 

4. Developing a Winning Pricing Strategy: 

Pricing is always a significant determinant of an organization’s revenue besides determining the perception that customers have towards the product. Here are a few approaches to consider: 

Value-based pricing: Set your price with the value that the customer will get from your offering. 

Cost-plus pricing: Subtract the production costs and multiply the result with an intended profit margin. 

Competitive pricing: When setting the price, it is also normative to look at competitors’ price levels and value offerings. 

Freemium model: Deploy a free version with a different paid and more advanced version with additional accessories for a fee. 

5. Measuring Success: Monitoring And Adjusting Your Progress 

Signal your GTM strategy isn’t fixed. Entities do not ‘set and forget’ and are, instead, premier ongoing documents that must be altered according to the existing outcomes. Here's how to measure the success of your GTM strategy: 

Define Key Performance Indicators (KPIs): Specify performance indicators that are relevant to the GTM strategy of the company. Some examples include: 

Availability of the website and the leads generated 

Metric of scale (such as signups for the free trial or purchase of the product) 

Customer acquisition cost (CAC) 

Customer lifetime value (CLTV) 

Customers’ recognition of the brand and their activities on social media networks. 

Track and Analyze Data: With analytics, KPI trends can be monitored and analyzed to understand the current state of your analytics. 

Conduct A/B Testing: Experiment with the messaging, price points, or the web page where you would like the customers to end up. 

Make Data-Driven Decisions: Make it a practice to quantify your GTM strategy and adjust your actions according to the results that benefit the company. 

Bonus Tip: The focus of this article will be on the strategies for creating a buzz before a product is officially launched. 

As the above proposals show, there are ways to build anticipation before the official launch and thus get a higher success rate. Here are some tactics to generate pre-launch buzz:

Create a landing page: Collect people’s e-mail addresses and to further engage them, reveal fragments of your works and other interesting information. 

Engage on social media: Post the teasers, generate interest and communicate with the potential consumers. 

Run influencer marketing campaigns: Engage the right influencer who would help you mark the word out about the offering you have. 

Secure media coverage: Create press releases/advertorials and write press releases for your target media outlets. 

The Road to Success: Implementation of Your GTM Strategy 

Formulating this winning GTM strategy is a team effort. Here are some additional tips to ensure a smooth execution:

Cross-functional Collaboration: It should engage members of the marketing, sales, and customer success teams as well as the product development department. 

Align with Business Goals: Your GTM plan should align with your organization’s goals & objectives. 

Embrace Agility: Always be open to alterations to your strategy depending on the response of the market and the knowledge gathered. 

Invest in the Right Tools: Integrate and leverage marketing automation, CRM, and sales enablement tools in your go-to-market strategies. 

The steps highlighted above and the constant improvement of the strategies used can help make the right impact when launching your offering, which will determine continued success. And so, GTM plays a significant role in your blueprint for your business’s triumphant market entrance. 

At Devere Technologies, we appreciate the logic of GTM strategies and creating and implementing them effectively. It is our experience and understanding of these processes together with our effectiveness as a DPI could be very useful for entry and achieving the required revenues for a business regardless of its size. If you have a plan to develop a new product, service or business, you can get in touch with Devere Technologies today and we can show you how to have a splendid market entry. 

[andpurpose]

Go-to-Market Strategy Checklist: Key Steps for Success

This infographic outlines the essential steps for a successful go-to-market (GTM) strategy, from market research and positioning to marketing execution. Follow this checklist to launch your product or service effectively and drive growth. Learn more at AndPurpose.

[prabhatdavian-blog]

The Ultimate Google Tag Manager Course: Beginner to Advanced

Introduction

In today’s digital landscape, managing and analyzing marketing tags efficiently is crucial for optimizing marketing efforts and tracking user interactions accurately. Google Tag Manager (GTM) offers a powerful, user-friendly platform to streamline this process. This course is designed to take you from a beginner to an advanced user of GTM, helping you harness its full potential for your digital marketing needs.

Getting Started with Google Tag Manager

Setting Up a GTM Account

To begin using GTM, you'll first need to set up an account. Visit the GTM website, sign up with your Google account, and create a new container for your website. This container will hold all your tags, triggers, and variables.

Understanding GTM Interface

The GTM interface is divided into several sections: Tags, Triggers, Variables, and Data Layer. Familiarizing yourself with these sections will help you navigate GTM efficiently and manage your tags effectively.

Basic Terminology

Understanding basic GTM terminology is essential. Key terms include Tags (pieces of code for tracking), Triggers (conditions for firing tags), and Variables (dynamic values used in tags and triggers).

Creating Your First Tag

What is a Tag?

A tag is a snippet of code used to collect and send data to third-party services like Google Analytics. Tags can track various user actions, such as page views or clicks.

How to Create a Tag

To create a tag, go to the "Tags" section in GTM, click "New," and choose the tag type you want to implement. Follow the prompts to configure the tag settings and link it to the appropriate triggers.

Common Tag Types (e.g., Google Analytics, AdWords)

Common tags include Google Analytics for tracking user behavior, AdWords for measuring ad performance, and Facebook Pixel for tracking social media interactions. Each tag type has specific configurations based on the platform.

Understanding Triggers

What are Triggers?

Triggers determine when and how tags should be fired. They listen for specific user actions or events on your site, such as page loads or button clicks.

Types of Triggers (e.g., Page View, Click, Form Submission)

Types of triggers include Page View (fires when a page is loaded), Click (fires when an element is clicked), and Form Submission (fires when a form is submitted). Each type can be customized to meet your tracking needs.

Creating and Configuring Triggers

To create a trigger, go to the "Triggers" section in GTM, click "New," and select the trigger type. Configure the trigger settings based on the specific action you want to track.

Variables in GTM

What are Variables?

Variables are used to store dynamic values that can be used in tags and triggers. They help customize your tags by providing contextual information.

Types of Variables (e.g., Built-In, User-Defined)

Built-In Variables are pre-configured by GTM and include values like Page URL and Referrer. User-Defined Variables are custom variables you create, such as capturing user ID or form field values.

Using Variables to Enhance Tags and Triggers

Variables can be used to pass dynamic data to your tags or to define more specific conditions for your triggers. For example, you might use a variable to track user-specific actions based on their behavior on your site.

Data Layer Fundamentals

What is the Data Layer?

The Data Layer is a JavaScript object that stores and passes information to GTM. It acts as a bridge between your website and GTM, allowing you to push data into GTM for use in tags and triggers.

Implementing the Data Layer

To implement the Data Layer, add a JavaScript code snippet to your website that initializes and pushes data into the Data Layer object. This setup allows GTM to access and use the data.

Using Data Layer Variables in Tags

Data Layer Variables are used to retrieve values from the Data Layer and use them in your tags. For example, you can use a Data Layer Variable to capture a user’s membership level and send it to Google Analytics.

Advanced Tag Management

Custom HTML Tags

Custom HTML Tags allow you to add custom JavaScript or HTML code to your site. They offer flexibility for tracking unique events or integrating third-party services not covered by standard tag templates.

Custom JavaScript Variables

Custom JavaScript Variables enable you to write and use custom JavaScript code within GTM. These variables can perform complex calculations or retrieve data from external sources.

Tag Sequencing and Firing Rules

Tag Sequencing ensures that tags fire in a specific order. For example, you might want your Google Analytics tag to fire before a conversion tracking tag. Set up firing rules to control the sequence of your tags.

Debugging and Testing

Using GTM Preview Mode

Preview Mode allows you to test and debug your GTM setup before publishing it. You can see which tags are firing, which triggers are being activated, and check for any issues.

Common Debugging Techniques

Use the GTM Debug Console to identify problems, such as tags not firing or triggers not being activated. Look for errors in the JavaScript console and verify your Data Layer implementation.

Testing Tags and Triggers

Thoroughly test your tags and triggers to ensure they are working as expected. Use tools like Google Tag Assistant to verify that tags are firing correctly and data is being sent accurately.

Event Tracking with GTM

Setting Up Event Tracking

Event Tracking allows you to monitor user interactions, such as clicks, downloads, and form submissions. Set up event tracking by creating event tags and triggers in GTM.

Tracking User Interactions (e.g., Clicks, Downloads)

Configure triggers to track specific user interactions, such as button clicks or file downloads. Create tags to capture these events and send the data to your analytics platform.

Creating Custom Events

Custom Events enable you to track unique user actions that are not covered by standard event tracking. Define custom events in GTM and use them to measure specific interactions on your site.

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Via Marketing

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GTM Strategy for Efficient Sales and Marketing

Elevate your go-to-market strategy with advanced techniques, leveraging data-driven decision-making, automation, and Account-Based Experience (ABX) for efficient sales and marketing. Continue reading to learn more. Advanced GTM Strategy TechniquesData-Driven Decision-MakingAutomationAccount-Based Experience (ABX)Best Practices for a Successful GTM StrategyKey FacetsStakeholder…

[abhibaj]

Simone Bervig on Driving GTM Alignment and Effectiveness

Simone Bervig, a seasoned marketing leader, emphasizes the pivotal role of localization, collaboration, and market adaptability. She explores crafting impactful LATAM strategies, aligning global teams, driving effective marketing campaigns, and delivering measurable results across diverse marketplaces.

Simone, welcome to the interview series. Can you tell us about yourself and your journey as a go-to-market leader?

I am a Brazilian professional, based in São Paulo, with 18+ years of experience in B2B Tech companies with Go-To-Market strategies, Marketing, Branding, and Communication in the Brazilian, Latin American, and United States markets, working on European (French/German) and American global companies too, like Schneider Electric, SAS, Citrix, and SAP.

Get full insights@ https://itechseries.com/interviews/bridging-markets-and-teams-simone-bervig-on-gtm-success/

I am responsible for all Go-To-Market strategies for LATAM, working with global and regional teams to ensure our GTM strategies and executions are appropriate for our marketplaces in LATAM. This includes development, planning, localization, execution, and performance analysis of marketing campaigns with cross-functional global teams to ensure we are driving feature parity across marketplaces and advocating for and delivering on needs that are specific to our marketplaces in LATAM. Additionally, working with global teams in the US, EMEA, and APAC to understand how products and features are used and develop plans to support their growth post-launch.

How do you foster collaboration between sales, product, and customer success teams to ensure alignment between marketing goals and business outcomes?

There are many ways to enable this kind of collaboration, but I find that creating a process around it helps streamline the efforts. This can be accomplished by creating a workflow to submit feedback/ideas/requests with various teams in combination with a forum where the feedback can be openly discussed to identify deliverables. As an example, customers will often make feature requests for an enhancement to the product that helps them improve a specific use case. By working with product development teams, CSMs can drive innovation to the product roadmap that directly aligns with how their customers want to use it. Additionally, it’s important to define and share the goals and KPIs with all teams to help achieve the accomplishment.

What are some of the key components of a successful go-to-market and growth strategy for SMB versus enterprise audiences?

First of all, we need to deeply understand our audiences and market to deliver the right messaging and create a tailor-made strategy for each vertical that brings more ROI for each campaign and activity.  SMBs have a sales cycle faster than enterprises, so it requires more activities to create pipelines and expand the installed base to cover the goals and find new customers.

Explore the latest marketing and tech insights@ https://itechseries.com/gtm-library/

On the other hand, enterprise strategies typically on a longer sales cycle and larger deal sizes. Key elements include identifying target industries, leveraging content marketing, building relationships through sales teams, and offering free trials or demos to showcase value. Enterprise clients often need custom solutions and robust support, making the sales process more personalized and consultative.

Can you share some GTM challenges and opportunities for the US and LATAM markets?

The Latin American market represents a compelling opportunity for companies seeking to expand their global footprint. Cultural diversity is a hallmark of Latin America, and it’s essential to adapt your marketing and business strategies accordingly. Localization goes beyond language translation; it involves tailoring your messaging, product packaging, and promotional campaigns to resonate with each country’s cultural norms and values. Embrace the local customs and traditions to establish a deeper connection with your target audience. Latin America is a region of diverse cultures, languages, and customs. What works in one country may not resonate in another. Adapting marketing strategies and understanding local preferences is crucial for successful market penetration. Adapting to the local culture is critical for success.

A local partner can help bridge the cultural gap by providing insights into consumer behavior, preferences, and effective communication strategies. Each Latin American country has its unique regulatory environment and legal requirements. Engage legal experts, if needed, familiar with the region to guide you through the process of setting up a business, obtaining necessary permits, and adhering to local laws. Ignorance of local regulations can lead to costly mistakes and hinder market entry. Navigating the legal and regulatory landscape of a foreign market can be complex and time-consuming. A local partner with in-depth knowledge of the local laws and regulations can help a company comply with the necessary requirements, avoiding potential pitfalls and delays. Some countries in Latin America experience political and economic instability, which can impact business operations. Changes in government policies or economic downturns may affect market conditions and consumer behavior.

“Localization goes beyond language translation; it involves tailoring messaging, product packaging, and promotional campaigns to resonate with each country’s cultural norms and values.”

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The US market has these key aspects:  Economic pressures: how inflation and economic uncertainty are affecting consumer behavior and strategies. Consumers are more selective about their spending, leading to a focus on maximizing the value of existing technology and resources. Innovation versus optimization: While new technologies and innovations like AI and headless commerce are popular, it’s important to optimize current systems and understand what your consumers truly need before investing in new solutions.

Consumer behavior: how consumers are adjusting their spending habits, emphasizing the need to adapt their strategies to meet these evolving expectations. Strategic audits: To succeed in the competitive US market, I recommend conducting audits to evaluate site performance, customer experience, and technology use. Incremental improvements and focusing on core customer needs can drive significant results without major investments. By balancing innovation with practical, customer-focused strategies, brands will be better positioned to thrive in the dynamic US market.

[wseinfratech]

How to Create a Custom GTM Strategy by Asking the Right Questions? How to create a custom Go-to-Market strategy for your product’s success by addressing the right questions

[strategii-at-work]

FMCG Business Strategy: Comprehensive Guide for Sustainable Growth

Explore the intricacies of FMCG business strategy for sustainable growth. Discover key components like product innovation, pricing, distribution, and successful case studies in this guide.

[3minutesstudy]

Challenges that marketers face during AI adoption

Interesting read on Marketing challenges.

As marketers embrace the transformative power of artificial intelligence (AI), they encounter various challenges that come with integrating this advanced technology into their strategies. Here are 10 challenges that marketers commonly face with AI: Data Quality and Integration: Challenge: AI relies heavily on data, and ensuring the quality, accuracy, and integration of diverse data sources can…

[analytics66]

How To Build Go-To-Market Strategy – Purpose, Benefits, and Importance

A GTM strategy fuses all elements that drive a business, including marketing, content marketing, and brand development, and offers an action plan for how to reach customers better.

Link: https://us.sganalytics.com/blog/how-to-build-a-go-to-market-strategy-purpose-benefits-importance/