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filler@godaddy.com
most jointly developed solutions fail
Begin reading knowing that most jointly developed solutions between IT vendors and GTM partner fail
We have all seen the movie and sat in those hype alliance meetings. Lofty goals agreed to, heat-maps are created and white-space is identified.
There is a generous smattering of handshaking and back-slapping – now of course to be replaced by elbow bumps and zoom waves, but as you walk out the room your expectation is that hopefully the other party will deliver, but you belief is that it will fail. We have all been there.
In an attempt to meet revenue goals and gain time to market advantage key steps are overlooked and solutions are accelerated to market without the underlying foundations for success
The reason that most Partnerships and Alliances fail is that there is no repeatable and consistent methodology that provides a step-by-step framework that is easy to use and documents every task for every stakeholder (internal/external). If it exists, it is in a PowerPoint that is never updated and open to interpretation.
Do not follow the same path. GTM Impact has an automated solution to guide your offer creation teams through and end-to end process
The Definition of madness is...?
Product & BD really DO have great technically innovate ideas
You find TAM data that substantiate your own offer creation ideation
You find TAM data that substantiate your own offer creation ideation
You do have genius talent within you org that builds incredible product. No question.
However, you let them define the pricing models and initial GTM strategy and talk to partners
You find TAM data that substantiate your own offer creation ideation
You find TAM data that substantiate your own offer creation ideation
You find TAM data that substantiate your own offer creation ideation
As an industry leading IT Vendor you start a process to sell this solution offering to pilot GTM partners.
You have a joint value proposition and GTM plans identified
You find TAM data that substantiate your own offer creation ideation
You have a joint value proposition and GTM plans identified
GTM partners are engaged and target markets are identified by GEO, Segment and vertical.
Executive sales and marketing contact plans are in place and launch dates are set and plans are made for Global scale
Launch
Missed Goals and Disappointment
You have a joint value proposition and GTM plans identified
Press Release
Field Execution
Pilot Sales Engagement
Expansion of sales to the Field
Field Execution
Missed Goals and Disappointment
Missed Goals and Disappointment
Initial interest generated from top down pressure
One or two opportunities in the funnel
Some Opportunities close
Missed Goals and Disappointment
Missed Goals and Disappointment
Missed Goals and Disappointment
Executive sponsors leave
Economics did not make sense for one or all of the parties
Offer is removed from portfolio
GTM Impact has the answer
Consistent Framework
Automated Offer Creation
Consistent Framework
The reason that most Partnerships and Alliances fail is that there is no repeatable and consistent methodology that provides a step-by-step framework that is easy to use and documents every task for every stakeholder (internal/external). If it exists, it is in a PowerPoint that is never updated and open to interpretation.
Accurate Data Entry
Automated Offer Creation
Consistent Framework
TBC
Automated Offer Creation
Automated Offer Creation
Enablement & Marketing Strategy
TBC
Enablement & Marketing Strategy
Increased Probability of Success
Enablement & Marketing Strategy
TBC
Service Delivery
Increased Probability of Success
Increased Probability of Success
Define how the solution is delivered
Increased Probability of Success
Increased Probability of Success
Increased Probability of Success
TBCs.