How does your go-to market measure up?
B2B growth/going-to-market is a complex affair with lots of components and moving parts.
I think it can be simplified, especially as you’re just building out marketing in a sales-first B2B tech company.
Here are four areas you need to focus on:
– Market: have you defined your ICP/buying committee?
– Message: is your UVP really unique? Do you have a consistently and consciously applied brand narrative?
– Content mechanisms: what content/community/events are you creating to engrave your message, narrative to generate demand?
– Action: do you have processes in place to warm up, nurture and activate target accounts? (Or do you just pass them to sales?) Do you have other systemized ways to capture demand?
Focusing on these main themes and the core components of each will take you a long way.
