The GTM Model
The GTM Model from Jacco van der Kooij's "Revenue Architecture" textbook has reshaped my thoughts on B2B sales and marketing approaches. Here's why I believe it's so important:
Key insights:
The GTM Model aligns marketing, sales, and customer success efforts based on deal volume and contract value.
It introduces the concept of "touch levels" – from No Touch to Dedicated Touch – to optimize resource allocation.
Each GTM motion operates like a different engine, making it challenging to excel in multiple motions simultaneously.
What I found particularly fascinating was how this model challenges the one-size-fits-all approach to sales and marketing.
It's not just about choosing a strategy – it's about aligning your entire go-to-market approach with your target market and product value.
In my experience, this framework provides a clearer path to sustainable growth by more effectively matching resources to customer needs.
Is your organisation still trying to force-fit a single GTM motion across all segments? Or have you embraced a more nuanced, touch-based approach? 🤔
How might adopting the GTM Model transform your sales and marketing strategies? Could it be the key to unlocking new growth opportunities? 💼
#RevenueArchitecture #SaaS #WinningbyDesign #RevOps
