The GTM Motion Matrix

Written By Gari Johnson

Five key go-to-market motions: 

1. No Touch

  • Self-service 

  • Product-led 

  • High volume 

  • Low ACV 

2. Low Touch

  • Tech-enabled 

  • Light human support 

  • High velocity 

  • Medium ACV 

3. Medium Touch

  • SDR-qualified 

  • Sales-assisted 

  • Medium velocity 

  • Higher ACV 

4. High Touch

  • Field sales 

  • Solution selling 

  • Lower velocity 

  • High ACV

5. Dedicated Touch

  • Strategic accounts 

  • White glove service 

  • Lowest velocity 

  • Highest ACV 

Are you matching motions to customer value? 

#Sales #RevenueArchitecture #GTM #WinningbyDesign

Gari Johnson http://www.gtmapac.com
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The Multi-Motion Trap 🕸️