Drive revenue by aligning your organization's growth strategy with your GTM strategy
- Gartner client? Log in for personalized search results.
Go-To-Market Strategy Framework
Learn how your peers are aligning their sales strategy with their organization’s growth goals to drive revenue
With four distinct growth models, it's essential to know which one your company falls under and whether it aligns with your sales strategy.
Download our guide for actionable insights empowering CSOs to:
- Identify and understand their organization's growth strategy effectively
- Implement a GTM strategy framework to craft a revenue-driven sales plan
- Achieve impactful results by clarifying their role in the go-to-market design by leveraging the Responsible, Accountable, Consulted, and Informed (RACI) model
About GTM Strategy Framework
Chief Sales Officers (CSOs) often find it challenging to meet revenue targets, adversely affecting their personal and professional lives, leading to frustration, and wasted time. What often escapes CSOs is the crucial alignment between the organization's growth strategy and a well-planned GTM strategy framework.
While quick reactions to staffing changes, campaign shifts, or product focus may offer short-term benefits, such tactics are unsustainable in the long term, particularly since not all factors are within the CSO’s control.
Download the Gartner guide to discover how exceptional sales leaders effectively plan and develop a tailored GTM strategy framework that harmonizes with their organization’s growth strategy and drives revenue success.
GTM Strategy Framework FAQs
What is a GTM strategy?
A go-to-market (GTM) strategy is a plan that details how an organization can engage with customers to convince them to buy their product or service and to gain a competitive advantage. A GTM strategy includes tactics related to pricing, sales and channels, the buying journey, new product or service launches, product rebranding or product introduction to a new market.
How do you structure a GTM strategy?
There are five key components to developing a GTM strategy, each with unique characteristics. The differentiation among them determines the prioritization of the elements and the role of the CSO:
Target Market Identification: Identifying and understanding the ideal customer and target market to guide strategic decisions and avoid opportunistic sales efforts.
First Customer Touchpoint (Demand Generation): Understanding the customer entry points and buyer journey to channel demand generation activities effectively.
Sales Compensation Planning: Aligning sales compensation with the growth strategy to motivate sellers and drive desired behaviors.
Corporate Investments: Ensuring sales initiatives align with enterprise investments and strategic imperatives to maximize impact.
Voice of the Customer: Incorporating customer feedback to evolve the GTM strategy and improve sales contributions.
What is sales-led GTM strategy?
A sales-led GTM strategy relies on marketing and sales efforts to drive customer acquisition. It focuses on building a strong sales team and channel partnerships. This approach requires a deep understanding of the buyer’s business challenges, and building a business case on how the product can deliver tangible value and ROI to them.