What Top Industry Trends Might Mean for Your Go-to-Market Strategy

Posted by Ashish Vazirani on Wed, Oct 26, 2016

                  Noreen Nagji co-wrote this post with Ashish Vazirani.

This post is the final in a seven-part series examining top trends that are reshaping the high-tech industry. 

Sports metaphors and motivational quotes from coaches and athletes are used frequently within the business world because they can be highly applicable—or because many in the business world are former or frustrated athletes. Sports and business are both competitive undertakings where the goal is to win or, at a minimum, to compete well. And one thing that’s as true in business as it is in sports is that it’s important to alter your team’s strategy depending on each opposing team that you’re matched against, and to leverage the internal talent that you already possess. The Chicago Cubs’ recent success driven by what the Ricketts family, Theo Epstein and Joe Maddon—the team’s owners, president of baseball operations and manager, respectively—have done is an excellent example of making adjustments with the goal of winning.

Over the past few weeks, we’ve discussed the five trends that we believe are shaping the go-to-market approach in the high-tech industry. Although not every technology company is affected by each trend, it’s important to recognize which of these five trends are most relevant to your business, or if there are other trends that might come into play.


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Four Ways to Link GTM Strategy and Customer Experience Improvements

Posted by Erik Long on Thu, May 09, 2013

A prospective client recently lamented that his company doesn’t have the capabilities and processes in place to ensure delivery of a consistent, high-quality customer experience across a range of channels. This got me thinking about the best ways to connect customer experience and go-to-market (GTM) strategy. 


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Upstream or Downstream? Don’t Let Your Service Provider Model Go Adrift

Posted by Kris Bose on Tue, Nov 20, 2012

Technology vendors face many challenges when navigating the various service provider (SP) models in the cloud and identifying the best partnership bets, as I explored in my last blog.

The next logical question is, so how do we build the right go-to-market (GTM) framework to engage our service provider partners successfully?


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How to Ensure Your Sales Channels Don’t Get Lost in the Clouds

Posted by Kris Bose on Mon, Oct 22, 2012

The IT forecast for the foreseeable future is very "cloudy" indeed—and it’s driving some tectonic changes in the go-to-market (GTM) terrain. The business case for the cloud is well established: ITaaS adoption is proliferating, but it still leaves the dilemma for both technology vendors and channel partners of how they should change their GTM strategy and partnerships when faced with fundamental business model changes.


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