Too many of us think that go to market is a sales and marketing exercise (some think it's only marketing), but as Sangram Vajre, author of Move: The four question go to market framework and 3X Helping Sells Radio (Ep. 68 and Ep. 154) guest says, go to market requires marketing and sales and customer success to work as one.
Where most companies falter is on one of these:
They can:
Make but can't sell
Sell but can't deliver
Deliver but can't renew
Renew but can't expand
All four of these "motions" must work for a company to be successful, and that is where Vajre's four question go to market framework comes in.
More about Vajre:
The book: http://themovebook.com
The Valley of Death we talked about: https://venturebeat.com/2019/03/30/getting-to-50-million-how-to-avoid-the-saas-valley-of-death/
More about ServiceRocket:
On Linkedin: https://www.linkedin.com/company/servicerocket/
On Twitter: https://twitter.com/servicerocket
On Facebook: https://www.facebook.com/ServiceRocket/
On Instagram: https://www.instagram.com/servicerocket/
317 Sangram Vajre Go to market has a new roommate: Customer success