Hello, friends. Welcome to a tradition unlike any other. This is the RevOps MBA with Brian Kreutz.

So, what is go to market? Right? This is another term that has been huge kind of alongside RevOps. Which teams in your company comprise kinda your go to market teams, or do you have a specific go to market function that you kind of, outlined?

So, it kinda went from, like, sales ops to a lot of rev ops stuff, and now it's a lot of go to market teams. So so how would you guys describe go to market and which teams your company, comprise of it? And so Gary says sales marketing, CS, and partner team. Sales ops, marketing ops, sales ops.

Yep. Okay. Sales sales ops, marketing sales. It's interesting you guys are saying sales ops is different than marketing and sales.

I get it, but it sounds like, Chris and Rich, does that mean sales ops folks don't report up to sales? They report up to kind of more of a centralized part of the business? No. Sales ops reports to the CRO.

Marketing ops reports to the CMO.

Okay. That makes sense.

Yep. Alright. Looks like everyone's, you know, kind of in alignment here. And so, let's go through a couple different ways of go to market.

So go to market strategy is a plan that details how an organization can do two things. You've got your go to market motions and your go to market tactics. So the motions are what we're gonna talk about and the tactics are what you guys do on a daily basis. So the motion is how do you engage your customer to convince them to buy your product or service and get a competitive advantage?

The tactics, you know, relate to pricing sales channel, the buyer journey, product services, all that stuff. So finding your target addressable market, your TAM, your ideal customer profile, ICP, kind of analysis, messaging, pricing. So the tactics are extremely important once you understand what your motions are.

And so go to market motions, again, these have kind of changed terminology recently. On the left hand side, we have product like growth, which really the customer acts as marketing and sales.

The next we have usually we call it inside sales now. You know, some people call it one stage. So this is full cycle, full cycle inbound and close one. You can guide people to your sign up page potentially, but you're running the full cycle deal.

Then we have our two stage. This is the commonly referred to an SDRAE combo. So So there's an outbound motion on top of inbound with the SDR doing discovery and the AE doing demo to close deal. This is often where quotes, proposals, and negotiation really picks up and takes place.

Of course, you can do that, in one stage as well. Then you have field sales. You know, there's a region or a segment or maybe a vertical with maybe ten to a hundred accounts based on the size of those. Those are doing custom demos, solution engineers are being brought on custom proposals, on-site presentations.

You're really building out during the sales process, exactly how you're gonna implement that for their specific business. That's really not a one size fits all. And then we have named accounts. You just manage a named account.

You know people and you identify upcoming projects. So a lot of times, an entire team internally will be just on this one named account, and these are obviously the the largest, clients that you'll have.