podcast | October 24, 2016
Do You Have the Right Go-To-Market Model for Your Product?
On today’s show we discuss product strategy and the impact on sales and marketing. Our guest is Peter Sheldon, the Vice President of Strategy at Magento Commerce. Magento is a leading e-commerce platform providing enterprise solutions. Before his position at Magento, Peter was one of the foremost thought leaders at Forrester on the topic of e-commerce.
The goal of the show today is to think through product strategy using Magento as a use case. Your company’s go-to-market model needs to flow out of the product strategy.
It’s nearly impossible to build a sales and marketing strategy that makes your number every year if you don’t fully understand the product strategy. The go-to-market strategy for sales and marketing changes significantly based on how you answer these product questions. Listen to Peter bring the question of product strategy’s impact on sales and marketing to life with the Magento use case.
It’s difficult to grow revenue faster than your industry’s growth rate and faster than your competitors. Leverage the How to Make Your Number in 2018 to access a revenue growth methodology to hit your number quarter after quarter, and year after year.
There are different types of product strategy: Market Expansion, Market Share and Market Exposure. These represent very different product strategies. Spend the time to get these right. Your go-to-market model for sales will be very different depending on which strategy is selected.
Work with your product leader to get answers to these questions to align your strategies. Peter answers a series of questions to help sales and marketing leaders understand the impact of product strategy on the overall go-to-market strategy.
Have expectations gone up and left you wondering if you can make your number? Here is an interactive tool that will help you understand if you have a chance at success. Take the Revenue Growth Diagnostic test and rate yourself against SBI’s sales and marketing strategy to find out if:
SBI TV episodes bring you Sales and Marketing insights from B2B industry thought leaders and growth experts, on topics like product, pricing, customer experience and success, and go to market. Catch up on new and previous episodes here.