Top 10 Rules for Building a Scalable Go-to-Market Engine
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Transcript of Top 10 Rules for Building a Scalable Go-to-Market Engine
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TOP 10 RULES FOR BUILDING ASCALABLE GO-TO-MARKET ENGINE
byJeetu Patel | @jpatel41
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RULE #1
PEOPLE BUY FOR FOUR REASONS, SOPREPARE YOUR TEAMS FOR THESE
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F INANC IAL
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TECHN ICAL
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POL IT ICAL
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EMOT IONAL
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RULE #2
DON'T BUILD A PRODUCT
WITHOUT CLEARLY UNDERSTANDINGYOUR AVAILABLE ROUTE-TO-MARKET
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RULE #3
DON'T MAKE
PRO-SERVICES A PROFIT CENTER.INSTEAD,
OFFER A CUSTOMER SUCCESSFUNCTION FOR FREE
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GREAT CUSTOMER SUCCESS TEAMS ELIMINATE SHELF-WARE AND
PUSH PRODUCT TEAMS TO BUILD BETTER PRODUCTS FOR THEIR CUSTOMERS
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RULE #4
LEARN HOW TO SELL YOUR OWNPRODUCT FIRST BEFORE TRYING TOENABLE A VOLUME DISTRIBUTION
CHANNEL
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RULE #5
IT IS VERY LOGICAL TO GO UP-MARKET, BUT ALMOST IMPOSSIBLE
TO GO DOWN-MARKET
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RULE #6
FOCUS ON SOLVING VERY FEWPROBLEMS AND OBSESS ON BEING
10X BETTER THAN OTHERS, NOT 10%
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RULE #7
REPETITION IS THE ESSENTIAL
ELEMENT FOR SALES ENABLEMENT
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RULE #8
DON'T KEEP SALES REPS IN SAASCOMPANIES EMPLOYED THAT CAN'TDEMO THE PRODUCT IN THE FIRST 60
DAYS
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RULE #9
DEEP USER ENGAGEMENT IS THE MOSTIMPORTANT METRIC FOR ANY SAAS
OFFERING
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RULE #10
MAKE IT REALLY EASY FOR CUSTOMERSTO TRY YOUR PRODUCT