We are experiencing a widespread loss of GTM Fit. It's a stark reality that can no longer be ignored. This is not merely a hunch but a fact substantiated by hard data that David Spitz from BenchSights has collected over the past months, and it shows: ⬇️ We now operate at half the growth rate. ⬆️ A 1.5x increase in customer acquisition costs. ⬇️ NRR in freefall. These factors are compounding, and if current trends are any indication, we can expect more to come. It is driving more and more startups and scaleups to act under pressure to boost profitability and increase Free Cash Flow (FCF) margins. 🔄 The Dilemma: New GTM strategies or the tried and tested? Some are chasing larger deals or trying new campaigns like "PLG LeadGen," while others are betting on AI to help improve emails. But our take is a lot simpler. We believe the real game-changer lies in refining and scaling proven GTM motions, but fewer of them. For this, we have come up with three simple steps: 1️⃣ Analyze unit economics: Identify which GTM motions to keep or cut. 2️⃣ Cut costs wisely: Keep the most effective and efficient GTM motions. 3️⃣ Enhance and iterate: First improve (human-led) processes and THEN integrate AI. Dave Boyce and I have delved deep into all of this in the attached research report. Enjoy, let us know if this reflects what you are experiencing right now? #GTMStrategy PS: To download the paper, click on the document below, then click the fullscreen button in the lower right, and voila, a download option ( ⤵ ) will appear in the upper right corner.
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