Trying to move upmarket in your GTM strategy?
Here are expectations that change with a MM and ENT audience. Make sure to change your GTM strategies accordingly:
BEFORE Form Fill:
– Talk to peers before buying
– Research on their own beforehand
Early Stage Sales:
– Do a trial / PoC with you
– Review your knowledge base
– Review your API documentation
Late Stage Sales:
– Check tech stack / custom integration requirements
– Go through security review (and legal review)
– Dig into product fit
Post-Sale:
– Expect professional services as an option to help them
– Expect you to have an implementation process
– Expect a CSM to guide them regularly
What would you add to this list?