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Revamping Your GTM Strategy: Key Expectations for Mid-Market and Enterprise Audiences

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

– 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?