We have released a full 90 minutes of the webinar recording.
The webinar is presented by Rolands Ozolins, co-founder of IBD Consulting and it was delivered in December 14, 2021, to a group of hi-tech startups in the event sponsored by the Latvian Investment and Development Agency.
So far this is the most comprehensive GTM strategy related content we have released.
We hope you find it useful. Please like it on YouTube and subscribe to our channel.
1:25 Introducing speaker Rolands Ozolins, the founder of IBD Consulting
2:17 About IBD Consulting, specialists in demand generation for tech companies
3:22 How tech buyers in B2B are buying today
6:40 The role of marketing content in demand generation
7:38 The importance of marketing technologies in B2B marketing
9:40 The basics of sales pipeline in B2B sales
11:48 Marketing and sales pipeline stage definitions
14:38 Understanding marketing and sales pipeline economics
20:40 What is GTM strategy and why it is needed in B2B marketing?
23:40 GTM strategy planning model
24:50 Specialization is a strategic shortcut
31.36 Buyers research interviews
34:30 Doing competition research
37:42 Defining target customers
40:01 Do not compromise on customer-fit
41:46 Selecting target markets
48:10 Selecting target purchase scenarios
50:51 Product positioning in b2b market
52:34 Defining the buyer’s persona
54:54 Analyzing purchase decisions
57:22 Designing customer journey
1:00:53 Designing b2b marketing funnel
1:04:04 Marketing and sales pipeline projection
1:05:53 Planning resources to manage business growth
1:09:45 The process of Go-To-Market strategy planning
1:10:52 Management must ensure strong marketing and sales collaboration
1:13:38 Why hire an external strategy consultant?
1:14:41 When is the right time to plan GTM strategy?