TOP 10 RULES FOR BUILDING ASCALABLE GO-TO-MARKET ENGINE

byJeetu Patel | @jpatel41

RULE #1

PEOPLE BUY FOR FOUR REASONS, SOPREPARE YOUR TEAMS FOR THESE

F INANC IAL

TECHN ICAL

POL IT ICAL

EMOT IONAL

RULE #2

DON'T BUILD A PRODUCT

WITHOUT CLEARLY UNDERSTANDINGYOUR AVAILABLE ROUTE-TO-MARKET

RULE #3

DON'T MAKE

PRO-SERVICES A PROFIT CENTER.INSTEAD,

OFFER A CUSTOMER SUCCESSFUNCTION FOR FREE

GREAT CUSTOMER SUCCESS TEAMS ELIMINATE SHELF-WARE AND

PUSH PRODUCT TEAMS TO BUILD BETTER PRODUCTS FOR THEIR CUSTOMERS

RULE #4

LEARN HOW TO SELL YOUR OWNPRODUCT FIRST BEFORE TRYING TOENABLE A VOLUME DISTRIBUTION

CHANNEL

RULE #5

IT IS VERY LOGICAL TO GO UP-MARKET, BUT ALMOST IMPOSSIBLE

TO GO DOWN-MARKET

RULE #6

FOCUS ON SOLVING VERY FEWPROBLEMS AND OBSESS ON BEING

10X BETTER THAN OTHERS, NOT 10%

RULE #7

REPETITION IS THE ESSENTIAL

ELEMENT FOR SALES ENABLEMENT

RULE #8

DON'T KEEP SALES REPS IN SAASCOMPANIES EMPLOYED THAT CAN'TDEMO THE PRODUCT IN THE FIRST 60

DAYS

RULE #9

DEEP USER ENGAGEMENT IS THE MOSTIMPORTANT METRIC FOR ANY SAAS

OFFERING

RULE #10

MAKE IT REALLY EASY FOR CUSTOMERSTO TRY YOUR PRODUCT