Sangram Vajre

Nothing grabs attention of an audience than a personal story. But the way a personal story can be told is an art and formula. Here’s the formula: - the fall (what went wrong) - the struggle (how you felt) - the redemption (how you overcame) That’s the formula and the art is the how you tell this story!

5 types of partnership programs: - Channel - Ecosystem Each of these programs, when done well, leads to an effective partnership strategy. - Referral - Affiliate - Reseller -

In a GTM Benchmark report, 82% of companies report a significant slowdown in their sales velocity. But check out these stats: Partner-sourced opportunities have a 46% higher win-rate. Partner-influenced opportunities have a 99% high win-rate. Partner-sourced opportunities show an 11% shorter time to close.

Five types of partnerships exists in go-to-market (GTM): 1. Channels 2. Ecosystem 3. Referral Programs 4. Affiliate Programs 5. Resellers more on this here - https://gtmonday.substack.com/p/hot-off-the-presses-new-partner-led

TRM = Total Relevant Market (folks you need to sell this quarter/year) TAM = Total Addressable Market (folks you need to sell in a lifetime) Dharmesh Shah, co-founder of Hubspot, recently posted this mind blowing statistic about HubSpot: HubSpot is 16 years into our journey. We are at $1.5B+ in ARR. 150k+ customers. But, we are still < 10% market share. Boom! That means they are not even close to their TAM and still created a big enough market to go for IPO, with billions in revenue and 1000s of customers. This is why market sizing is so important and TRM is way to do it.

One of key roles is to understand which go-to-market (GTM) motion to focus on to drive strategic growth. Here are the six different GTM motions: Inbound sellers need to be efficient, process-oriented, and have excellent qualification skills. Outbound sellers need to be more proactive and willing to hunt for their dinner. Product-Led Growth sellers using a sales-assisted PLG motion. Partner-Led Growth sellers using an ecosystem/affiliate model. Event-Led Growth sellers need to love to schmooze. Community-Led Growth sellers need to be great conversationalists, good listeners, and adept at building and managing their own reputation.