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ABM is Becoming ABX: The Critical Role of GTM Operations

November 4th, 2024
By Sean Sullivan
abm, abx, account based experience, account based marketing, go to market, go to market operations, gtm, gtm ops

ABM has been a powerful tool, but ABX is the superior application. But without GTM Ops to manage the data, tools, and process, the strategy will struggle and fall apart.

By aligning your teams and investing in the right GTM Ops infrastructure, you can create a seamless experience that not only wins new business, it builds lasting relationships with your most important customers.

The key to success is not just in the strategy, but the operations that support it. When you can build the infrastructure that gets marketing, sales, and customer success to work together, the results can be amazing.

Don't Put Your Cart Before the Horse: ICP in the SAM, Not the SOM

October 1st, 2024
By Sean Sullivan
abx, account based experience, account based marketing, go to market, go to market operations, gtm, gtm ops, icp, sam, som, tam

You can avoid the biggest mistake that most companies make by basing your SAM on your ICP, not defining your SOM based on the original ICP. Define your city by finding the one that best fits your ICP profile; don't define a city based on a single street.