go-to-market

“Most material on go to market that you'll find in the general literature is around mature markets where you do things like market research and you know, how to do pricing and you know, how to do comparative analysis and all of this other stuff. And none of tha…”

“And I think actually one of the biggest logical fallacies that technical founders do is the following is they think that if you create a widget, it has intrinsic value and anybody that runs across that widget will be able to not only Understand how cool it is,…”

“So it turns out, at least in the enterprise space, pretty much all of the value of a company comes down to go to market. And this is very non-intuitive to me to begin with, but go to market is at least as important as technology.”

“Most of these mergers fail because the go-to-market is muddled and the sales organization is, is muddled after the merger, you know, after the merger happens.”

“As soon as you think about go-to-market, right, and you start to think, okay, now I'm going to spend marketing dollars. Do I understand what my lead generation costs? Now I'm going to hire sales. What's the throughput and conversion rate and quota and all that…”