Tinker: A GTM playbook is a buying journey, not sales slides
Bob Tinker · a16z Podcast | Finding Go-to-Market Fit in the Enterprise · Feb 26, 2019 · at 15:08
Bob Tinker, enterprise software veteran, reflects on mistakes made during his early career as a first-time startup CEO.
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“This is something that I got horrendously wrong as a first time CEO is that I thought like having a go to market playbook essentially meant you have a really good PowerPoint pitch. And some good sales tactics. And that was horrendously wrong because your go-to-market playbook really is paying attention to how you're able to find customers, move them through the buying journey, what's working, what's not working, and how you ultimately get them to decide and onboard and use your product.”
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