Singh: Over-specialized GTM roles diffuse responsibility and reduce deal ownership
Curran Singh · How to Double Your Magic Number and Increase Your Go-to-Market Efficiency with Sapphire Ventures · Feb 27, 2024 · at 12:25
Curran Singh, Partner at Sapphire Ventures, discusses why adding specialized sales support roles failed to increase SaaS sales productivity.
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“These investments, while it was the right decision in some way, shape, or form, or the premise was correct, have actually led to a diffusion of responsibility, which has led to a lack of ownership. In other words, nobody's quarterbacking the full go-to-market engine the same way as they were before.”
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