(Preview Webinar for Go-to-Market Strategy Reboot Camp) For founders, marketers, and sales professionals at B2B SaaS (software as a service), FinTech (financial technology), and IaaS (infrastructure as a service) firms -- especially startups, scaleups, and small businesses How B2B prospects and clients research and make buying decisions has changed. Quite dramatically! Some of the biggest names in the tech industry have figured this out. And they are shouting it from the rooftops: Gartner found that 83% of a typical B2B purchase decision -- researching, comparing options, and evaluating pricing -- happens before a potential buyer engages with a vendor. McKinsey discovered that 70% to 80% of B2B decision-makers now prefer to make decisions digitally. And LinkedIn, partnering with Edelman, concluded that “thought leadership remains critical to customer engagement, but breaking through the noise is harder than ever.” However, most SaaS, FinTech, and IaaS startups, scaleups, and small businesses are largely unprepared to confront this once-in-a-generation change in purchasing behavior -- that’s approaching at jet speed whether your company is prepared or not. And that’s why we hosted this webinar: to help you and your team upskill and stay relevant to how your prospects and clients want to buy. When you watch the recording of 5 Go-to-Market Strategy Best Practices, you’ll learn how to: Adapt your sales process to support your prospects’ and clients’ buying process Build your team with the right mix of generalists and specialists, modeled after some of the most successful professional baseball teams on the planet Connect the dots between marketing, sales, customer success, and product, so you approach go-to-market as a team sport Get on the radar screen of the right strangers, in the right places, at the right time, and in the right context Plan your content strategy for maximum relevance, efficiency, and effectiveness across the most popular formats And much more! This webinar is especially crucial for founders, marketers, sales professionals, customer success leaders, and product managers at B2B SaaS, FinTech, and IaaS firms -- especially startups, scaleups, and small businesses. Learn About Go-to-Market Strategy Reboot Camp http://www.GTMReboot.com

1. WEBINAR
Joshua Feinberg
SP Home Run
Presented By:
5 GO-TO-MARKET
STRATEGY
BEST PRACTICES
FOR B2B SAAS, FINTECH, AND IAAS
STARTUPS, SCALEUPS, AND
SMALL BUSINESSES

2. 20+ Years of Experience Advising and Consulting
B2B Tech Startup Founders (SaaS, FinTech, IaaS)
Both Bootstrapped and Venture-Backed
Plus, Nearly a Decade in Contractor Roles
Sales and Field Marketing for IBM
Partner and Product Marketing for Microsoft
Community and Events for HubSpot
Joshua Feinberg
Go-to-Market Content Strategist

3. Helps early-stage B2B SaaS, FinTech,
and IaaS startups grow better and
faster (Go-to-market strategy for
differentiation, competitive
positioning, and growth)

4. Adapt Your Sales Process
Build Your Team
Connect the Dots
Get on the Radar Screen of the Right Buyers
Plan, Create, and Distribute Your Content
Agenda (5 Go-to-Market Strategy Best Practices)
1.
2.
3.
4.
5.
Recommended Resources
Q&A

5. Adapt your
sales process to
support your
prospects’ and
clients’ buying
process.

7. As buyer
preferences
change, strongly
favoring a digital
buyer's journey,
sales professionals
also need to adapt

8. The bigger problem,
especially in
smaller companies:
how to build a
modern sales team that
can effectively and
appropriately engage with
leads throughout various
content campaigns

9. consultants
subject matter
experts
Adapting to changing
buyer preferences
often requires a
mindset shift for sales
professionals to be
repositioned as

10. Most personas
want to engage
with your
company, similar
to how they
engage with best-
in-class consumer
brands (B2C).

11. Think about how
your own
preferences
have changed in
recent months
and years.

12. Adapt your
sales process to
support your
prospects’ and
clients’ buying
process.

13. 100% generalists
Mostly generalists
The majority
Many are generalists
Some are generalists
None are generalists
What percentage of your
company’s team are generalists?

14. Adapt Your Sales Process
Build Your Team
Connect the Dots
Get on the Radar Screen of the Right Buyers
Plan, Create, and Distribute Your Content
Agenda (5 Go-to-Market Strategy Best Practices)
1.
2.
3.
4.
5.
Recommended Resources
Q&A

15. Build your team with the
right mix of generalists
and specialists. Model
after some of the most
successful professional
baseball teams on the
planet.

16. A TYPICAL MLB GAME IS
NINE INNINGS AND RUNS
ABOUT THREE HOURS.

17. IN AN ERA WHERE
EVERY DECISION IS
GUIDED BY
ANALYTICS KNOWN
AS SABERMETRICS,
BASEBALL PLAYERS
ARE INCREDIBLY
SPECIALIZED.

18. LATE
INNINGS
EARLY
INNINGS
AT THE MOST BASIC LEVEL, PLAYERS
TYPICALLY GET SIGNED FOR EITHER
8-9
1-7

19. WHEN MOST SAAS STARTUPS
CONSTRUCT THEIR
TEAM “ROSTER” FOR
MARKETING, SALES,
CUSTOMER SUCCESS, AND
PRODUCT, NEARLY ALL
INVESTMENT GOES TO
“PLAYERS” FOR
LATE INNINGS.

21. FROM A PRACTICAL STANDPOINT,
THIS HIRING DECISION MEANS THAT
THE COMPANY ISN'T REALISTICALLY
RESOURCED TO COMPETE IN THE
FIRST 60% TO 80% OF THE BUYER'S
JOURNEY
(WHEN MOST SELF-DIRECTED BUYER
RESEARCH AND PURCHASE
PREFERENCES ARE FORMED.)

22. Professional baseball teams
invested 90% of their team
payroll in players only needed in
the 7th, 8th, and 9th innings
IMAGINE WHAT
WOULD
HAPPEN IF...

23. Available for players needed for
the 1st, 2nd, 3rd, 4th, 5th, and 6th
innings
AND ONLY
HAD 10% OF
PAYROLL

24. POORLY
CONSTRUCTED
ROSTERS SET YOUR
GO-TO-MARKET
TEAM UP TO FAIL
(MARKETING,
SALES, CUSTOMER
SUCCESS, AND
PRODUCT)

25. SAAS STARTUP FOUNDERS
NEED TO LEARN FROM
PROFESSIONAL BASEBALL
GENERAL MANAGERS
(GM'S)
HOW TO RESPONSIBLY
CONSTRUCT THEIR TEAMS
TO COMPETE IN THE
DIGITAL BUYER'S JOURNEY

26. Build your team with the
right mix of generalists
and specialists. Model
after some of the most
successful professional
baseball teams on the
planet.

27. Adapt Your Sales Process
Build Your Team
Connect the Dots
Get on the Radar Screen of the Right Buyers
Plan, Create, and Distribute Your Content
Agenda (5 Go-to-Market Strategy Best Practices)
1.
2.
3.
4.
5.
Recommended Resources
Q&A

28. Connect the dots
between marketing,
sales, customer success,
and product, so you
approach go-to-market
as a team sport.

29. In traditional companies, marketing, sales, customer
success, and product live in four separate silos.
Result: Tons of internal friction (infighting, credit hoarding, and
backstabbing) ==> a lousy customer experience (CX)

30. Instead, build
your go-to-
market, so
everyone is
ALWAYS playing
for the same
team on the front
of their jerseys
"Go-to-Market"

31. Marketing
Sales
Customer success
Product
And it's only when they
turn around, that the
backs of their team
jerseys reveal

32. If your leadership team creates a toxic environment
where no one trusts anyone else, you've already lost.

33. Everyone on your GTM team needs to be cheering
for the same winning outcome.

35. Connect the dots
between marketing,
sales, customer success,
and product, so you
approach go-to-market
as a team sport.

36. We totally crush awareness
and consideration.
Our team is usually too late.
Our team knows and wants
to improve.
Our team doesn’t get it.
How often do you engage with
prospects early in their journey?

37. Adapt Your Sales Process
Build Your Team
Connect the Dots
Get on the Radar Screen of the Right Buyers
Plan, Create, and Distribute Your Content
Agenda (5 Go-to-Market Strategy Best Practices)
1.
2.
3.
4.
5.
Recommended Resources
Q&A

38. Get on the radar
screen of the
right strangers,
in the right places,
at the right time,
and in the right
context.

40. These awareness-
stage strangers
match one of your
target buyer
personas, but
these strangers
have no idea that
your company
exists yet.

41. Most of your prospects
won’t be ready for a
sales conversation until
they’re 60% to 80% of
the way through their
buyer’s journey.

42. Knowledge of your
product or service
comes much later in
the buyer’s journey -
- during the decision
stage.

43. goal that they’re
trying to achieve
problem that they’re
trying to solve
nagging challenge
that’s frustrating
them
What these strangers do
know, however, is that
they have a

44. The companies that
successfully create and
distribute helpful,
educational content from
the point of view of the
buyer persona, in the
exact words of the buyer
persona...

45. ...earn the chance to build
a relationship with these
strangers.

46. Get on the radar
screen of the
right strangers,
in the right places,
at the right time,
and in the right
context.

47. Adapt Your Sales Process
Build Your Team
Connect the Dots
Get on the Radar Screen of the Right Buyers
Plan, Create, and Distribute Your Content
Agenda (5 Go-to-Market Strategy Best Practices)
1.
2.
3.
4.
5.
Recommended Resources
Q&A

48. Plan your
content strategy for
maximum relevance,
efficiency, and
effectiveness across
the most popular
formats.

49. Comparing
the Video-
Last vs.
Video-First
Approach

50. The Video-
Last
Approach
It used to be very time-
consuming, expensive, and
complicated to create video
content.

51. In this
creative
process,
video
production
was the last
step

52. And then
embedded
into the
website page,
landing page,
or blog post.

53. The Video-
First
Approach
Today, go-to-market
professionals often start with
video at the beginning of their
creative communications
process.
START

54. Video as a
content
format for
traffic
generation
has over the
years become

55. Much faster to produce
Much less expensive to
make
Much simpler -- even for
non-professionals -- to
create, at least around
relatively simple content
needs

56. Triple-
Dipping
Video content asset (first
asset)
Repurposed into an audio
content asset for a podcast
(second asset)
Repurposed into a text
content asset for a blog
post (third asset)
1.
2.
3.

57. All from a
single video
and often just
a single
session with
your subject
matter expert

58. Plan your
content strategy for
maximum relevance,
efficiency, and
effectiveness across
the most popular
formats.

59. Adapt Your Sales Process
Build Your Team
Connect the Dots
Get on the Radar Screen of the Right Buyers
Plan, Create, and Distribute Your Content
Agenda (5 Go-to-Market Strategy Best Practices)
1.
2.
3.
4.
5.
Recommended Resources
Q&A

60. Your prospects and
clients have changed
how they research and
purchase technology.

62. Most SaaS and IaaS firms
are
completely unprepared
to confront this
once-in-a-generation
change
in purchasing behavior.

63. Living in the past
Still cold-messaging
people on LinkedIn and
begging for
15-minute meetings to
pitch your product or
service

64. Your Best Prospects Research and
Purchase Here
(Instead of Your Sales Team)

65. But these changes also provide incredible opportunities for
those teams that can position themselves as subject matter
experts, teachers, trusted advisors, and thought leaders.

66. Plus, Save 400+ Hours of Time When You Access
the Included 118 Downloadable Worksheets and
Checklists to Speed Up Your Own Implementation
20+ Years Advising and Consulting with
150+ B2B Tech Startup Founders/GTM Teams
Distilled Down into 11+ Hours of
Super-Affordable On-Demand Video Training

67. GTM/VPM/CMO Leader ($120K+/Year)
Agency Retainer ($60K+/Year)
VC Advisors Paid in Equity (Loss of Control)
Especially Valuable for Companies That Don't
Have (or Want to Supplement)
The 8-Step System for
Attracting the Right Clients and Growing Faster

68. Roadmap for Go-to-Market Strategy Reboot Camp

69. The Fundamentals of Go-to-Market
Strategy
Teamwork, Org Chart, and Content
Roles
Engaging Prospects with More
Intentional Lead Generation
The Digitally-Transformed Sales
Team
Go-to-Market Strategy Reboot Camp
Content, Competition, and Branding
Attracting the Right Audience
Accelerating Sales Cycles
The Role of Technology and the
Customer Success-Centric,
Companywide Digital Mindset

70. The Right People
The Right Places The Right Time
The Right Context

71. To help you invest in your growth with confidence,
Go-to-Market Strategy Reboot Camp is
backed by a 365-day money-back guarantee.

72. Adapt Your Sales Process
Build Your Team
Connect the Dots
Get on the Radar Screen of the Right Buyers
Plan, Create, and Distribute Your Content
Agenda (5 Go-to-Market Strategy Best Practices)
1.
2.
3.
4.
5.
Recommended Resources
Q&A

73. Got Questions?
Ask Your Questions in the Zoom Q&A

74. Learn more about
Go-to-Market Strategy
Reboot Camp
www.GTMReboot.com