What about customer-facing motions?
Maybe not considered a standalone go-to-market motion, but the customer-facing roles of customer service and customer success play a massive part in ensuring your customers have a great experience. So much so that if their experience is overwhelmingly positive, they will want to tell their friends about it. That means referrals, more leads, and (potentially) more revenue.
Customer success is also critical for revenue growth in terms of identifying risks of churn and mitigating them, while at the same time expanding accounts through upsells, cross-sells, and obtaining referrals.
Finally, let's talk about partnership-led growth. I'm seeing more and more partnership-led models these days - I predict it will be the next big trend in go-to-market motions.
The most successful example I've experienced is at HubSpot. They've changed their models a little now, but they'll attribute their growth to this partnership-led approach.
So what’s the answer?
In truth, I don't believe there is a single best one. I believe the best is a combination of different motions. Your solution, market, capacity, and capabilities should all play a role in the combination you choose.
My only advice is to make sure you've got revenue operations in place to make your strategy a reality. It’s only by establishing a strong team of operators building the infrastructure for your go-to-market motion that you will find the results you are looking for.
Share your thoughts on my LinkedIn Post here., or email me directly: natalie@revopsautomated.com.
Natalie Furness
