"M is for Market & it all starts here. Customers are our true north. Set your compass to serve your customer & then let your Operations, Velocity, and Expansion roll!"
-Geoffrey Moore - Author, Crossing the Chasm & Zone to Win (sold over a million copies)
Ideation. Transition. Execution.
These are the three stages of business growth every C-suite leader must navigate throughout the life of their company. Surviving each one is not good enough. You want to thrive, evolve, and, when necessary, transform.
But who do you market to? What do you need to operate effectively? When can you scale your business, and in which areas can you grow the most?
As the markets change, so will your answers. But these four questions will help you focus on the who, what, when, and where of your business— and they remain the same. In MOVE, Bryan Brown and I provide you with a four-question framework that will reveal your next steps and propel you forward, no matter the size of your company or the stage you’re in. You’ll learn how to take your business from ideation to execution and predict your next MOVE more confidently.
You have the vision, the people, and the plan. Now you have the operating manual. This book is the go-to market blueprint that provides you with the confidence and clarity to get unstuck and level up your organization for long-term success.
The 4-Question Go-to-Market Framework
Who should we market to?
It’s not the total target market but relevancy of your target market that will drive business outcomes.
What do you need to operate effectively?
The role of revenue operations is to discern between the truth by the numbers and the opinions of the members.
When can we scale our business?
Time kills all great ideas. Exercise of prioritization. Focus. Translator for consistency.
Where can we grow the most?
The more expansive the distribution strategy, the bigger the opportunity.
ABM is B2B
ABM for Dummies
