Go-to-Market (GTM) Maturity Assessment Find Out How Your GTM Stacks Up Organization KPIs & Goals 1. What are the critical KPIs your organization uses to keep you on track to reach the organizational goals you have set? (Select all that apply) Increased Pipeline Speed to Cash/Pipeline Velocity MQL Targets MQA Targets Revenue Retention Expansion/Cross-sell/Upsell Please enter a valid choice 2. How well aligned are your Sales & Marketing teams on these KPIs and the supporting metrics to reach them? (5 = Very Well) 12345 Please enter a valid choice Ideal Customer Profile & Total Addressable Market 1. In terms of identifying your Ideal Customer Profile (ICP), the Total Addressable Market (TAM) and the key Buyer Personas, how well has that been identified and documented for your organization? (5 = Very Well) 12345 Please enter a valid choice 2. How well aligned are Marketing and Sales in the identification of your ICP, TAM and Buyer Personas? (5 = Very Well) 12345 Please enter a valid choice 3. How well aligned are Marketing and Sales on the tiering and prioritization of Accounts? (5 = Very Well) 12345 Please enter a valid choice ABX Strategy 1. How well aligned are the Marketing and Sales motions that are used based upon the tier and level of engagement of an Account? (5 = Very Well) 12345 Please enter a valid choice 2. Please rate your ability to track the Buyer Journey of each account with defined criteria for each journey stage. (5 = Very Well) 12345 Please enter a valid choice 3. How well are you differentiating the Sales and Marketing messaging and tactics used based upon where an account is at in the buying journey? (5 = Very Well) 12345 Please enter a valid choice 4. How well are you differentiating the Sales and Marketing messaging and tactics used based upon what people at that account have shown interest in? (5 = Very Well) 12345 Please enter a valid choice Data Foundation 1. Please rate the breadth of behavioral data you are currently using to prioritize accounts and/or determine where they're at in the Buying Journey (5 = We use almost all of the data sources) Example Behavioral Data 3rd Party Intent Data Anonymous Account-level Web Traffic Marketing Automation Person-level Web Traffic Marketing Campaign Data (through Marketing Automation and/or CRM) Other Marketing Automation Activity (e.g. Form Fills, Email Activity, Webinar Activity) Sales Engagement Activity (through integrated email tracking or direct CRM tracking) 12345 Please enter a valid choice 2. Please rate the breadth and accuracy of firmographic/technographic data you are currently using to prioritize accounts and/or determine where they're at in the Buying Journey (5 = We use almost all of the data sources) Example Behavioral Data Firmographic: # of Employees, Revenue, Industry/Sub-Industry Technographic: Complementary and Competitive Technologies that an Account might use today 12345 Please enter a valid choice Measurement Strategy 1. How well does your organization use data and analytics to inform its go to market strategy and decisions? (5 = Very Well) 12345 Please enter a valid choice 2. How does your organization track and measure the effectiveness of its marketing efforts? (Select all that apply) Web Analytics Single-touch Attribution Modeling Multi-touch Attribution Modeling Pipeline & Revenue Influence Individual Campaign Performance Please enter a valid choice 3. How likely are you to meet or exceed pipeline and revenue targets? (5 = Very Likely) 12345 Please enter a valid choice Generate Assessment … … Back Next Step Get New Assessment Step 1 out of 6 Related Resources Demandbase One On-Demand Demo Watch five on-demand demos of Demandbase One Go-To-Market (GTM) platform for B2B marketing and sales organizations. Watch now Unspam Your Brand Add account-based marketing to your lead-based approach for a comprehensive go-to-market that takes your growth to the next level. Read now Smarter Go-To-Market™ Powered By Account Intelligence This guide showcases your data's potential when combined with the right elements and deployed in the right way. Welcome to Smarter Go-to-Market. Read now
Demandbase One On-Demand Demo Watch five on-demand demos of Demandbase One Go-To-Market (GTM) platform for B2B marketing and sales organizations. Watch now
Unspam Your Brand Add account-based marketing to your lead-based approach for a comprehensive go-to-market that takes your growth to the next level. Read now
Smarter Go-To-Market™ Powered By Account Intelligence This guide showcases your data's potential when combined with the right elements and deployed in the right way. Welcome to Smarter Go-to-Market. Read now
