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Modern Revenue Generation – Selling with the whole company


  • Thursday 2nd March (Modern Go-To-Market Motions)

    09:15 – 09:45



    09:45 – 10:15

    Welcome, overview & what does Modern Revenue Generation look like in scaling companies?  Why Go-To-Market is dominating discussions at organizations.


    10:15 – 10:45

    Operating from the bottom up instead of the top down using unit economics and example of a seemingly successful software company on its way to trouble


    10:45 – 11:00

    Coffee Break


    11:00 – 12:00

    Overview of the four primary sales motions (Product Led Growth, Inside Sales, Field Sales, Partnerships) and introduction of a revenue production line


    12:00 – 13:00

    Lunch Break


    13:00 – 14:00

    Product Lead Growth


    14:00 – 15:30

    Inside Sale at Scale and ThriveHive example


    15:30 – 15:45



    15:45 – 16:45

    Lola case study


    16:45 – 17:00

    Wrap up of the day. Review and sneak peek of day #2


    17:00 – 18:30

    Networking Event


    Homework: Complete Go-To-Market worksheets on your own company for discussion on day 2

  • Friday 3rd March (Go-To-Market Strategies)

    09:30 – 10:00

    Arrival and coffee


    10:00 – 10:15

    Welcome back, check-in and preview of day #2


    10:15 – 11:30

    Generating a sales lead


    11:15 – 11:45

    Coffee Break


    11:45 – 12:45

    Growth marketing & how it differs from typical marketing


    12:45 – 13:45

    Lunch Break


    13:45 – 14:15

    Sales process and methodology (stages and gates)


    14:15 – 15:45

    Modern customer success


    15:45 – 16:00



    16:00 – 16:30

    Bringing it all together and where do we go from here?


    16:30 – 17:00

    Discussion of Go-To-Market worksheets from homework

Go-To-Market (GTM) effectiveness is surpassing the importance of the product to become the dominant reason why companies succeed or fail. A phenomenal product has become table stakes; a successful GTM strategy is not.   

What is Modern Revenue Generation?

In this new world, companies are increasingly required to orchestrate and leverage every function of the company to align around complex and coordinated GTM motions. It is no longer enough to simply point to the sales organization and expect them to deliver a functioning GTM. Instead, sales, marketing, customer success, and even product must work together to bring products to market.

Delivered by serial entrepreneur and MIT Entrepreneur in Residence Adam Blake who will draw on a wealth of real-world experiences to bring relevant examples, data and knowledge to this workshop.

This workshop will cover the principles underlying the four major Go-To-Market motions: Product Led Growth, Inside Sales, Field Sales, and Partnerships, with deeper dives into the newer motions (Product Led Growth and Inside Sales).

In addition, traditional GTM stages will be explored with a focus on how each role in your organization (not just your sales team) needs to behave to maximize the ability to generate sales leads, perform growth marketing and operate a modern customer success organization.

This event is supported by the Department for the Economy.



About Adam Blake

Adam Blake is currently Co-Founder and Co-CEO of Telescoped, a referral only network of elite engineers in Latin America. Prior to Telescoped Adam co-founded ThriveHive, a SaaS company providing marketing solutions to small businesses that was acquired by New Media in 2016. Adam served in a variety of roles at ThriveHive, both before and after the acquisition, including COO, CMO, and GM and played an instrumental role in scaling the company to $100 Million per year in revenue. Prior to founding ThriveHive, Adam founded and bootstrapped a successful consumer electronics business and was an early employee at a cleantech startup where he served as director of technology development.

Adam holds three patents, has received a Bachelor of Science in Mechanical Engineering from Tufts University and an MBA from MIT Sloan School of Management with a Certificate in Entrepreneurship and Innovation. Adam is also an active startup advisor, investor, and currently co-teaches Entrepreneurial Sales (course 15.387) at MIT.

Applications are now closed

If you have any queries, please email our team

Who is this for?

  • NI-based scaling technology company with the ambition to grow to at least £10 million annual revenue
  • Open to CEOs / C-Suite sales executives
  • Actively selling and seeking to optimise revenues
  • Company in a position to invest in applying the learnings from the programme to
    • generate sales leads
    • perform growth marketing
    • operate a modern customer success organization
  • Numbers are limited, strictly one attendee per company

Key Dates

Monday 30th January: Open call

Friday 10th February: Applications close & Shortlisting

Thursday 2nd March – Friday 3rd March: Modern Revenue Generation at Catalyst, The Innovation Centre, Belfast

Contact the team

Adele Ward

Adele Ward

Programme Manager

Adele holds the position of Scaling Programme Manager at Catalyst, where she oversees the ... read more
Adele Ward

Adele Ward

Programme Manager

Adele holds the position of Scaling Programme Manager at Catalyst, where she oversees the delivery of our Inbound Investors, CEOs Connect, and Way 2 Scale programs alongside supervision for Basecamp Boston. These initiatives have a collective objective of expediting the growth trajectory of Northern Ireland’s top technology companies supporting them to achieve a market valuation of £100 million.

Before joining Catalyst, Adele gained valuable experience at Queen’s University Belfast, where she fulfilled various roles. These included managing a Horizon 2020 Doctoral Training program, Student Recruitment in Life and Health Sciences, and Development and Alumni Relations.

Adele holds a first class degree in Event Management from Ulster University and a Diploma in Digital Marketing from the Digital Marketing Institute.

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