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Modern Revenue Generation – Selling with the whole company

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 funded 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 close Friday 10th February

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

AGENDA

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

    09:15 – 09:45

    Check-in

     

    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

    Break

     

    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

     

    11:30 – 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

    Break

     

    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

Contact the team

Adele Ward

Adele Ward

Programme Manager

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