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
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
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
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.
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.
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
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