HG Insights – GTM Partners

GTM Operating System Pillar Guide - Total Relevant Market

In September we released the 8-pillar GTM Operating System. Every month we are releasing deep dives into each pillar. The first pillar is Total Relevant Market. Sign up to get early access.

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Identify best-performing segments, customer cohorts, future possibilities

The GTM Operating System provides blueprints for how to run a successful plan to manage the execution of a successful GTM Motion(s) across the entire company. Each pillar builds on the next, allowing you to connect the dots between teams with significantly different roles. These 8 pillars are critical to ensuring that GTM is a company-wide holistic initiative and not just a marketing and sales initiative.

4 Steps: Total Relevant Market Definition

Gather ICP Intel

Collect characteristics of your ideal customers from GTM Teams.

Customer Comparison

Based on your ICP, who in your customer base is no longer an ideal customer.

Select Intel Provider

How will you gather the intel you need to systematically assess prospects.

ICP Scoring Model

Develop a model you can use to align the business around your targets.

Download the 4 Steps to identify & quantify your Total Relevant Market

About HG Insights

HG Insights, global provider in data-driven insights to 90% of Fortune 100® B2B tech companies, is your Go-To-Market intelligence partner.

We use advanced insights into technology intelligence—on installations, spend, and contract details paired with cloud product usage, adoption, and spend—to provide B2B companies with a better way to analyze markets and target prospects. Our customers achieve unprecedented results in their marketing and sales programs thanks to the indexing of billions of unstructured documents each day to produce a detailed census of the technologies companies use to run their businesses.