Discover a strategic framework that’s setting the new standard for Customer Success. Watch our latest webinar.

back to all resources
Podcasts

Achieve A Triumphant Go-To-Market Transformation

Episode 04

A successful GTM transformation requires close collaboration between your cross-functional departments and a dedicated transformation team. On this episode, Biju Bhaskar shares his insights on how to build and strengthen that partnership in enterprise organizations.

Achieve A Triumphant Go-To-Market Transformation

Transformation shouldn’t be done for the sake of transformation; it needs to be directly tied to business impact.”

– Biju Bhaskar, Global Head of GTM Transformation, Thomson Reuters

GTM Transformation Depends On Strong Internal Alignment

Transforming the GTM strategy to support a recurring revenue business model is not something that can be achieved overnight by existing business leaders alone. In enterprise organizations with thousands of customers, millions of dollars in revenue, and leaders with gigantic targets to hit, it’s unrealistic to ask your existing leaders to drive a multi-dimensional transformation of this size and scope. To ensure success, you need a dedicated leader, team and function whose primary role and responsibility is leading this extensive transformation.

Employing a team is just the beginning. A successful GTM transformation needs to be a multi-function transformation – it’s not just Sales, Marketing, Professional Services, Product or Customer Success alone; this initiative requires constant engagement and contribution from all of these functions. Transformation needs to be done with the business, not done to the business. This is why your transformation team must be enablers and facilitators of a GTM transformation that co-creates a solution in close partnership with the rest of your organization. To garner the willing involvement of all of these teams, you need to secure top-down buy-in with strong advocacy from Senior Leadership. Without this, you won’t be able to drive an impactful transformation that permeates your company as an organization-wide initiative.

In This Episode, You’ll Learn:

  • The five key pillars of a successful GTM transformation
  • How to showcase the business impact of your transformation and garner enthusiastic buy-in from executive leaders
  • The top qualities you should look for when hiring a transformation leader

In This Episode, You’ll Hear From:

Biju Bhaskar, Global Head of GTM Transformation

Biju is an experienced Business Transformation Executive with 20+ years of experience in successfully leading enterprise digital transformations, designing exciting new customer experiences, and radically re-designing businesses to become agile, so that they can improve their capability and velocity to capture new business value.

He is an early pioneer of bringing agile thinking & practices to enterprise organizations and is passionate about driving innovative change and developing top talent. He has a proven track record of leading many cross-functional global teams focused on accelerating the impact of digital & agile way of working for many of the world’s leading organizations. He is also one of the founding members of McKinsey Digital Labs, where his primary mission was to help large companies innovate like small start-ups. Biju holds an MBA from Wharton School at University of Pennsylvania.

Ross Fulton, Founder & CEO

Prior to founding Valuize, Ross spent over 16 years growing software companies and their partners in go-to-market strategy, sales engineering and customer success leadership roles on both sides of the Atlantic. An Englishman by birth but not by nature…he’ll take an espresso over tea every time!