HG Insights’ latest Master Class, “From Data to Decision: How To Build A Go-To-Market Strategy Based On Data,” taught attendees how to leverage data-driven insights to create actionable, and highly effective, execution strategies for technology intelligence vendors’ Go-To-Market motions.
Barry Magee, VP Client Transformation, and David Crossman, Senior Director, Customer Solutions, explained how viewers can use these insights to:
- Plan which markets have the greatest number of companies that need their solutions
- Optimize their territories, focusing on the specific accounts that have the highest propensity to buy
- Execute data-driven Go-To-Market strategies by fine-tuning granular details for each prospect—like creating laser-focused messaging, for example—to maximize the chances of closing
Barry brought his background as a former HG customer and his 20+ years translating multiple strategies across different types of business units in the industry. Meanwhile, David’s 20+ years of experience helping customers maximize customer value provided invaluable insights to the Master Class.
What You Missed
The most salient takeaway from the Master Class is that you need to become a data-driven organization. Here are three things you should know about turning data into decisions:
- You already have the tools and framework to become a data-driven organization
- Injecting data and insights into your businesses’ DNA is a transformation over time, there’s no silver bullet to magically get you there
- You must solve for systems, not symptoms. Relying on “big tech” or massive structural changes won’t help you, you just need simple process adjustments to standardize for all your teams
- Slow down to speed up
- The urgency to deliver results means we seldom spend enough time validating, planning, and optimizing our ideas before we execute them, resulting in wasted time and resources
- Spend some time testing and validating your ideas before speeding ahead with them. Even if it takes a little longer at the start, you’ll get better results, faster
- You need company-wide strategic cohesion
- The reality is, there are competing perspectives and needs within every organization. To work together, you need to agree upon, and operate from, a central, trusted source of information (quality data)
- It takes a bit of time and a little more focus, but if you set a plan and stick with it, you’ll lift your conversion rates by up to 20%
If you aren’t doing these three things, you need to… even if your organization is already data-driven.
Not sure where to start?
If you’re looking for a new, data-driven approach to growing and winning your markets consistently, this Master Class is for you.
A special offer for everyone who attended our Master Class that we’d also like to share with you.
Choose from several custom reports created by HG Insights for your specific market and industry. You can select a special offer that’s most valuable to you:
- Free Sample TAM SAM SOM Analysis
- Free Competitive Displacement Report
- Free Sample ICP Snapshot Report
- Or speak with an HG Go-To-Market expert