Assess Your Revenue Growth Model to Improve Executive Alignment

“Executive alignment is critical to growth and value creation. Nearly 75% of companies with high commercial momentum have go-to-market (GTM) leadership teams that are highly aligned.”

This may sound like common sense to many executive leaders, but some companies can still have a hard time making this happen when their leaders don’t know where to start. Charting your organization’s course to GTM improvement begins with assessing your revenue growth model so you can figure out which areas need to be prioritized and align your executive leadership accordingly.

To get your organization started, SBI has the Revenue Growth Model Assessment (RGMA)—a valuable tool that provides GTM leaders with leadership-level prioritization of focus areas across seven GTM dimensions. By assessing criticality, execution confidence, and alignment among GTM leaders, this tool enables you to prioritize initiatives in an objective manner.

Identify focus areas across 7 GTM dimensions

The RGMA was built using SBI’s collective expertise in GTM best practices, enabling you to pinpoint the exact areas and capabilities for prioritization in your growth strategy. Briefly, the seven solution areas covered are:

1. Commercial Strategy and Structure
   Covers capabilities concerning your growth levers, revenue model, GTM strategy, and customer experience.
2. Growth Office
   Looks at charter and structure design, governance and accountability, operating cadence, and more.
3. Commercial Talent
   Covers commercial talent strategy, recruiting, onboarding, competency, coaching, performance management, and more.
4. Pricing
   Concerns all things pricing from pricing strategy to competitive analysis, value analysis, margin leakage analysis, and more.
5. Marketing
   Covers a wide range of capabilities from marketing strategy to buyer segmentation, brand, awareness, content marketing, demand creation, marketing operations, and more.
6. Sales
   Everything from sales strategy to account segmentation, sales org, quota, compensation, prospecting, new logo generation, pipeline and forecasting, sales enablement, and more.
7. Customer Success
   Looks at strategy and org design, customer onboarding, renewals, customer advocacy, customer success operations, and more.

Example of RGMA evaluation and how to get started

The RGMA gathers input from GTM leaders and key stakeholders to provide you with an evaluation in four distinct dimensions.

Firstly, the criticality of specific solution areas, compared with execution confidence. The scores of these two dimensions are then mapped out on a quadrant to help you identify key opportunities on “must address” priorities, also flagging areas where you could potentially reduce investment. Lastly, the evaluation also provides visibility into GTM capability alignment—areas where your leadership team shares consensus, as well as areas where you need to drive greater alignment.

Figure 1: Sample output of Dimension 3, the Opportunity quadrant.

Deploying the RGMA involves just three easy steps:

1. Schedule and send the survey to leaders and key stakeholders across your GTM organization who are involved in strategy and execution.
2. Participants take about 20 minutes to answer the questions about criticality and execution confidence across a variety of GTM capabilities.
3. An SBI Growth Advisor will schedule a 30-minute follow-up session with you to discuss your personalized results and action items.

SBI periodically publishes reports containing insights from market research and surveys of GTM leaders, helping readers stay ahead of the latest trends to make better business decisions. Visit the SBI Research Library now to preview the latest reports.