
Enterprise GTM School
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Overview
Enterprise selling is about selling an outcome. It means your customer transform their business’s future for the better and sell them a tool that makes their job easier.
This 10-week school is designed to offer strategic perspectives for those looking to strategize, build, and execute effective Enterprise GTM strategies. Students will learn the core elements of a successful Enterprise GTM plan to lead their teams to success. We’ll dive deep into pricing, forecasting, building your team, contracts, and more.
Information
About
This 10-week school will provide students with perspectives and actionable insights on topics like territory and comp planning, forecasting, pricing for growth, scaling the GTM team, and more to structure an Enterprise GTM team for success.
Who Should Enroll?
This school is designed for anyone in sales, business development, revenue operations, customer success, and marketing that wants to uplevel their go-to-market strategy and approach for the enterprise sector.
Impact
By the end of this course, you will be equipped with the knowledge and skills to:
- Build an effective enterprise pricing strategy, removing the guesswork
- Use forecasting to create predictability and accuracy as well as to plan, invest, and grow
- Build and leverage other areas of your business (Customer Success, Partners, and Marketing) as growth engines
- Understand the key levers of your business and how to best leverage them
Why Enroll
Selling to enterprise accounts is more complex. Building and structuring an Enterprise GTM team is no different. This school will teach you the core elements of a successful Enterprise GTM plan so that you can lead your teams to success.
Curriculum
Session #1
Enterprise GTM Fundamentals
By the end of this class, you will be able to:
- Identify the major differences between enterprise selling and transactional selling
Session #2
Territories and Comp Plans
By the end of this class, you will be able to:
- Avoid the top challenges when building a comp plan
- Use compensation as a way to win and retain top talent
- Ask yourself the important questions before territory planning and use guidelines for territory management
Session #3
Pricing for Growth
By the end of this class, you will be able to:
- Remove the guesswork when building your pricing strategy
- Experiment with different pricing strategies
Session #4
Sales Strategy and Process
By the end of this class, you will be able to:
- Use the bowtie model for scientific growth
- Apply the 5 steps to improve sales results
- Create a sales playbook with the fundamental elements
Session #5
Pipeline and Forecasting
By the end of this class, you will be able to:
- Coordinate forecasting efforts and goals across teams
- Use forecasting to create predictability and accuracy as well as to plan, invest, and grow
Session #6
Marketing and Demand Generation
By the end of this class, you will be able to:
- Build your marketing foundation by identifying what you offer, who you are offering it to, and why they should choose you
- Identify the different channels to reach your audience
- Identify different digital strategies to convert leads
Session #7
Channel Partners
By the end of this class, you will be able to:
- Define the key partner terms
- Build a partner framework that aligns “why” you are doing this, maps your ecosystem, and builds your partner taxonomy
- Structure, comp, and scale a partner team
Session #8
Building and Scaling the GTM Team
By the end of this class, you will be able to:
- Effectively plan your sale cycle
- Hire for different growth stages
- Manage team dynamics
Session #9
Managing CEO and Board Expectations
By the end of this class, you will be able to:
- Ask your CEO and your Board for feedback
- Own more than just your functional swim lane(s) and embrace the “First Team” mentality
- Have a strong command for the P&L and broader business, including SaaS metrics
- Understand the key levers of your business and how to best leverage them
Session #10
Onboarding, Renewals, and Expansion
By the end of this class, you will be able to:
- Use NRR as the north star metric for your organization
- Use CS as a growth engine
- Drive alignment between sales, marketing, and customer success as Net retention is a company-wide goal
- Organize & segment for growth and retention across teams
What Our Students Have To Say
“A thank you to the facilitators, presenters, and the individuals behind the scenes that created relevant and compelling course work. Thank you to Sam Jacobs and Pavilion for creating such a valuable community.”
“For someone who is fairly new to a pure SaaS role, the content was challenging, instructive, and enlightening. I can’t count the number of A-Ha! moments during our weekly classes.”
“[Enterprise GTM School] lecturers and content were phenomenal, as advertised. As cliché as it may sound, it is truly all about the people as the cohort sessions were always the highlight for me. Excited to share my learning outcomes with my team!”
Frequently Asked Questions
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This school is included in the cost of Pavilion Membership.
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This school starts on September 11, 2023, and runs through November 13, 2023.
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Live, virtual sessions occur weekly on Mondays from 3:00 PM – 4:30 PM ET.
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Yes, there will be cohorts for this school. Cohorts meet once per week at a selected day/time during the duration of the program.
Due to the peer element of Pavilion University, we see increased engagement from students which strengthens your ability to recall and apply learnings. -
Yes, there is a final exam at the end of this school. A passing score of 80% must be attained in order to receive your certificate.
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Yes, 80% attendance is required. We recommend that participants attend the live sessions for the optimal learning experience, but watching session recordings count toward attendance for those who have scheduling conflicts or are in time zones where live attendance is a challenge.
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After successfully meeting attendance requirements and passing the final exam, you will receive a certificate that you can add to your Licenses and Certification Section on LinkedIn.
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At this time, this school is open to Pavilion Members only. Apply to join Pavilion to enroll.
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Applications are currently closed.