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Enterprise GTM School

September 7 – November 30, 2021 | Virtual | Applications Due August 13th

Tuesdays, 11:00 a.m. – 12:30 p.m. ET plus Weekly Cohorts

For executive members on an annual plan

About the Course

Designed to offer strategic perspectives and learnings for those looking to strategize, build, and execute effective Enterprise GTM strategies. In this 12-week course, you will learn the core elements of a successful Enterprise GTM plan, so you can lead your teams to success. We’ll dive deep into pricing, forecasting, building your team, contracts, and more.

Course Curriculum

Learn from experts across all functions on building an effective and successful GTM plan.

Enterprise GTM Fundamentals

Defining enterprise solutions and developing the foundations to successfully build a scale your GTM plan

Marketing

The fundamentals of enterprise marketing and determining the right channels for your GTM sales motion

Pricing

Building pricing models that align with the value your product delivers and other pricing considerations

Sales Strategy + Process

Deep dive into different sales methodologies, funnel metrics, scaling, and moving from SMB/Mid-Market

Sales Strategy + Process II

(Continued) Deep dive into different sales methodologies, funnel metrics, scaling, and moving from SMB/Mid-Market

Pipeline + Forecasting

Building effective and accurate forecasting models that unlock growth opportunities

Building Your Team

Defining the roles needed as you scale, what to look for in hiring, and structuring effective onboarding

Territories and Comp Plans

Defining and assigning target accounts and quotas and building straightforward comp plans

Channel Partners

Deep dive into working with channel partners and the basics for building a successful partner program

Contracts

Reviewing key parts of Enterprise contracts (MSA, Exhibits, SLAs, SOW) and negotiation best practices

Onboarding, Renewals and Expansion

Defining your customer lifecycle, building your post-sale team, and defining KPIs

Managing CEO + Board Expectations

How to put all learnings into a GTM plan and align expectations with your CEO and Board

Course Designers

Alex Katzman

Go-to-market leader with over 10 years of experience building and scaling sales, customer success and business development teams in enterprise SaaS. Experience with the full startup cycle beginning at $0 in revenue to building a go-to-market org driving sustained growth and reaching company profitability. Has also experienced of building a startup within a larger corporation.

John Grispon

John Grispon helps recurring revenue teams build sustainable growth as Managing Director at Winning By Design. Through coaching founders and revenue leaders, he helps deliver impact for customers using a scientific framework to increase revenues. Previously, John has been a part of 3 successful startup exits, and has experience leading startup teams from early-stage to expansion.

Frequently Asked Questions

When will this course take place?

Enterprise GTM School will occur weekly on Tuesdays from 11 a.m. – 12:30 p.m. ET starting September 7th through November 30th, 2021.

Is this course for Members only?

Yes, you must be a Pavilion Executive Member on an Annual Plan. If you’re not a Member, apply here.

Who should apply for this course?

Members looking to build their skillset in Enterprise GTM strategy and execution.

When are applications due?

Applications are due no later than August 13th, 2021. Click here to apply.

Is attendance mandatory?

Yes, at least 90% attendance is mandatory and expected for all sessions.

Will course sessions be recorded?

Yes, all course sessions will be recorded and shared.

What does the course cost?

This course is FREE to all Pavilion Executive Members on an Annual Plan.

What will I receive for course completion?

After successful completion of course, you will receive a certificate of completion for this course.

What if I'm not a member?

You must be a member to participate. Apply today to experience Pavilion Member benefits.