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.

2023 Deans

Lead Revenue Architect, Winning By Design

SVP Business Development, Enervee

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.”

Bradley Paster Chief Revenue Officer, Guardsquare

“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.”

John Herzig VP of Sales North America, XTM International

“[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!”

Jon Rydberg Head of Sales, Valcre

Frequently Asked Questions

: This school is included in the cost of Pavilion Membership.
: This school starts on September 11, 2023, and runs through November 13, 2023.
: Live, virtual sessions occur weekly on Mondays from 3:00 PM – 4:30 PM ET.
: 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.
: 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.
: 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.
: At this time, this school is open to Pavilion Members only. Apply to join Pavilion to enroll.
: Applications are currently closed.

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