Enterprise GTM School

September  6 – November 8, 2022 | Virtual | Applications due August 25, 2022

Tuesdays 11 am – 12:30 pm ET

For Executive and Associate Members with an Annual Membership

About the Course

Designed to offer strategic perspectives and learnings for those looking to strategize, build, and execute effective Enterprise GTM strategies. In this 10-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.

This course 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.

Course Curriculum

Enterprise GTM Fundamentals

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

Marketing and Demand Generation

The fundamentals of enterprise marketing, demand generation, and determining the right channels for your GTM sales motion.

Pricing for Growth

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

Sales Strategy and Process

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

Pipeline and Forecasting

Building effective and accurate forecasting models that unlock growth opportunities.

Building and Scaling the GTM 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 and Board Expectations

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

Course Designers

Alex Katzman

Alex Katzman is a go-to-market leader with over 10 years of experience building and scaling sales, customer success, and business development teams in enterprise SaaS. He has 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 as well as experienced 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?

This course will occur weekly on Tuesdays from 11am – 12:30pm ET starting September 6th through November 8th, 2022.

Is this course for Members only?

Yes, you must be a Pavilion Executive or Associate with an Annual Membership. If you’re not a Member, apply here.

Who should apply for this course?

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

When are applications due?

Applications are due no later than August 25, 2022.

Is attendance mandatory?

Yes, 80% attendance is required (Unless APAC Member) to gain your Certificate of Completion.

Will course sessions be recorded?

Yes, all course sessions will be recorded and shared.

What does the course cost?

This course is included with an annual Pavilion Membership to Executive and Associate Members.

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.

Ready to Apply?