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.
Defining enterprise solutions and developing the foundations to successfully build a scale your GTM plan
The fundamentals of enterprise marketing and determining the right channels for your GTM sales motion
Building pricing models that align with the value your product delivers and other pricing considerations
Deep dive into different sales methodologies, funnel metrics, scaling, and moving from SMB/Mid-Market
(Continued) Deep dive into different sales methodologies, funnel metrics, scaling, and moving from SMB/Mid-Market
Building effective and accurate forecasting models that unlock growth opportunities
Defining the roles needed as you scale, what to look for in hiring, and structuring effective onboarding
Defining and assigning target accounts and quotas and building straightforward comp plans
Deep dive into working with channel partners and the basics for building a successful partner program
Reviewing key parts of Enterprise contracts (MSA, Exhibits, SLAs, SOW) and negotiation best practices
Defining your customer lifecycle, building your post-sale team, and defining KPIs
How to put all learnings into a GTM plan and align expectations with your CEO and Board
Course Designers
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 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
Enterprise GTM School will occur weekly on Tuesdays from 11 a.m. – 12:30 p.m. ET starting September 7th through November 30th, 2021.
Yes, you must be a Pavilion Executive Member on an Annual Plan. If you’re not a Member, apply here.
Members looking to build their skillset in Enterprise GTM strategy and execution.
Applications are due no later than August 13th, 2021. Click here to apply.
Yes, at least 90% attendance is mandatory and expected for all sessions.
Yes, all course sessions will be recorded and shared.
This course is FREE to all Pavilion Executive Members on an Annual Plan.
After successful completion of course, you will receive a certificate of completion for this course.
You must be a member to participate. Apply today to experience Pavilion Member benefits.