Pavilion Pulse Report: September 2023

GTM leaders are looking to grow in 2024, despite missing quotas and lowered targets throughout 2023. Lead generation is the biggest hurdle faced by many of our respondents, especially as they focus on outbound in the next year. 

However, around 36% report their primary focus as cross-sells, up-sells, and expansion. This supports Pavilion’s hypothesis that the onboarding, adoption, and retention phases of the bow-tie model will become increasingly important in the new world of revenue generation. The key to durable growth in years to come will be balancing investments in and understanding of the post-sales journey with the pre-sales journey. 

Ultimately, GTM leaders are ready for the market to open up in 2024, and there have been many positive signals lately, including recent IPOs like Klaviyo.