In today's rapidly evolving digital landscape, businesses are increasingly turning to cloud solutions to drive growth and innovation. However, navigating the complex world of cloud partnerships and go-to-market (GTM) strategies can be challenging.
That's where NBSolves.com's Cloud GTM Value Framework comes in – a comprehensive solution designed to streamline and optimize your cloud GTM approach and maximize outcomes.
We have utilized this framework on numerous occasions to expedite results for Cloud GTM projects and are offering it as a reference for your team to speed up your own Cloud GTM journey.
Overview of Cloud GTM Value Framework
Cloud GTM Value Framework is a strategic framework that guides organizations through the entire process of developing, implementing, and optimizing their cloud GTM strategy. This innovative approach is divided into two main phases: "Plan and Engage" and "Execute and Accelerate," each comprising four key stages that work together to ensure success in the cloud marketplace.
Similar to numerous frameworks, this can be implemented in a sequential, parallel, or standalone manner. When adapting this Value Framework to your own scenario, be sure to also identify process and resource dependencies, as the dependencies most often impact time-to-value, if left unmanaged.
Plan and Engage
1. Assess Readiness and Define Strategy
Conduct functional workshops to uncover organizational readiness for cloud adoption.
Conduct an assessment of organizational readiness and summarize as an Initial Assessment document
2. Build the Business Case and Align Leadership
Address Cloud Service Provider (CSP) alignment, product strategy, GTM approach, and ROI components. Produce a comprehensive business case document and executive briefing document.
3. Define and Manage Process Changes
Review impact across GTM and operational excellence (OpEx) teams and document the process change resulting from Cloud GTM activities.
Provide sales strategy alignment, RevOps/OTC assessment, and CSP partnership recommendations and review with key stakeholders and leadership.
4. Build the Cloud GTM Program
Develop the program plan strategy by integrating the business case and process enhancements, and establish a team of cross-functional resources responsible for executing the tasks.
Develop integrated process flow, incentive matrix, co-sell activity list with CSP, and year 1 objectives with KPIs.
Execute and Accelerate
1.Enable the Teams
Craft a well-structured narrative emphasizing the benefits of collaborating with the CSP provider and specify strategic value and goals for the year. Generate tailored content for impacted teams, including sales, partners, Revenue Operations, and Operational Excellence teams.
2. Accelerate Co-sell Outcomes
Create a customized co-selling strategy with well-defined objectives, key players, and process outlines. Establish lead registration and tracking procedures. The best practice for initiating a co-sell motion with any CSP is focus - start small, socialize wins across sales orgs, and quickly address obstacles that arise in the field.
3. Measure, Optimize, and Socialize Progress
Recommend KPI measurement programs aligned with CSP and functional teams.
Launch a reporting process to consistently collect and analyze Cloud GTM performance results. Develop a communication plan to socialize wins and progress with internal and external stakeholders.
4.Cloud GTM Assimilation
Embed Cloud GTM activities and workflows into the organization's operating systems
Establish a governance framework and program management for process change activities.
Benefits of the Cloud GTM Value Framework
Comprehensive Approach: The Cloud GTM Value Framework covers every aspect of cloud GTM strategy, from initial assessment to full implementation and optimization.
Tailored Solutions: The framework is adaptable to your organization's specific needs, ensuring a customized approach to cloud partnership and go-to-market strategies.
Alignment and Collaboration: By involving all key stakeholders, Cloud Deal Desk fosters better alignment between sales, partners, RevOps, and operational teams.
Measurable Outcomes: With built-in KPI measurement and reporting mechanisms, you can track progress and demonstrate ROI to leadership.
Accelerated Time-to-Market: The structured approach helps organizations move quickly from strategy to execution, reducing time-to-market for cloud offerings.
Optimized Co-sell Processes: Cloud Deal Desk places special emphasis on developing effective co-sell strategies with Cloud Service Providers, maximizing partnership potential.
Continuous Improvement: The framework includes mechanisms for ongoing measurement and optimization, ensuring your cloud GTM strategy evolves with market demands.
Conclusion
In an increasingly cloud-driven business world, having a robust and well-executed cloud GTM strategy is crucial for success. NBSolves.com's Cloud GTM Value Framework offers a comprehensive, structured approach to developing and implementing such a strategy.
Whether you're just starting your cloud journey or looking to optimize your existing cloud GTM approach, Cloud Deal Desk provides the tools, expertise, and framework needed to succeed. Embrace the power of Cloud GTM and transform your organization's GTM today.
Hopefully, this post helps you better understand the most impactful steps to adopt while creating or optimizing your Cloud GTM operations. Connect with us if you have comments or want to discuss your situation.
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