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GTM Process Engineering

"It's the hashtag#CRO / hashtag#CMO / hashtag#SalesRep 's fault!"

Lean thinking states that we blame the process, not...

...the person (or people).

Let's talk about Process Engineering.



... It is a systematic approach [ Framework ] ...

... to improve how people operate [ Execution ] ...

... for greater success, speed, scale [ Outcomes ]


1. D͟e͟f͟i͟n͟e͟ the suboptimal business outcome


2. V͟i͟s͟u͟a͟l͟l͟y͟ ͟map the current process used


3. T͟h͟e͟o͟r͟i͟z͟e͟ what's missing & what must change


4. R͟e͟d͟e͟s͟i͟g͟n͟ the process accordingly


5. C͟r͟e͟a͟t͟e͟ metrics for assessing early improvement


6. I͟m͟p͟l͟e͟m͟e͟n͟t͟ the new process (in full or split test)


7. M͟o͟n͟i͟t͟o͟r͟ the metrics signaling improvement

8. M͟e͟a͟s͟u͟r͟e͟ the impact to the initial business outcome


The place I find Process Engineering 

often has highest value but is least used:

💲💲💲 hashtag#GTM 💲💲💲

• Marketing

• Sales

• Onboarding/Integration

• Customer Success

• Renewal/Expansion


If you're a hashtag#CEO or hashtag#CRO, I ask:

Which GTM hashtag#Outcomes are most important

for you to see improve this quarter?

What's the process that makes it happen?

Need help in applying some Process Engineering?


We can have a casual exploratory chat

about how to optimize GTM process,

and improve those results.

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