Summary of GTM Best Practices

Below is a Summary of the Blog Posts from the past year, organized by Topic.

Date	Series and Blog Posts
	Startup or New Product?  Building a “Route-to-Market (RTM) Bridge” as the Foundation for Revenue When Should You Plan and Build Your RTM(s)?
	Channel Not Selling Your Products? 3 Questions You Can Ask to Diagnose the Problem How Do You Fit Into the Way They Sell? 2 Steps to Connect Your Products to How Your Channel Sells Should You Recruit, Enable Or Both? How Do You Decide? Help Your Channel “Productize” Your Offering within Their Business
	Helping Your Channel Sell Solutions (so they Can Sell More of Your Products)Do you need to Sell Solutions? (to sell more of your products…) What 3 Questions Indicate Whether You Need to Sell “Solutions”? (and when does selling “Product” work better?…) Do Your Product Business Units Lead to (Product) “Push” Marketing (and Missed Revenue)? Best Practices to Market and Sell Solutions (so you can sell more of your products) The Three Types of “Solutions”: Which One Do You Use to Market and Sell? How to Build the “Hook” into Your Messaging to Create “Pull” and Accelerate Revenue Are You Jumping to the “Product Sale” Too Early (and Missing out on Revenue Opportunities)? The Solution Blueprint: A Visual Tool for Creating Messaging that Speaks to Customer Needs What are the Steps to Build a Solution Blueprint and Messaging? A Case Study: Building a Message Map that Connects to Your Customers and Accelerates Revenue The Recipe for “Productization” 3 “Productization” Steps to Help your Channel Sell More of Your Product Step 1 – Define the “Solution Menu” Partners Can Sell Step 2 – Create a Solution Enablement Toolkit (SET) to define the “Recipe” for Marketing, Sales and Delivery steps and assets Step 3 – Use a “Solution Cookbook” Portal to Communicate the “Solutions Menu” and the “Recipe” to Partners
	Are Your Alliances Missing the Money? 3 Steps to Monetize Your Strategic Alliances Step 1 – Build a Complete ATM Bridge to Your Customers Step 2 – Set up your Alliance and Bus Dev organizations to both “hunt” and “farm” Step 3 – Choose the Business Model that Matches How Alliance Solutions are Sold Measuring Alliance Impact: Options to Measure the Revenue Impact Have You Moved Beyond the Stone Age of Deal Registration?
	Why do Companies Struggle to Drive Revenue from their Alliances and Channels? Are You Executing “Outside of the Box” with Your Alliances and Channels – The Checklist The “Four Boxes” that Prevent Alliance and Channel Revenue The Product Box The Ownership and Task Boxes The “Solution-Branding Box”: Is it Wasting 50% of Your Sales Training and Tools Resources?