The Ultimate Go-To-Market Cheat Sheet
Herb will spend an hour deep-diving into the essential components of building and refining your Go-to-Market (GTM) strategy in this session. Whether you're just designing your GTM from the ground-up or need to fine-tune it to accelerate growth, Herb's Cheat Sheet will be invaluable.
A few discrete topics that Herb will cover include:
- Is Sales an Art, a Science, or Both?
- Should You Hire a Sales Leader or Sales Reps First?
- Defining Your Ideal Customer Profile (ICP)
- Who is Responsible for Sales?
Herb brings ~40 years of experience building and scaling best-in-class G2M execution, strategies, and teams. With a comprehensive skill set encompassing sales, marketing, customer success, partnerships, professional services, and operations, Herb has propelled multiple VC- and PE-backed scale-ups from inception to $250M+ in Annual Recurring Revenue (ARR). His adeptness extends to board-level collaboration, with three companies — Hortonworks (former President and later acquired by Cloudera), Vitria, and Viasoft — successfully going public and two — SpringSource and Savvion — having been acquired. Herb currently serves on over six boards of directors (Simfoni – a PeakSpan portfolio partner, Archetype AI, Prophecy, Gravitee, Seldon and Yotascale) and others as a Board Advisor Unravel, Simpplr and OPT Industries), Herb is the founder of AccelG2M, offering strategic advisory services to CEOs of technology firms, specializing in accelerating growth, securing funding, and executing transformative M&A.
Software Durability in an ‘AI World’
The Inflection Point - "Viable to Valuable"
The Four Fundamental Failures of Leadership Teams and How to Avoid Them
Scaling Up -- Playing the Platform Power Game
‘Operationalizing AI’ Series – Pricing & Revenue Acceleration in the Age of AI
Scaling a Performance Culture
Crossing the Chasm: The Documentum Case Study on G2M and Leadership
Practical AI in Action for Executives
Pitch-Ready: How Great CEOs Tell the Story & Communicate Effectively
Design as a Growth Engine: Lessons for Founders and Leaders
Winning the Next Channel: How to Build Visibility & Demand in LLMs
Blueprint for Creating "Real Customer Success"
Best Practices for Prospect Conversion & Engagement
B2B SaaS Public & Private Market Outlook & Update led by Piper Sandler
Achieving Next Level Growth by Optimizing Value and Price
Amplify Go-to-Market via Account-Based Marketing "(ABM)"
Best Practices for Recruiting Exceptional Go-To-Market Executives
Building a High-Performance GTM Organization
Building a Revenue Machine Through RevOps
Building a Best-in-Class, Data-Driven Customer Experience & Success Strategy
