#GrowthSnacks: From “Crazy Mode” to “Ready Mode” — Improving Your Go-To-Market Agility

Source: Dr. Long’s Ted Talk

1. Relentless Data-Driven Triage: Identify and Focus on your “Reds”

Source: Google
I don’t think anyone would want to create a font inspired by my handwriting… 😔
Google Doc

Ok. I get triage. What about the “data-driven” part?

When I see the need to adjust something, I discuss my findings and my suggestions with my team and relevant stakeholders. I communicate that based on, for example — the latest QBR deck — it seems that working on collateral X for team Y — actually taps into 3 different needs of BOFU asks that can help several teams and can make an impact as early as Q4. That’s a good reason to reconsider the scope and timeline of adjacent projects and realign the bill of materials we want to produce in the coming weeks.

Source: Google

Taxonomy, KPIs and how they feed our Growth Mental Models, Technology

A. Growth models

Source: Reforge Blog
Source: https://www.youtube.com/watch?v=YiLoYre2GHQ
  • Heap for digital experience analytics — site and product
  • SFDC for customer and prospects info and interaction history + reports (including compete, churn and win/loss)
  • Gong for qualitative and quantitative data points
  • Tableau for Marketing and Sales performance over time
  • 1on1 Interviews — customers, product, development, and sales teams
  • Secondary research — analysts’ reports, VC reports, industry reports, professional blogs, competition content, and more.
  • New internal decks by leadership, product, marketing, customer success, and sales orgs

* The tradeoff of GTM agility is the increasing marginal cost of context-switching

There’s only so much context-switching people can do and still remain focused and effective. Talk with your team and stakeholders about assessing what’s worth a quick update to the priorities and what can be introduced more naturally in the next sprint/quarter/week or planning session. Doing this all day and too often wears everyone out — and degrades their well-being as well as their deliverables.

2. “Design for Crazy”: Built-In Buffer Through Efficient Scheduling and Deep Work Planning

  • Design for agility: Ongoing and expected vs. Unexpected/Urgent — Prepare things in advance, so you get to a mature draft way before your deadline, and can spend the last 20–25% of your time iterating and fine-tuning with the other stakeholders. Bake in some scheduling buffer for ongoing urgent asks, or pivots due to new findings throughout the project.
  • Frequent Sync Ups (online/async) — Schedule frequent project updates every x days/weeks — so that all stakeholders can catch up on the latest data and fine-tune and align as needed. Design the work to be iterative and built upon drafts and quick feedback and review cycles. Define DACI/RACI tables and give “Drivers”/”Responsible Owners” the mandate to move forward quickly. If you can afford Marketing and Product Ops folks — hire them yesterday!!
  • Allocate your brainpower and energy effectively — Find the best time for you to do deep work, and schedule your work in a manner that will allow you to get through 85–90% of your project/task during the allocated time this week. Schedule tasks for the time of day that fits them best. In my case— I schedule content and strategy work for mornings, content review — after lunch, meetings — afternoons/evening. Yes, things will move and shift throughout the day/week — but try to follow these guidelines as much as you can to stay as effective as possible.

3. Trust the process — Get Out of Your Head so That You Can Execute Quickly and Effectively

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Shelly Eisen Livneh

Shelly Eisen Livneh

59 Followers

👩‍💻 A Tech Lover👷 Product Builder 📈 Growth & Product Marketing Specialist ‍🎓 An Infinite Learner