6 GTM Mistakes to Avoid When Expanding Internationally

🌈 Abstract

The article discusses the complexities of managing go-to-market (GTM) strategies in an international setting, providing insights and recommendations from GTM analyst Lindsay Cordell. It covers key considerations for successful global GTM expansion, common pitfalls to avoid, and an announcement about the hosts for the "GTM is Better Together" event series.

🙋 Q&A

[01] GTM Research: Unifying Global GTM Teams

1. What are the key insights shared by GTM analyst Lindsay Cordell?

• According to the GTM Operating System, international expansion is considered the creation of a new audience.
• The GTM Operating System can provide guidance on making geographic expansion successful, including considerations around total relevant market, market investment map, brand and demand, pipeline velocity, and customer time to value.
• Companies should be wary of making broad generalizations about cultural differences that can undermine their GTM strategy.
• Common pitfalls to avoid include basing expansion decisions on logistics instead of strategy, underestimating regulatory challenges, having a weak localization strategy, lacking a robust strategy to transition from testing to mature execution, failing to closely track and monitor metrics, and ignoring the nuances of M&A.

[02] GTM is Better Together: Announcing our MC's!

1. Who are the MCs and hosts for the "GTM is Better Together" event series? Jen Allen-Knuth and Morgan J Ingram have been announced as the MCs and hosts for the "GTM is Better Together" event series.

2. What are the dates and locations for the "GTM is Better Together" events? The events are scheduled for:

• August 28, 2024 in Atlanta, GA
• September 10, 2024 in Boston, MA
• October 22, 2024 in New York City, NY
• November 20, 2024 in San Francisco, CA

3. What are the criteria for receiving comped pairs of tickets to the "GTM is Better Together" events? Comped pairs of tickets are available if you:

• Are a senior GTM leader (marketing, sales, customer success, product, RevOps, or leadership team)
• Work for an enterprise company
• Are a customer of one or more of the event partners (Demandbase, Clari, On24, Vidyard, Totango, Catalyst, MadKudu, G2, Technology Advice, or ZoomInfo)

If you meet the first two criteria but are not a customer of any of the partner companies, you can apply for a ticket.

[03] GTM Events: Events you should know about

1. What upcoming GTM-related events are mentioned in the article? The article lists the following upcoming events:

• August 28, 2024: GTM is Better Together (Atlanta, GA)
• September 10, 2024: GTM is Better Together (Boston, MA)
• September 18-20, 2024: INBOUND 2024 (Boston, MA)
• October 16, 2024: GTM Made Simple Roadshow (Austin, TX)
• October 22, 2024: GTM is Better Together (New York City, NY)
• November 20, 2024: GTM is Better Together (San Francisco, CA)