chriswalker171 LinkedIn Posts
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@chriswalker171
This data is INSANE. And proves the “Growth at All Costs” era is over.
Quite literally billions of dollars in enterprise value driven
@chriswalker171
Contrary to popular belief, having a GTM team offsite will not fix your go-to-market problem.
Neither will a pipeline meeting on Wednesdays.
Neither
@chriswalker171
Not focusing on or being accountable to Marketing ROI is the #1 reason why I would fire a CMO.
Because when your ROI
@chriswalker171
Contrary to popular belief, having a GTM team offsite will not fix your go-to-market problem.
Neither will a pipeline meeting on Wednesdays.
Neither
@chriswalker171
You know something is seriously wrong when a simple statement like “CMOs should care about Marketing ROI” is met with extreme resistance.
“Blasphemy”
@chriswalker171
$50MM+ ARR companies everywhere are searching far and wide for one magical attribution model to apply across their whole company….and it’s a total
@chriswalker171
In early 2019, I started calling out how badly the “lead gen” Marketing model was working. Tons of smart, experienced people argued with
@chriswalker171
B2B Companies spend thousands of collective hours analyzing data and building QBR reports, and still don’t know whether their Marketing is working or
@chriswalker171
You can’t plan your Marketing budget for 2025 without first understanding:
1. GRR % and NRR %.
2. How your Marketing budget is currently allocated
@chriswalker171
I talked to 100+ SaaS executives at the Pavilion GTM 2024 conference and here was my #1 takeaway:
~75% of CROs and CEOs know
@chriswalker171
Pipeline is the #1 issue for a majority of B2B Companies but most Execs don't understand the true root cause:
The Marketing KPIs are
@chriswalker171
It should be *impossible* for Marketing to hit their targets 2-3 quarters in a row while Sales misses quota and the Company misses
@chriswalker171
How do the Top 10% of Marketing teams produce 3X-5X more revenue at the same budget (i.e. 3-5X better ROI)?
1. Their Marketing leader
@chriswalker171
CEOs & CROs - Imagine if you ran your 100 person Sales team without a Sales Methodology like Challenger, MEDDIC, MEDDPICC, etc.
You
@chriswalker171
CEOs and CROs know they have a “Pipeline Problem” but they don’t realize it’s costing them more than $50MM every quarter they don’t
@chriswalker171
Who owns GTM?
This heavily debated topic is now crystal clear.
1. If Marketing reports to the CEO, then the CEO owns GTM by default.
@chriswalker171
CEOs and CROs know they have a “Pipeline Problem” but they don’t realize it’s costing them more than $50MM every quarter they don’t
@chriswalker171
CEOs and CROs know they have a “Pipeline Problem” but they don’t realize it’s costing them more than $50MM every quarter they don’t
@chriswalker171
I hear the grumblings - many people think I’m trying to “put Marketing down” but in reality I’m one of the only people
