YOUR GUIDE TO GTM METRICS 2.0

Summary from the TLDR Founders newsletter

The traditional marketing and sales funnel, which relies on metrics like marketing qualified leads (MQLs), is no longer effective in today's complex go-to-market landscape. Companies should shift to an account-centric view that focuses on engaging ideal customer profile (ICP) accounts throughout their buying journey, using a unified approach that involves marketing, sales, product, customer success, and operations. By running experiments, measuring conversion rates, costs, and capacity at each stage, and assigning owners to optimize performance, companies can creatively and effectively grow their business.