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Scaling Your Go-to-Market Org | Andreessen Horowitz

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In the early stages, your go-to-market (GTM) leaders generally operate alongside a small team—as both a player and a coach—to do whatever it takes to close deals or reach customers. But once you have a foothold in the market and your GTM strategy evolves to add sales motions, serve multiple customer segments, and sell into new regions and countries, you need to hire leaders who can systematize and scale this complexity to get your company to the next level of ARR. This responsibility typically falls onto a few leaders in your company: your chief marketing officer (CMO) builds your company’s brand and generates new revenue opportunities; your chief revenue officer (CRO) coordinates your revenue-generating functions to scale your topline revenue; and your chief customer officer (CCO) retains and expands your existing customer base. In the rest of this chapter, we offer some guidance for hiring growth-stage go-to-market leaders. First, however, we cover some of the most important things t

Scaling Your Go-to-Market Org | Andreessen Horowitz General Scaling Your Go-to-Market Org Joe Morrissey, Peter Levine, Andrea Simon, Brian Curran, David Belden, and Stephanie Doppelt Posted June 14, 2023 Subscribe Share Share Email X LinkedIn Facebook Hacker News WhatsApp Flipboard Reddit Back to Executive Hiring Back to Executive Hiring Scaling Your Go-to-Market Org Table of Contents Share Share Email X LinkedIn Facebook Hacker News WhatsApp Flipboard Reddit In the early stages, your go-to-market (GTM) leaders generally operate alongside a small team-as both a player and a coach-to do whateve

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