{"product_id":"go-to-market-uncovered-isbn-9781394328888","title":"Go-To-Market Uncovered","description":"\u003cp\u003e\u003cb\u003eA proven blueprint for long-term operating success for entrepreneurs, marketers, sales leaders, and customer success teams\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003eIn \u003ci\u003eGo-To-Market Uncovered: How to Successfully Launch a Product and Drive Sustainable, Long-Term Revenue Growth,\u003c\/i\u003e celebrated entrepreneur and go-to-market strategist Paul Sullivan delivers a hands-on discussion of the ARISE framework for bringing B2B SaaS, fintech, and tech-enabled businesses to market. The author shows you how to fully implement this framework in just 30 days. It offers a proven blueprint for long-term success you can apply to your own organization immediately, whether you work in a startup, a scale-up, or a large enterprise. \u003c\/p\u003e\u003cp\u003ePractical, scalable, and filled with foresight, every stage of the ARISE framework is designed to be thorough and agile, empowering your company to increase its ROI on tech investments and strategic initiatives. You'll also find: \u003c\/p\u003e\u003cul\u003e \u003cli\u003eExplorations of critical key performance indicators outlining what exactly you need to keep track of and what can be safely disregarded\u003c\/li\u003e \u003cli\u003eStrategies for aligning your sales and marketing goals to create a unified customer journey\u003c\/li\u003e \u003cli\u003eEnlightening case studies that illustrate the most common challenges faced by companies and how to overcome them\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003ePacked with strategies, templates, worksheets, links to additional resources and reading materials, and valuable lessons, \u003ci\u003eGo-To-Market Uncovered\u003c\/i\u003e demonstrates how to anticipate potential market forces, position your firm relative to the competition, and overcome performance challenges with startling effectiveness. \u003c\/p\u003e\u003cp\u003ePreface xv\u003c\/p\u003e \u003cp\u003eIntroduction xix\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart I Introduction to Go-to-Market Strategy 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 1 The Importance of a Robust Go-to-Market Strategy 3\u003c\/p\u003e \u003cp\u003eChapter 2 The Eight Pillars of GTM Strategy 13\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart II Overview of the Arise Methodology 27\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 3 What the ARISE Go-To-Market Methodology ® Is 29\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart III Assess 35\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 4 Evaluating Your Current GTM Strategy 37\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart IV Research 59\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 5 Market Research Techniques 61\u003c\/p\u003e \u003cp\u003eChapter 6 Competitive Landscape Analysis 71\u003c\/p\u003e \u003cp\u003eChapter 7 Customer Insights Gathering 81\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart V Ideate 87\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 8 Brainstorming Innovative GTM Approaches 89\u003c\/p\u003e \u003cp\u003eChapter 9 Exploring Channel Strategies 97\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart VI Strategise 109\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 10 Developing a Clear Value Proposition 111\u003c\/p\u003e \u003cp\u003eChapter 11 Creating Messaging Frameworks 117\u003c\/p\u003e \u003cp\u003eChapter 12 Positioning Strategies in Competitive Markets 119\u003c\/p\u003e \u003cp\u003eChapter 13 Aligning Sales and Marketing Goals 125\u003c\/p\u003e \u003cp\u003eChapter 14 Pricing and Revenue Models 135\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart VII Execute 147\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 15 Creating a Comprehensive GTM Plan 149\u003c\/p\u003e \u003cp\u003eChapter 16 Resource Allocation and Budgeting 157\u003c\/p\u003e \u003cp\u003eChapter 17 Setting KPIs and Success Metrics 163\u003c\/p\u003e \u003cp\u003eChapter 18 Building an Effective Sales Process 189\u003c\/p\u003e \u003cp\u003eChapter 19 Developing Customer Onboarding Strategies 199\u003c\/p\u003e \u003cp\u003eChapter 20 Reducing Churn and Increasing Customer Retention 211\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart VIII Case Studies and Practical Insights 221\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 21 Real-World Applications of ARISE 223\u003c\/p\u003e \u003cp\u003eChapter 22 Common Challenges and How to Overcome Them 237\u003c\/p\u003e \u003cp\u003eConclusion: The Future of Go-to-Market Strategy 257\u003c\/p\u003e \u003cp\u003eAppendix 261\u003c\/p\u003e \u003cp\u003eGlossary of Technologies 263\u003c\/p\u003e \u003cp\u003eAcknowledgments 269\u003c\/p\u003e \u003cp\u003eAbout the Author 271\u003c\/p\u003e \u003cp\u003eIndex 273\u003c\/p\u003e  \u003cp\u003e\u003cb\u003ePAUL SULLIVAN\u003c\/b\u003e is Founder and Chief Strategist at ARISE GTM, a consultancy working with leadership teams in B2B tech business and financial services firms to shape and optimize go-to-market strategy. His work includes coaching, revenue operations, aligning marketing, sales, success, and product teams.   \u003c\/p\u003e\u003cp\u003eIn \u003ci\u003eGo-To-Market Uncovered: How to Successfully Launch a Product and Drive Sustainable, Long-Term Revenue Growth,\u003c\/i\u003e veteran strategist and entrepreneur Paul Sullivan delivers a practical exploration of his ARISE framework for bringing B2B SaaS, fintech, and tech-enabled businesses to market. The author walks you through how to fully implement this framework in just 30 days, giving you a blueprint for long-term success that you can apply to your own organization today. \u003c\/p\u003e\u003cp\u003eWhether you work in a start-up, a scale-up, or a large enterprise, \u003ci\u003eGo-To-Market Uncovered\u003c\/i\u003e provides a thorough and agile approach to bringing your product to market. It shows you how to increase your company’s return on investment on tech and strategy initiatives and demonstrates how to effectively scale the methods found within. \u003c\/p\u003e\u003cp\u003eIn the book, you’ll discover what key performance indicators you need to keep track of, why you need to watch them, and which KPIs you can safely disregard. You’ll learn how to align your sales and marketing goals to create a unified customer experience. Finally, instructive case studies that illustrate the most common challenges, pitfalls, and opportunities in the go-to-market process highlight the real-world applicability of the ARISE framework. \u003c\/p\u003e\u003cp\u003e\u003ci\u003eGo-To-Market Uncovered\u003c\/i\u003e is packed with the strategies, templates, worksheets, additional resources, reading materials, and lessons you need to make your next product or service launch an outstanding success. It offers tried-and-tested methods for anticipating market forces, positioning your firm relative to the competition, and overcoming performance challenges. Sullivan has created a must-read playbook for executives, managers, entrepreneurs, founders, and other business leaders who are ready for evidence- and experience-backed go-to-market strategies that outperform the competition.   \u003c\/p\u003e\u003cp\u003e\u003cb\u003eA tried-and-tested playbook for product and service launches you can implement in just 30 days\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\u003ci\u003eGo-To-Market Uncovered: How to Successfully Launch a Product and Drive Sustainable, Long-Term Revenue Growth\u003c\/i\u003e is a startlingly insightful and powerful new discussion of how to take your company’s next product or service to market. In the book, author, strategist, and entrepreneur Paul Sullivan walks you through his ARISE framework, a set of strategies you can implement at your own company in just 30 days. \u003c\/p\u003e\u003cp\u003eIn addition to an evidence- and experience-based bird’s-eye view of the go-to-market process, you’ll get hands-on guidance on which KPIs to pay close attention to—and which ones you can safely ignore—as well as how to align your sales and marketing teams to create a unified customer journey. You’ll find real-world case studies that demonstrate the real-world value of the ARISE framework and that show you how business leaders like yourself can overcome the challenges you’re likely to face in your own launch. \u003c\/p\u003e\u003cp\u003ePerfect for entrepreneurs, managers, executives, founders, and other business leaders, \u003ci\u003eGo-To-Market Uncovered\u003c\/i\u003e is an essential read for product leads, sales and marketing team leaders, and other professionals interested in discovering what distinguishes successful product launches from the rest.\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47989301575909,"sku":"NP9781394328888","price":30.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781394328888.jpg?v=1761783582","url":"https:\/\/k12savings.com\/es\/products\/go-to-market-uncovered-isbn-9781394328888","provider":"K12savings","version":"1.0","type":"link"}