Three years ago, when we started the Pocus community, we were on a mission to help GTM leaders understand a brand new go-to-market playbook called Product-Led Sales.
Everyone wanted to be a PLG business in 2021, but few understood that PLG alone would not be enough to get them to huge success. The PLG darlings like Slack, Asana, Dropbox, and more knew that you needed a hybrid GTM that blended PLG and sales, where reps were data-driven, and the playbook was more “help” versus “sell.”
What began as a small Slack group for 20 companies we were exploring design partnerships with turned into a thriving community of 3500+ members learning about Product-Led Sales best practices from each other and experts.
As Pocus has grown as a company and product, the community has grown alongside it.
And now we’re at a new inflection point. There are new challenges facing GTM teams that reach beyond Product-Led Sales.
Winning the next era of GTM
For the better part of the last decade, the GTM equation was pretty simple. Define your TAM and ICP, staff up an SDR team, and blast out tons of cold messaging to get in front of buyers.
In pursuit of efficiency, we all focused on data and automation to drive massive volume. Sales teams staffed up massive outbound functions and marketing teams invested heavily in intent tools.
In that process, we lost a bit of the art of GTM.
As with any playbook, if everyone has it there is no longer a competitive advantage.
In 2024, we’re facing that reality:
- Old school “spray and pray” playbooks are producing sub-1% conversion rates
- Poorly configured AI and automation tools have decimated email
- Vendors are scrambling to find the right playbooks that actually generate pipeline
- LinkedIn is full of advice on the new “toys” or hacks for the tinkerers but little advice for enterprise buyers
Safe to say it’s a confusing time for GTM teams.
A few weeks ago, I wrote about the big platform shift of AI and how it’s accelerating the need for GTM teams to innovate and stay ahead of the curve.
The top 1% of GTM practitioners are always early adopters of new playbooks, technologies, and processes.
Which is why I’m excited about the next chapter of the Pocus community. We’re here to help make sense of the shifting landscape of GTM.
Our charter: 10x GTM
Our mission is to help GTM leaders and practitioners be on the winning side of this major shift. We’re dedicating our community to demystifying the new playbooks, tools (yes - AI), and tactics that will win this next decade.
If you want to be a 10x seller, marketer, or GTM leader - this is your community. Join to get best practices, frameworks, reviews of the latest AI tools, and advice from peers.
What we’re focused on:
- Helping you figure out the AI x GTM landscape (use cases, tools, best practices)
- Building in-depth frameworks and guides for mid-market and enterprise GTM teams (we love you SMB, but it’s a little easier for you)
- Delivering no BS advice from real people who have “been there, done that”
- Curating a group of forward-thinking leaders who want to learn together (no pitch-slapping!)
- Producing high quality content to distill ideas from the community into podcasts, webinars, long form blogs, and videos
- Bringing people together in person for events (dinners, run clubs, and more)
What we’re not focused on:
- Inundating you with every new tool/tactic under the sun (that’s what LinkedIn is for)
- Trying to sell you products, this is a community for learning
- Helping you sell your products, again no pitch slapping allowed
Embodying the 10x community values
What does it actually mean to run a 10x GTM or be a 10x seller? These values are what we want our community members to embody. Not all community members will have all of these qualities when they join, but our goal is that through our community content and programming, we can all level up together.
How to be a 10x GTM practitioner:
- Value-first: it’s all about help first, don’t sell. The era of spray and pray, brute force volume selling is over. The 10x seller is all about providing value first.
- Strategic: 10x sellers care deeply about their customers' priorities, and they do not chase every content download or webinar sign-up. It’s about thinking strategically and not transactionally.
- AI and data savvy: AI is the new gold rush, and the 10x seller is always learning about new tools to level up their workflows and skills. Data is the key to being more relevant to buyers and customers.
- The anti-specialist: the new era of GTM requires well-rounded sellers who can work across the funnel. The lines between sales and marketing continue to blur. The most successful sellers understand that and don’t rely only on “traditional sales tactics.”
- Creative builder: Modern sales is an art and science. Your modern seller must be analytic and data-driven and use that data creatively for the best outcomes.
Join the movement
If you’re ready to learn, connect, and take your place at the forefront of this new era, we invite you to join the 10x GTM Community. This is where GTM’s best come together to share, learn, and grow. Together, we’ll decode the latest AI tools, master advanced playbooks, and push the limits of what’s possible in GTM.