MOVE: The 4-question Go-to-Market Framework
$9.99
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Ideation. Transition. Execution.
These are the three stages of business growth every C-suite leader must navigate throughout the life of their company. Surviving each one is not good enough. You want to thrive, evolve, and, when necessary, transform.
But who do you market to? What do you need to operate effectively? When can you scale your business, and in which areas can you grow the most?
As the markets change, so will your answers. But these four questions will help you focus on the who, what, when, and where of your business—and they remain the same. In MOVE, B2B go-to-market experts Sangram Vajre and Bryan Brown provide you with a four-question framework that will reveal your next steps and propel you forward, no matter the size of your company or the stage you’re in. You’ll learn how to take your business from ideation to execution and predict your next MOVE more confidently. You have the vision, the people, and the plan. Now you have the operating manual. This book is the go-to market blueprint that provides you with the confidence and clarity to get unstuck and level up your organization for long-term success.
ASIN : B09DLBF3S1
Publisher : Lioncrest Publishing
Accessibility : Learn more
Publication date : September 21, 2021
Language : English
File size : 16.3 MB
Simultaneous device usage : Unlimited
Screen Reader : Supported
Enhanced typesetting : Enabled
X-Ray : Not Enabled
Word Wise : Enabled
Print length : 208 pages
ISBN-13 : 978-1544523361
Page Flip : Enabled
Vladimir Blagojevic –
Changed my view of GTM
If things that used to work for you don’t seem to work anymore, you feel stuck and that you should be growing faster than you are â or you just want to be more intentional and proactive about growing your business, this book is for youA shocking 99,96% of the companies die before hitting 50 million revenue.Why?Because they havenât figured out how to transform their business at whatever stage they are in, into the next stage (and then again, re-transform their business from that stage to go to the next stage).It’s this crucial question that MOVE answers brilliantly.I thought of GTM as a strategy, but now I know that it’s an ongoing transformational process, continuously pondering your next move.It turns out – it depends on the stage you’re in. The book outlines three stages (Problem, Product, Platform) along with questions to diagnose where you’re at and evaluate if your GTM is broken. It provides actionable advice on what to focus on at each stage and how to transition to the next stage.The core of the book is the practical MOVE framework, centered around 4 questions:1. Who should you market to (at each stage)?2. What do you need to operate effectively? The book dives into a specific revops scorecards for each stage, so your entire executive team is aligned on it. You can literally pick a card for your stage with an example you can easily adapt for your company.3. When can you scale your business? You’ll learn about ratios you need to reach before you can hire more people.4. Where can you grow the most? It’s full of great example strategies for each stage, from agency plays, though channel and OEM programs to ecosystem plays.Get this book because, as the author puts it, “being intentional is more important than being brilliant”.
TIM A STREIT –
Wow! Great GTM Playbook for any CEO
Started off with a great foundational explanation of GTM for new marketers/GTM leaders. Progressed very seamlessly in to a robust life cycle guide and framework from Seed stage all the way up to growth stage. I will be giving copies to all of the CEOs that I work with. Every startup needs to master this skillset and this is THE definitive guide that I’ve come across. Thank you!
Bubbalicious –
Easy read
I’d say if you are looking for a framework to help you organize your thoughts, this is a very good book. I don’t believe in authorities when it comes to business wisdom. Instead, I find simple and clear logic to be very helpful. This book is exactly that.That said, the whole book deals with a conceptual framework without detailed case studies. So if you are looking for references specific to your industry, this is not the right book.
Gladwell –
You haven’t read this yet? What are you waiting for?!?!?
As a marketing professional for over 15 years, go-to-market strategies seemed like a nice idea in theory, but far too big, and too complex, to implement in real life. The brilliance of “Move” is that is takes a big idea and makes it actionable. The framework outlined is not just elegant, it is doable. As a marketer, you owe it to yourself, your career, and your employer/clients to move “Move to the top of your reading list.
Deb –
MOVE Charts the Future
Peak into the next 5 years of high growth B2B companies by reading this book. I had the privilege of reading and commenting on an early pre-publication draft of this book and it brought a lot of what’s happening in the world of B2B Marketing, Sales, and Customer Success into alignment for me. It is clearly written and practical, focused on a framework that you can begin using today for educating your circle of influence and moving toward a new environment of growth. I’m now reading the publication version I just received, and the templates alone are worth getting the purchase. Great job Sangram and Bryan and thank you for pouring your energy into giving us this book.
Ali S. –
Must Read as a B2B Marketer
When I heard Sangram was releasing another book, but this time teamed up with Bryan Brown I could not wait to get my hands on it. MOVE takes what can be a complex framework and simplifies it in a way that’s easily digestible for B2B Marketers seasoned and new. Not only is it good for marketers, but all Go-To Market teams, from sales to customer success will be hooked. It’s entertaining, filled with knowledge, and downright practical.
Justin Keller –
A Modern B2B Classic. Required reading for the entire C-Suite.
Just like Crossing the Chasm has stood the test of time as THE handbook for finding product adoption, MOVE brings the same stable and scalable framework to go-to-market teams. “What got you here won’t get you there” is a common adage in any scaling businessâ this book explains clearly what “got you here” and how you must transform your GTM efforts to “get you there.” Highly recommended reading for any modern B2B leader.
Ricky Spiese –
Stellar GTM framework that you can put into action
It was so refreshing to read a book that isn’t stuffy or over-complicated. MOVE details a GTM framework that has been studied and tested multiple times, and relaying that framework in an approachable yet credible manner. I found myself nodding my head as I read some of the concepts, concepts that I’d never thought of but seemed so obvious as I read them. And although GTM is indeed difficult, MOVE is successful in setting the foundation to be successful in your GTM approach despite the difficulty at hand.
Rik. aka Klokwerkboy –
I bought the kindle version and then had to buy the paperback so I could scribble notes in the margin. I demolished this book in 3 hours. This book is a wake-up call to think differently about how your company goes to market. It’s time to stop operating in silos and jointly work as a Go-to-market team. Thinking in terms of revenue teams and all taking accountability for it is not a new concept but Vajre and Brown offer a simple framework to help the CMO become the change agent and take action … so MOVE. This is a must-read for leaders not just in marketing but sales, customer success, operations and yes the CEO.
Christian Dion –
Amazing book all the way. I am a B2B marketer leader and ABM practitioner and the content of this book is just game changing. Donât think about it twice. Best investment!
Padmanaban –
The framework explained in this book is practical to assess where you are and plan and implement where you would like to be. I recommend this book to all who who would like to start on their GTM journey.
Dirk Schart –
I have been involved in 50+ go-to-market plans and it is always a challenge. There are many switches and toggles, you can’t just copy from one product or company to another. Sangram and Bryan built a straightforward framework that serves as guardrails. It is nothing you just copy, you use it to build your own GTM approach. I have read a bunch of books and articles about go-to-market and they all have value inside, but what I like with the Move book is that it covers the entire journey from marketing and selling to servicing and supporting customers. Easy to read on a weekend with 150 pages.
Amazon Kunde –
Was okay. I liked how different metrics to focus on are provided, based on the stage your business is in (the O of the MOVE framework). There are also some good tips like seeing GTM as a product rather than a one time thing and different ways to expand your business, even in early stages.Other than that, I find the book a little generalized. What is missing and would make the MOVE framework more actionable is a way to communicate it, something like a canvas or a way to plan the MOVE framework. Otherwise, it comes out more like general tips and tricks for business and marketing, rather than a clear strategy to gain a competitive advantage.