Today Dan Teodosiu, Thor Mitchell, and I hosted a Balderton webinar entitled Aligning Product and Go-To-Market (GTM) Using Customer Value Metrics. We are all executives in residence (EIRs) at Balderton — Dan covers technology, Thor covers product, and I cover go-to-market — and, in a display of cross-functional walking-the-talk, we came together to present this session on alignment.
The session was based on an article Dan and I wrote, by the same title, which was published on the Balderton site last month and about which I wrote here. The purpose of this post is to share the slides from that webinar which are available here and embedded below.
Thank you to everyone who attended the session and who asked questions in advance or in the chat. I’m sorry that we didn’t have the time to answer each question, but if you drop one into the comments below, I’ll do my best to answer it here and/or ask Dan or Thor to weigh in as well. I’m not aware if Balderton is going to make a video of the session available, but if they do I’ll revise this post and put a link here.
Very insightful. Where do you derive the fundamentals and leading metrics from? How to iterate on them in practice? Is there another SMB example you can provide that helps illustrating this?
The leading metrics should come from strategy and situation analysis, ideally hoping you arrive at an answer to the question “what really matters.” For Google is was getting the answer quick so the user could get on and off the site to get on with their work. That was a huge insight and one most people missed. You could argue that was in turned simply derived from good customer experience, and while correct, that’s too high level to measure well and by pushing yourself to find something that is, you might well get a better, clearer answer to the question.