Best of LinkedIn: Go-to-Market CW 32/ 33

C-suite ownership of GTM is positioned as decisive, with CEOs expected to hold clear accountability for growth and cross-functional alignment

GTM Operating Systems are promoted to synchronize strategy, marketing, sales, and customer success around shared priorities and inspection routines

360° audits, cheat sheets, and pragmatic frameworks are used to stress-test ICP, messaging, scalability, and revenue resilience before scaling programs

Enterprises are urged to rearchitect GTM for larger deals through programmatic, cross-functional motions supported by a connected stack of data, execution, and insight layers

Portfolio companies are advised to adapt operating models continuously, treating GTM as an engine that is tuned weekly rather than redesigned annually

Agentic marketing is advanced as a response to funnel fatigue, promising faster responses and more adaptive workflows across the buyer journey

Adoption hurdles are mostly cultural, requiring transformation programs, clear use cases, and incentive alignment to capture AI’s value

AI-native GTM roadmaps emphasize integration of data, context, memory, intelligence, and execution as the next competitive moat

Leadership skills and team roles are shifting toward adaptability and orchestration as AI changes how work is planned and performed

Sales enablement benefits from AI that tracks content usage and impact, guiding reps to assets that advance deals

Market reads show customer-acquisition agents outpacing GTM support agents, indicating where immediate value concentrates

Founders and operators are counseled to use AI to remove real friction in existing workflows rather than run disconnected experiments

LinkedIn is framed as a primary demand engine when paired with consistent thought leadership and precise ICP alignment

The PESO model remains relevant in a zero-click environment, balancing earned and owned with paid to compound reach and trust

Subject-matter-expert programs can run as standalone campaigns to build credibility, search visibility, and buyer intent

Post-mortems highlight recurring misses such as poor warm-up, weak multichannel nurture, and short partner horizons that limit conversion

Always-on, full-cycle ABM is recommended as the new rulebook for sustained momentum

Credibility compounds when human voices lead and AI supports distribution, avoiding generic workflows that add little value

Sales-first approaches are recommended for SMB and category creation when tightly anchored to buyer pain and solution clarity

Relationship-led selling, allbound motions, and disciplined cold calling remain effective when fit and messaging are strong

RevOps playbooks blend targeted email, refined lists, personalized video, and structured calling to produce repeatable pipeline

GTM engineering reframes pipeline work beyond outbound, tying acquisition, retention, and delivered value into a single system

Partner ecosystems are treated as growth multipliers when embedded directly into GTM design rather than appended later

Analyst relationships are reframed around trust building to inform better decisions and strengthen market credibility

Pricing is elevated as a primary profitability lever in GTM, often under-managed relative to its impact on growth and contribution

Launch guidance stresses balancing audience fit with market size to meet revenue goals and avoid over-narrow segments

Product GTM is shifting toward faster experimentation and tighter feedback loops to accelerate impact on pipeline and retention

Abrupt product personality shifts risk public backlash, reinforcing brand trust as a GTM risk area that requires careful change management

Deep-dive assessments of AI GTM solution providers favor hands-on operator expertise over abstract frameworks

Curated B2B podcasts and intelligence reports are used as ongoing education channels for revenue leadership and team enablement

Marketplace presence, precision marketing, and AI acceleration are highlighted as growth drivers for B2B services

New tools, such as lead database APIs and GTM strategy assistants, are showcased for sharper targeting and planning workflows

Build or refine a GTM Operating System that ties weekly priorities to measurable outcomes across product, marketing, sales, and success

Sequence AI adoption through concrete use cases that remove friction in existing journeys, then scale into an AI-native GTM architecture

Re-platform campaigns around intent creation and multichannel nurturing, with SMEs and thought leadership as compounding assets

Move pricing into the GTM core and design partnerships for co-value creation, not just reach

Tie every product release to an adoption plan, success metrics, and a rapid learning loop