What’s up everyone! Welcome to 🌮 Taco Tuesday, a weekly newsletter by ForgeX.

In here we share the latest and greatest around our Account-Based GTM research, provide our perspective on trending topics, and highlight what’s new at ForgeX.

🎺 Your GTM Teams Should Perform Like an Orchestra

First and foremost, we need to address a budding epidemic of conflating ABM with Account-Based GTM.

They are unequivocally not the same thing.

Your Account-Based GTM strategy spans across the entirety of ALL revenue teams:

1. Account-Based Marketing

2. Account-Based Customer Marketing

3. Account-Based Sales (this function has been doing this for YEARS)

4. Account-Based Sales Development

5. Etc.

ABM is merely a part of your broader Account-Based GTM strategy.

So what does this mean?

Leading GTM teams perform like an orchestra.

In order for an orchestra to produce a strong performance, all sections are required to follow a unified music sheet which acts as the underlying strategy.

Yet, during the performance strategic adjustments can be made by the conductor and section leaders to maximize the effectiveness and efficiency of the execution.

The same goes for all revenue teams in B2B:

• 👤 The Conductor = Executive Leadership

• 🎻 Stringed Instruments = Product

• 🥁 Percussion Instruments = Sales

• 🎺 Brass Instruments = Marketing

• 🪈 Woodwind Instruments = Customer Success

• ⚙️ Backstage Operations = RevOps / Analytics

And the underlying strategy that all teams are following is rooted in the:

• 🎼 Music Sheet = Account-Based GTM Strategy

🎵 The Components of a World-Class Account-Based GTM Performance

There are 3 core components that make up the underlying framework of your GTM’s orchestra:

1.) SECTION COMPOSITION → The structure of your GTM teams.

• Do you have the appropriate number of musicians in each section (GTM teams) in order to deliver on the performance that the venue and audience size requires (business and section goals)?

• Are the right instruments being used and are the tuned correctly (technology, agencies, consultancies)?

• Was each section leader provided adequate budget and resourcing so that they can deliver on their musical part?

2.) SOUND ORCHESTRATION → The various channels, motions and tactics used.

• How are the different sections synchronizing their activities to produce an efficient and cohesive output?

• Is there a consistent message and experience across all touchpoints with target accounts?

• Are channels being personalized and resourced to deliver meaningful, high-quality interactions?

3.) MUSICAL PERFORMANCE OUTPUT → The overall GTM performance.

• Are different perspectives (operational performance, revenue & growth performance, GTM channel, motion and tactical performance) considered to get a holistic view of GTM performance?

• Has a proper account-based measurement framework and unified data model been implemented in order to effectively assess the performance?

• Is the GTM performance resonating with the target market, leading to desired business outcomes like increased engagement and revenue growth?

🔬 2025 State of ABM Report: We Need Your Voice!

Take the ForgeX State of ABM Survey to share your insights and help shape the industry's benchmark report on trends and best practices.

Whether ABM is your job title or part of your marketing strategy, your insights will drive the industry's next big trends.

***Participants will receive an enhanced copy of the report***

📆 7-Weeks Out: ForgeX Heads to San Francisco, CA

We’re headed to San Francisco, CA on 11/12/24 for the second stop of our Account-Based Innovation Tour 🎉 

What to expect:

1. Learn modernized ABM research and innovative best practices that actually reflect the future of account-based GTM.

2. Network with +50 senior B2B leaders in structured roundtable discussions.

3. Gain real-world strategic and tactical takeaways from leading ABM programs that will immediately up-level your strategy.

What’s New at ForgeX?

🌮 Events

Upcoming In-Person:

• Account-Based Innovation Tour - Request an Invite

  • City: San Francisco, CA

  • When: 11.12.24

  • Hosting Office: Autodesk

  • Our Sponsors:

    • Just Global

    • Folloze

    • BuyerForesight

🌮 Research & Insights

• Framework: Account-Based GTM Architecture™️

• Research Report: The 2024 Strategy Guide and Landscape of B2B Agencies with ABM Capabilities

• Agency Marketplace: Access Here

🌮 B2Beats Playlist

• 🎧 B2Beats Mix, Volume 1: Account-Based Innovation Tour Edition

Have an awesome rest of the week y’all!

LFG,

Davis