Enterprise GTM School

Enterprise selling is about selling an outcome. It means your customer transform their business’s future for the better and sell them a tool that makes their job easier. 

This 8-week school is designed to offer strategic perspectives for those looking to strategize, build, and execute effective Enterprise GTM strategies. Students will learn the core elements of a successful Enterprise GTM plan to lead their teams to success. We’ll dive deep into pricing, forecasting, building your team, contracts, and more.

Course details

Virtual classes: June 4th - August 6th 
Class time: 3:00 pm ET - 4:30 pm ET
Open to: Executive Pavilion members

Enrollment closed. View course catalog >>

John Grispon

John Gripson, Instructor

John Grispon helps recurring revenue teams build sustainable growth as Managing Director at Winning By Design. Through coaching founders and revenue leaders, he helps deliver impact for customers using a scientific framework to increase revenues. Previously, John has been a part of 3 successful startup exits, and has experience leading startup teams from early-stage to expansion.

Connect with John

Alex Katzman - Enterprise GTM School

Alex Katzman, Instructor

Alex Katzman is a go-to-market leader with over 10 years of experience building and scaling sales, customer success, and business development teams in enterprise SaaS. He has experience with the full startup cycle beginning at $0 in revenue to building a go-to-market org driving sustained growth and reaching company profitability as well as experienced building a startup within a larger corporation.

Connect with Alex

Course curriculum

This school is designed for Pavilion Executive members in sales, business development, revenue operations, customer success, and marketing who want to uplevel their go-to-market strategy and approach for the enterprise sector.

Prior to Session 1 (On Demand):
Enterprise GTM Fundamentals

 

By the end of this class, you will be able to:

  • Identify the major differences between enterprise selling and transactional selling

Session 1:
Pricing for Growth

 

By the end of this class, you will be able to:

  • Remove the guesswork when building your pricing strategy
  • Experiment with different pricing strategies

Session 2:
Sales Strategy and Process

 

By the end of this class, you will be able to:

  • Use the bowtie model for scientific growth
  • Apply the 5 steps to improve sales results
  • Create a sales playbook with the fundamental elements

Session 3:
Pipeline and Forecasting

 

By the end of this class, you will be able to:

  • Coordinate forecasting efforts and goals across teams
  • Use forecasting to create predictability and accuracy as well as to plan, invest, and grow

Session 4:
Marketing and Demand Generation

 

By the end of this class, you will be able to:

  • Build your marketing foundation by identifying what you offer, who you are offering it to, and why they should choose you
  • Identify the different channels to reach your audience
  • Identify different digital strategies to convert leads

Session 5:
Territories and Comp Plans

 

By the end of this class, you will be able to:

  • Avoid the top challenges when building a comp plan
  • Use compensation as a way to win and retain top talent
  • Ask yourself the important questions before territory planning and use guidelines for territory management

Session 6:
Building and Scaling the GTM Team

 

By the end of this class, you will be able to:

  • Effectively plan your sale cycle
  • Hire for different growth stages
  • Manage team dynamics

Session 7:
Managing CEO and Board Expectations

 

By the end of this class, you will be able to:

  • Ask your CEO and your Board for feedback
  • Own more than just your functional swim lane(s) and embrace the “First Team” mentality
  • Have a strong command for P&L and the broader business, including SaaS metrics
  • Understand the key levers of your business and how to leverage them best 

Session 8:
Onboarding, Renewals, and Expansion

 

By the end of this class, you will be able to:

  • Use NRR as the north star metric for your organization
  • Use CS as a growth engine
  • Drive alignment between sales, marketing, and customer success as Net retention is a company-wide goal
  • Organize & segment for growth and retention across teams

Expected Results

By the end of this school, you will have the knowledge and skills to be able to:

  • Build an effective enterprise pricing strategy, removing the guesswork
  • Use forecasting to create predictability and accuracy as well as to plan, invest, and grow
  • Build and leverage other areas of your business (Customer Success, Partners, and Marketing) as growth engines
  • Understand the key levers of your business and how to leverage them best

Enrollment closed. View course catalog >>

Sam Jacobs clapping in front of a room of people

Course FAQ

This course is included in Pavilion's Executive and Associate Membership. Join Now.

No. Join Pavilion to enroll in Enterprise GTM School.

This course starts on June 3rd.

Join our live virtual sessions every Tuesday from 3 PM - 4:30 PM ET throughout the course duration.

Enrollment has closed.

Yes, 80% attendance is required. We recommend that participants attend the live sessions for the optimal learning experience. Though, watching session recordings counts toward attendance for those with scheduling conflicts or in time zones where live attendance is a challenge.

For those who are unable to attend live sessions, session recordings are made available within 24 hours of class. Watching session recordings counts towards attendance.

Yes, there is a final exam at the end of this course/school. A passing score of 80% must be attained in order to receive your certificate.

After successfully meeting attendance requirements and receiving 80% or higher on the final exam, you will receive a certificate of completion for this course.

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