How to Solve for Unclear Strategic Priorities in GTM Teams

For private equity funded B2B SaaS companies, unclear strategic priorities across go-to-market teams cause confusion, inefficiencies, and missed opportunities. Sales, marketing, and customer success teams waste efforts and produce subpar results when they lack alignment on focus areas. Teams struggle to execute effectively despite pressure to drive rapid growth and hit aggressive targets without clear direction.

GTM Bloat refers to the build-up of inefficiencies within the go-to-market function. It creates more bottlenecks than it solves. The solution lies in using the right GTM AI strategy. This provides insights and alignment to drive better performance and unlock the full potential of the investment.

How to Gain Strategic Clarity with AI

Go-to-market teams need these tools to solve the problem of unclear strategic priorities:

• AI Deal Scoring to prioritize opportunities based on an objective assessment of impact
• Account Research to deeply understand target accounts and align execution efforts

These two AI workflows, part of Copy.ai's Deal Coaching and Account-Based Marketing packages, provide the insights and direction needed to drive cohesive strategies and focused execution that maximizes GTM Velocity.

1. AI Deal Scoring (Deal Coaching package)

This workflow scores each deal based on an AI analysis of account data and deal metrics to rank opportunities by impact.

Inputs Needed: Account data and deal metrics from CRM

What the Workflow Does:

• Step 1: Analyzes the account and deal data to extract key qualification criteria
• Step 2: Generates an impact score to objectively assess and rank each opportunity
• Step 3: Provides context around the score, surfacing insights on strategic fit, revenue potential, use cases, and likelihood to close
• Step 4: Enhances CRM data with the impact score and annotations

The AI Deal Scoring workflow gives sales teams an unbiased way to evaluate and prioritize opportunities based on impact. It automates the analysis of account and deal data, saving time while providing a detailed assessment far beyond typical qualification frameworks. This enables better decision making on where to focus efforts for maximum results.

Example in Action: A PE-backed SaaS company's sales team runs the AI Deal Scoring workflow on their pipeline each week. They discover that several enterprise deals rank highest for impact based on the AI analysis, despite having longer sales cycles. Prioritizing those opportunities allows them to land landmark clients and significantly increase average deal sizes.

2. Account Research (Account-Based Marketing package)

This workflow provides a deep dive on prioritized accounts to inform targeted go-to-market strategies and execution.

Inputs Needed: Market and competitor insights

What the Workflow Does:

• Step 1: Researches the account and market to uncover their strategic initiatives, pain points, use cases and challenges
• Step 2: Maps the company's differentiated value proposition to the account's specific needs and buying criteria
• Step 3: Generates ideas for hyper-relevant content, offers, events, and multi-channel campaigns to engage the account
• Step 4: Aligns sales and marketing by providing a unified view of the account, competitors and strategy

The Account Research workflow enables marketing and sales to develop highly targeted, account-specific strategies and tactics. Teams can create resonant content and outreach that cuts through the noise with a deep understanding of each prioritized account. AI automation of the research process saves significant time.

Example in Action: The SaaS company's marketing team uses the Account Research workflow to inform their ABM campaigns for top-scoring accounts. For each one, they uncover the key strategic initiatives and use those insights to develop custom content, offers and executive events. Sales uses the battle cards to handle objections and position unique value. As a result, the ABM campaigns generate 10X the pipeline compared to prior broad-based efforts.

Putting Them Together

Go-to-market teams at PE-backed companies gain the strategic alignment needed to drive outsized results when they use the AI Deal Scoring and Account Research workflows together:

1. AI Deal Scoring ranks opportunities by impact to clarify priorities
2. Account Research provides deep insights to inform targeted strategies and execution on the top opportunities
3. Sales, marketing and CS align efforts on the highest-impact accounts
4. GTM Velocity accelerates as resources focus on the right priorities

Why Copilots Aren't Sufficient

AI copilots like ChatGPT can help with specific tasks, but they can't analyze proprietary data, extract insights, and align efforts across teams. Workflows solve business problems end-to-end. They ensure consistent usage of AI best practices across the organization. They also enable complex, multi-step processes to be automated and optimized in ways that copilots can't match.

Looking Ahead

The PE-backed SaaS company can now use additional workflows to enhance their go-to-market efforts with alignment on strategic priorities:

• AI Battlecards - Dynamically generates battlecards based on real-time competitive intelligence
• Executive Engagement Plan - Creates tailored executive engagement plans for each target account
• Strategic Expansion Paths - Identifies expansion opportunities and next-best actions within key accounts

PE-backed B2B SaaS companies can gain an unfair advantage and become category winners by combining powerful AI workflows on a GTM AI Platform. The right GTM AI strategy eliminates GTM Bloat, accelerates GTM Velocity, and unlocks the full potential of the investment.

Related Resources

If you found this guide helpful, then you might also be interested in the following resources:

• Unstoppable Go-To-Market Success with Sangram Vajre - Discover the secrets to unstoppable GTM success from the cofounder of Terminus. Learn how to align your teams, create memorable experiences, and drive explosive growth.
• Exploring ARR per Employee with Kyle Poyar - Uncover how top SaaS companies maximize efficiency and output. Get insights on key GTM metrics, benchmarks and strategies to optimize your ARR per employee.
• What is GTM Bloat? - Is your go-to-market engine running efficiently or has it become bloated and sluggish? Learn how to identify and eliminate GTM Bloat to accelerate growth.

Leveraging the right AI workflows can be a game-changer for your GTM teams. See how Copy.ai's GTM AI platform can help you gain an unfair advantage - book a demo today and become a category winner.