Unveiling the Secret to Success: The Ultimate Guide to Validating Your Cosell GTM Plays

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right-0 bottom-0 left-0 "> <img class="cover-img__image relative w-full h-full object-cover" src="https://media.licdn.com/dms/image/v2/D5612AQF5Bu3Bb4GEdw/article-cover_image-shrink_720_1280/article-cover_image-shrink_720_1280/0/1710185488519?e=2147483647&v=beta&t=PhPSDBdlnSjno_xHlcmbsDoMqucVnxsd8IvTN84izRo" fetchpriority="high" data-embed-id="cover-image" alt="Unveiling the Secret to Success: The Ultimate Guide to Validating Your Cosell GTM Plays"> </div> </div>  </figure> <header> <section class="core-section-container relative my-3"> <h1 class="pulse-title text-display-md text-color-text lg:text-display-lg font-bold w-11/12">Unveiling the Secret to Success: The Ultimate Guide to Validating Your Cosell GTM Plays</h1> <div class="ellipsis-menu absolute right-0 top-0"> <div class="collapsible-dropdown flex items-center relative hyphens-auto"> <button class="ellipsis-menu__trigger collapsible-dropdown__button btn-md btn-tertiary cursor-pointer !py-[6px] !px-1 flex items-center 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relative w-full hover:no-underline focus:no-underline base-card--link base-main-card flex flex-wrap py-2 pr-2 babybear:pr-0 base-main-card--link publisher-author-card"> <a class="base-card__full-link absolute top-0 right-0 bottom-0 left-0 p-0 z-[2]" href="https://www.linkedin.com/company/meylah" data-tracking-control-name="article-ssr-frontend-pulse_publisher-author-card" data-tracking-will-navigate> <span class="sr-only"> Meylah </span> </a> <img class="inline-block relative w-6 h-6 " data-delayed-url="https://media.licdn.com/dms/image/v2/C4E0BAQEGR_c4G65kQw/company-logo_100_100/company-logo_100_100/0/1634221175454/meylah_logo?e=2147483647&v=beta&t=ZwZV0QaQQlzLBXw48ElBBD_JXokMM9JRTnuQrhDaoHU" data-ghost-classes="bg-color-entity-ghost-background" data-ghost-url="https://static.licdn.com/aero-v1/sc/h/cs8pjfgyw96g44ln9r7tct85f" alt="Meylah"> <div class="base-main-card__info self-center ml-1 flex-1 relative break-words papabear:min-w-0 mamabear:min-w-0 babybear:w-full ">  <h3 class="base-main-card__title font-sans text-[18px] font-bold text-color-text overflow-hidden "> Meylah </h3> <h4 class="base-main-card__subtitle body-text text-color-text overflow-hidden "> Marketing Automation & Transformation | Cosell Marketing | Event Marketing | Main Street Digital Marketing </h4>  <div class="body-text text-color-text-low-emphasis base-main-card__metadata"> Published Mar 11, 2024 </div>  </div> <div class="base-main-card__ctas z-[3] self-center ml-3 babybear:ml-1 babybear:self-start"> <a class="base-main-card__cta btn-sm btn-secondary" href="https://www.linkedin.com/signup/cold-join?session_redirect=%2Fpulse%2Funveiling-secret-success-ultimate-guide-validating-your-cosell-lqbmc%3Ftrk%3Darticle-ssr-frontend-pulse&trk=article-ssr-frontend-pulse_publisher-author-card" data-tracking-control-name="article-ssr-frontend-pulse_publisher-author-card" data-tracking-will-navigate> + Follow </a> </div> </div> </div> </section> </header> <div data-test-id="article-content-blocks">  <div class="article-main__content" data-test-id="publishing-text-block"> <p> <span class>The story of successful go-to-market (GTM) strategies often begins with a powerful partnership, reminiscent of legendary alliances like </span><span class><a href="https://www.linkedin.com/redir/redirect?url=https%3A%2F%2Fazure%2Emicrosoft%2Ecom%2Fen-us%2Fblog%2Fmicrosoft-and-mistral-ai-announce-new-partnership-to-accelerate-ai-innovation-and-introduce-mistral-large-first-on-azure%2F&urlhash=1Ki4&trk=article-ssr-frontend-pulse_little-text-block" target="_blank" data-tracking-control-name="article-ssr-frontend-pulse_little-text-block" data-tracking-will-navigate data-test-link>Microsoft and Mistral AI </a></span><span class>, or </span><span class><a href="https://www.linkedin.com/redir/redirect?url=https%3A%2F%2Fwww%2Eadobe%2Ecom%2Fexpress%2Flearn%2Fblog%2Fgoogle-edu-partnership&urlhash=hi41&trk=article-ssr-frontend-pulse_little-text-block" target="_blank" data-tracking-control-name="article-ssr-frontend-pulse_little-text-block" data-tracking-will-navigate data-test-link>Google and Adobe </a></span><span class>. These collaborations are not just partnerships; they are a testament to the transformative power of strategic coselling.</span> </p> </div>  <div class="article-main__content" data-test-id="publishing-text-block"> <h3><span class>Decoding Cosell GTM Play</span></h3> </div>  <div class="article-main__content" data-test-id="publishing-text-block"> <p> <span class>A </span><span class="font-[700]">Cosell GTM Play</span><span class> is a strategic action plan designed to leverage the strengths and resources of two or more partnering organizations to effectively introduce and sell a product or service </span><span class="font-[700]">in front of customers or clients</span><span class>. </span> </p> </div>  <div class="article-main__content" data-test-id="publishing-text-block"> <p> <span class>This approach is not just about selling together but about creating a synchronized strategy that combines the unique capabilities, market reach, and customer insights of each partner to achieve mutual success. A well-crafted GTM play aligns the product, marketing, and sales efforts of all partners towards common objectives, ensuring a cohesive and impactful market entry.</span> </p> </div>  <div class="article-main__content" data-test-id="publishing-text-block"> <p> <span class>There are several different go-to-market motions that companies use when planning their go-to-market roadmap and here are the most common ones:</span> </p> </div>  <div class="article-main__content" data-test-id="publishing-text-block"> <p> <span class> <ul> <li><span class>Inbound-led ---------- 90%</span></li> <li><span class>Outbound-led -------- 86%</span></li> <li><span class>Partner-led ----------- 66%</span></li> <li><span class>Community-led ------- 52%</span></li> <li><span class>Product-led ----------- 41%</span></li> <li><span class>Event-led ------------- 38%</span></li> </ul> </span> </p> </div>  <div class="article-main__content" data-test-id="publishing-text-block"> <h3><span class>The Essence of a Cosell GTM Play</span></h3> </div>  <div class="article-main__content" data-test-id="publishing-text-block"> <p> <span class>Before we dive into the litmus test, let's outline what makes a co-sell GTM play not just good, but great:</span> </p> </div>  <div class="article-main__content" data-test-id="publishing-text-block"> <p> <span class> <ol> <li><span class="font-[700]">Audience Focused (Niche)</span><span class>: Tailoring your Cosell GTM play to a specific niche or audience ensures relevance and higher engagement rates. For example you are adding: New buyer, New vertical, New product, New geography, New Partnerships, New Cosell offer</span></li> <li><span class="font-[700]">Leads with a Press Release Announcement</span><span class>: A strategic announcement can amplify your message, garnering attention from the right circles.</span></li> <li><span class="font-[700]">Creates Value (Gives and Gets)</span><span class>: Your play should be a two-way street, where both parties bring and take value, fostering a sustainable partnership.</span></li> <li><span class="font-[700]">Sequence of Activities Built In (Launch to Completion)</span><span class>: A well-defined timeline of activities from launch to completion keeps everyone on track and focused on the goal. </span></li> <li><span class="font-[700]">KPI's Driven</span><span class>: Everyone must know the key outcomes. Defining and tracking Key Performance Indicators (KPIs) is crucial for measuring success and making data-driven decisions.</span></li> <li><span class="font-[700]">Activates Omni-Channel Distribution of the Offer</span><span class>: Leveraging multiple channels such as social, email, advertising, influencers and more to ensure your message reaches your audience, wherever they may be.</span></li> <li><span class="font-[700]">Stakeholders Aligned with Project Plan</span><span class>: Ensuring all stakeholders are on the same page is vital for seamless execution and collective effort.</span></li> </ol> </span> </p> </div>  <div class="inline-articles bg-color-surface-new border-hidden rounded-sm p-1 mx-auto my-1.5 mamabear:w-2/3 inline-articles__before"> <h2 class="text-xl font-medium ml-1.5 my-1 text-color-text mamabear:text-center">Recommended by LinkedIn</h2> <div class="flex flex-wrap mx-0.5 babybear:mx-1.5"> <div class="content-author-card flex flex-col max-w-[270px] h-auto rounded-md border-1 border-system-gray-30 border-solid pb-1.5 inline-article mx-auto my-1 border-hidden papabear:w-[219px] babybear:min-w-full mamabear:min-w-full h-auto bg-color-canvas-tint"> <a class="no-underline" data-tracking-control-name="inline-recommended-articles" data-tracking-will-navigate href="https://www.linkedin.com/pulse/partner-marketing-reimagined-how-cmos-leveraging-ecosystems-heinz"> <img class="content-image w-full h-[150px] bg-cover rounded-t-md object-cover" data-delayed-url="https://media.licdn.com/dms/image/v2/D5612AQEveI9BVaCuBQ/article-cover_image-shrink_720_1280/article-cover_image-shrink_720_1280/0/1681845855096?e=2147483647&v=beta&t=REislnK7AmhRlZBSDIPjQPE9qJpqv6BctSwlnVztvI4"> <div class="inline-article-title text-md text-color-text font-bold pl-2 pt-1 pr-1.5">Partner Marketing Reimagined: How CMOs are leveraging…</div> <div class="inline-article-meta px-2 mt-1 font-sans text-xs font-normal text-color-text-low-emphasis h-full"> <span class="inline-article-author pt-0.5"> Matt Heinz </span> <span class="before:middot pt-0.5 inline-article-published-date"> 1 year ago </span> </div> </a>  </div> <div class="content-author-card flex flex-col max-w-[270px] h-auto rounded-md border-1 border-system-gray-30 border-solid pb-1.5 inline-article mx-auto my-1 border-hidden papabear:w-[219px] babybear:min-w-full mamabear:min-w-full h-auto bg-color-canvas-tint"> <a class="no-underline" data-tracking-control-name="inline-recommended-articles" data-tracking-will-navigate href="https://www.linkedin.com/pulse/week-2-gtm-game-plan-weekly-andrew-ettinger-x1v5e"> <img class="content-image w-full h-[150px] bg-cover rounded-t-md object-cover" data-delayed-url="https://media.licdn.com/dms/image/v2/D4E12AQGTIezGbCG_jg/article-cover_image-shrink_720_1280/article-cover_image-shrink_720_1280/0/1725893434228?e=2147483647&v=beta&t=lToxLBeoAZw610zwUX9KSmyre8iWfKnchE8u93_AK6k"> <div class="inline-article-title text-md text-color-text font-bold pl-2 pt-1 pr-1.5">Week 2 - GTM Game Plan Weekly</div> <div class="inline-article-meta px-2 mt-1 font-sans text-xs font-normal text-color-text-low-emphasis h-full"> <span class="inline-article-author pt-0.5"> Andrew Ettinger </span> <span class="before:middot pt-0.5 inline-article-published-date"> 2 months ago </span> </div> </a>  </div> <div class="content-author-card flex flex-col max-w-[270px] h-auto rounded-md border-1 border-system-gray-30 border-solid pb-1.5 inline-article mx-auto my-1 border-hidden papabear:w-[219px] babybear:min-w-full mamabear:min-w-full h-auto bg-color-canvas-tint"> <a class="no-underline" data-tracking-control-name="inline-recommended-articles" data-tracking-will-navigate href="https://www.linkedin.com/pulse/partnerships-now-partner-marketing-perspectives-impartnersoftware-fiwhe"> <img class="content-image w-full h-[150px] bg-cover rounded-t-md object-cover" data-delayed-url="https://media.licdn.com/dms/image/v2/D4E12AQFZALZxnGv4Ew/article-cover_image-shrink_720_1280/article-cover_image-shrink_720_1280/0/1715783235758?e=2147483647&v=beta&t=sQ88eiNLbZv6OY1NG5wHb1aef_b1P_fQtVhzz6TngK4"> <div class="inline-article-title text-md text-color-text font-bold pl-2 pt-1 pr-1.5">Partnerships NOW: Partner Marketing Perspectives</div> <div class="inline-article-meta px-2 mt-1 font-sans text-xs font-normal text-color-text-low-emphasis h-full"> <span class="inline-article-author pt-0.5"> Impartner Software </span> <span class="before:middot pt-0.5 inline-article-published-date"> 6 months ago </span> </div> </a>  </div> </div> </div> <div class="article-main__content" data-test-id="publishing-text-block"> <h3><span class>The Litmus Test: Evaluating Your Cosell GTM Play</span></h3> </div>  <div class="article-main__content" data-test-id="publishing-text-block"> <p> <span class>Now, how do you apply these elements to test if your cosell GTM play is on the right track? Let's explore:</span> </p> </div>  <div class="article-main__content" data-test-id="publishing-text-block"> <p> <span class> <ol> <li><span class="font-[700]">Relevance and Engagement</span><span class>: Analyze your audience engagement levels. Are you reaching the right niche? High engagement rates with your target audience indicate your message is resonating.</span></li> <li><span class="font-[700]">Press Release Impact</span><span class>: Measure the reach and impact of your announcement. Increased inquiries, website traffic, or social media engagement post-announcement are good indicators. Publicity by others is a great way to measure success. </span></li> <li><span class="font-[700]">Value Creation and Exchange</span><span class>: Evaluate the reciprocity of value. Are both parties benefiting as anticipated? Feedback from partners and customers can offer insights.</span></li> <li><span class="font-[700]">Activity Timeline Adherence</span><span class>: Check if the sequence of activities is being followed. Delays or deviations could signal a need for plan adjustments.</span></li> <li><span class="font-[700]">KPI Achievement</span><span class>: Compare your current performance against the KPIs set. Are you on track, or are adjustments needed? This will guide your decision-making process.</span></li> <li><span class="font-[700]">Omni-Channel Distribution Effectiveness</span><span class>: Assess the reach and effectiveness of your omni-channel strategy. Analyzing channel-specific metrics can reveal areas for optimization.</span></li> <li><span class="font-[700]">Stakeholder Alignment and Satisfaction</span><span class>: Regular check-ins with stakeholders will gauge whether alignment is maintained and if any concerns need addressing.</span></li> </ol> </span> </p> </div>  <div class="article-main__content" data-test-id="publishing-text-block"> <h3><span class>Moving Forward</span></h3> </div>  <div class="article-main__content" data-test-id="publishing-text-block"> <p> <span class>Should you find areas that are not hitting the mark, it's an opportunity for iteration and refinement. Remember, the goal is continuous improvement, leveraging insights to enhance your Cosell GTM plays.</span> </p> </div>  <div class="article-main__content" data-test-id="publishing-text-block"> <h3><span class>Call to Action</span></h3> </div>  <div class="flex flex-col mt-2" data-test-id="publishing-image-block" rel="ugc"> <figure> <img class="lazy-load block w-full" data-delayed-url="https://media.licdn.com/dms/image/v2/D5612AQGq7ncllVFMvQ/article-inline_image-shrink_1000_1488/article-inline_image-shrink_1000_1488/0/1710185340659?e=2147483647&v=beta&t=dPONmyrxFoapn2HnJmtWVBEMfsKYSTImOvVKc08KUZg">  </figure> </div>  <div class="article-main__content" data-test-id="publishing-text-block"> <p> <span class>Eager to dive deeper into Cosell GTM strategies and connect with like-minded professionals? Register for the </span><span class="font-[700]"><a href="https://www.linkedin.com/redir/redirect?url=https%3A%2F%2Fmeylah%2Ecom%2Fcosellvelocity2024%2F&urlhash=e1HP&trk=article-ssr-frontend-pulse_little-text-block" target="_blank" data-tracking-control-name="article-ssr-frontend-pulse_little-text-block" data-tracking-will-navigate data-test-link>#CosellVelocity GTM Global Summit 2024 </a></span><span class>. This event promises to be a melting pot of ideas, strategies, and networking opportunities, designed to catapult your cosell initiatives to new heights. Don't miss out on the chance to transform your GTM plays into powerful growth engines. </span><span class><a href="https://www.linkedin.com/redir/redirect?url=https%3A%2F%2Fmeylah%2Ecom%2Fcosellvelocity2024%2F&urlhash=e1HP&trk=article-ssr-frontend-pulse_little-text-block" target="_blank" data-tracking-control-name="article-ssr-frontend-pulse_little-text-block" data-tracking-will-navigate data-test-link>Register Now </a></span><span class>!</span> </p> </div>  <div class="article-main__content" data-test-id="publishing-text-block"> <p> <span class>Interested to connect on helping you with Cosell GTM Partnership strategy and plays, </span><span class><a href="https://www.linkedin.com/redir/redirect?url=https%3A%2F%2Fairtable%2Ecom%2Fapp7hAcUnpjpi0rYj%2FshrTU2bvJENGWF3zv&urlhash=vf_U&trk=article-ssr-frontend-pulse_little-text-block" target="_blank" data-tracking-control-name="article-ssr-frontend-pulse_little-text-block" data-tracking-will-navigate data-test-link>schedule a call 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focus:text-color-text-on-dark language-selector__link !font-regular" data-tracking-control-name="language-selector-no_NO" data-locale="no_NO" role="menuitem" lang="no_NO"> Norsk (Norwegian) </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="ਪੰਜਾਬੀ (Punjabi)" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link !font-regular" data-tracking-control-name="language-selector-pa_IN" data-locale="pa_IN" role="menuitem" lang="pa_IN"> ਪੰਜਾਬੀ (Punjabi) </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="Polski (Polish)" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link !font-regular" 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role="menuitem" lang="ro_RO"> Română (Romanian) </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="Русский (Russian)" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link !font-regular" data-tracking-control-name="language-selector-ru_RU" data-locale="ru_RU" role="menuitem" lang="ru_RU"> Русский (Russian) </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="Svenska (Swedish)" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link !font-regular" data-tracking-control-name="language-selector-sv_SE" data-locale="sv_SE" role="menuitem" lang="sv_SE"> Svenska (Swedish) </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="తెలుగు (Telugu)" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link !font-regular" data-tracking-control-name="language-selector-te_IN" data-locale="te_IN" role="menuitem" lang="te_IN"> తెలుగు (Telugu) </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="ภาษาไทย (Thai)" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link !font-regular" data-tracking-control-name="language-selector-th_TH" data-locale="th_TH" role="menuitem" lang="th_TH"> ภาษาไทย (Thai) </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="Tagalog (Tagalog)" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link !font-regular" data-tracking-control-name="language-selector-tl_PH" data-locale="tl_PH" role="menuitem" lang="tl_PH"> Tagalog (Tagalog) </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="Türkçe (Turkish)" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link !font-regular" data-tracking-control-name="language-selector-tr_TR" data-locale="tr_TR" role="menuitem" lang="tr_TR"> Türkçe (Turkish) </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="Українська (Ukrainian)" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer 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