The gap is the value
Most companies aren't running the go-to-market model their board thinks they are.
Every go-to-market organisation exists three times: the model leadership designed, the one the plan funds, and the one that actually runs. Most of the value sits in the gaps between them, and an investor who sees those gaps early writes a better value creation plan.
Investors usually see a go-to-market organisation twice: through the plan, in the budget, and through the results, in the financials, often a quarter too late. The organisation that actually runs, with its real coverage, real roles and real conversion, sits between the two and is rarely written down at all.
The talk sets out how an operating partner should think about that: the model leadership designed, the one the plan funds and staffs, and the one that is actually running, and why most of the value in a go-to-market organisation sits in the gaps between them. It covers the signs that the three have drifted apart, and how seeing the gaps early changes the value creation plan, from where the first hundred days go to which numbers the board can trust.
Five questions to ask any portfolio company before the financials answer them.
For a talk, panel or podcast, send the event name, date, format and audience to ian@illogicaldata.com.