GTM Diagnostics & Design (US/PT)
GTM Diagnostics & Design is the third and final course of a three-course flow for revenue leaders designed as a practical guide to complement your knowledge from the Revenue Architecture and Bowtie Analytics courses.
Description
• 3 live sessions
• Each session is 2 hours of instruction
• Delivered via Zoom video conference
• Industry-recognized certification
As a GTM professional, a significant aspect of your role involves comprehending the data and extracting insights about your business. Subsequently, it becomes imperative to foster synchronization among other leaders in revenue to ensure the entire organization is progressing cohesively. This necessitates proficiency in data analysis, the ability to formulate and pursue hypotheses, and ultimately crafting a coherent and captivating narrative that can serve as the foundation for discussions with executives. Within this course, we leverage these capabilities to address the pertinent GTM challenges at hand.
Session 1: Causality Toolkit
In this session, we delve into the causality toolkit, beginning with an in-depth understanding of the scientific foundations of consulting. Throughout the session, we will examine the practical implementation of the six models derived from Revenue Architecture. Furthermore, we will explore reasoning pitfalls, with a particular focus on distinguishing between inductive and deductive reasoning. We will then look at fundamental concepts of a hypothesis, with an in-depth exploration of hypothesis-driven testing. Finally, we’ll explore the Pareto Principle, offer a comprehensive analysis of various types of Mutually Exclusive and Collectively Exhaustive (MECE) structures, alongside an examination of issue trees. This session will conclude with an analysis of real-world examples and collaborative group exercises.
Session 2: Client Delivery
In this session, our primary focus is on client delivery. We will emphasize the crucial role of top-down communication, as it serves as the cornerstone of executive interaction. This communication approach follows a strategic pyramid structure, placing the key message at the forefront. We will then transition into the art of storyboarding, a pivotal step in crafting impactful presentations. Our emphasis will be on cultivating a seamless horizontal and vertical flow. Finally, we will use breakout rooms to practice top-down communication principles, and then delve into slide archetypes.
Session 3: Pre-Case
In this session, we'll explore a pre-case study to prepare you for your final case assignment. The goal is to provide you with the necessary tools and insights for the final case, including a comprehensive briefing and supplementary materials to ensure that you are fully prepared as we conclude the Insight Engineering course.
Prerequisites
Learners are best equipped for this course if they have completed the Revenue Architecture and Bowtie Analytics courses.