Wanted
A second opinion.
First opinion has been staring at the same problem since Tuesday. Fresh eyes and honest feedback appreciated.
Payment in reciprocal favours.
Nobody here is selling.
GTM ANZ is where sales, marketing, customer success, partnerships and RevOps people across Australia and New Zealand compare notes, honestly.
It started as a group chat for people solving the same problems alone. Six hundred people later, it is the room where revenue people in this part of the world go to ask the question they cannot ask at work.
What you get is plain. Someone who has already solved the thing you are stuck on. Conversations you cannot have inside your own company. Playbooks, introductions, and a seat at a table when it matters.Continued on A3: who is in the room
Your people are already here.Australia and New Zealand only. Bring questions, not a pitch.Join GTM ANZ
A2The Timetable
Times are local to each city.- Thu 5 Nov
5:30pmClay Club MEL Meetup: How are operators using Clay today?Clay Club Melbourne: keynote from Clay Cup finalist Ben Broadley, then operators compare how they use Clay.Melbourne - Tue 10 Nov
5:30pmClay Club SYD Meetup: How are operators using Clay today?Clay Club Sydney: keynote from Clay Cup finalist Ben Broadley, then operators compare how they use Clay.Sydney - Wed 11 Nov
6:30pmLeaders Dinner, SydneyTwelve seats, one table. The venue is shared with guests.Sydney - Thu 19 Nov
6:30pmLeaders Dinner, MelbourneTwelve seats, one table. The venue is shared with guests.Melbourne
A3The Register
Some of the companies with people in the room.- 3P Learning
- Accenture
- Actionstep
- Advert Lite
- Agora RE
- AJ Networx
- Ansarada
- Applied Business Technology
- Arctic Wolf
- Australian Construction Data
- Aventedge
- Babbl
- Beforepay
- Bishopp
- brandsec
- Canary Technologies
- CASA MEDIA GROUP
- Certified Autos
- Checkmate
- Circle In
- Clickbiz Australia
- Cloudwerx
- Computer World
- Cor Cordis
- Crayon
- Cvent
- Dashdot
- DB Results
- Delaware North
- Deryan Financial Group
- Dismantly
- Dynamic Industrial Systems
- Easy Weddings
- efm Logistics
- Employment Hero
- EverydayZero
- Fair Pay Services
- Flash Group
- FoodByUs
- Freedom Property Investors
- FST Media
- Genero
- Glasswing
- Gotoyeah
- Green Choice Consulting
- Grw AI
- Heidi Health
- horizon digital
- Ideagen
- Imagine Communications
- Ingenious Guru
- INTELLIGEN
- James Anthony Consulting
- Jigsaw Australia
- Juniper Networks
- Kelly Lawyers
- Kloudify
- Körber Supply Chain Software
- LaunchPad Academy
- Lexus of Blackburn
- Link Publishers
- Liveware Labs
- Loopli
- Managed IT Group
- MaxWeb
- Mitrais
- Motive
- Native Teams
- News Corp
- nib Group
- Nimesa
- Nutralytics
- OneAdvanced
- Optus Business Hub @ Harvey Norman
- Origin Energy
- OxygenIT
- Pavilion
- Penrith Christian School
- Permaconn
- PolyNovo
- Procore Technologies
- Qualtrics International
- Ras360 Property Solutions
- Red Data Solutions
- RELEX Solutions
- Retinue
- rivanorth
- Safe365
- Sage
- SalesCommand
- SAP
- Seismic
- Services Australia
- Sked Social
- Smart Venturing
- Society of St Vicent de Paul
- SpendAble
- St Trinity
- Stantins Financial Services
- Straight Bat
- Superpath
- Tech Data
- Techstars Tech Central Sydney Accelerator
- Tennis One
- The Leadership Board
- The Rock Community
- Thoughtworks
- TMUC Pakistan
- Transvirtual
- Trustana
- University of Melbourne
- updoc
- UXArmy
- Vertex 360 Software Solutions/NDIS software
- Vocus Communications
- Why Bravo
- Wood Mackenzie
- Xypex Australia
- Yo-Chi Frozen Yogurt
- Zenith Consulting
Not on the Register yet. Tell us where you work and we will add it.
B1Classifieds
Read with curiosity. Reply with kindness.For exchange
One useful introduction.
You know someone. They know something. Good things happen.
Built something useful?
A clever workflow, a better question, a small fix with an outsized result. Bring it to the table.
Working prototypes welcome. Fifty-slide decks less so.
LOST & FOUND
Lost: one afternoon to a new tool.
Found: someone who already knows how to use it.
Less scrolling. More chairs.
Some conversations need a table, three hours and your phone in your pocket.
The fundamentals.
Listening. Following through. Knowing the customer.
Compatible with all known technology.
Correction.
It has come to our attention that nobody has it completely figured out. We regret any impression to the contrary.
The editors.
Today’s forecast
Scattered good ideas. A strong chance of a breakthrough over coffee.
DEATHS
COLD CALLING
Reported dead most years since about 2012. Survived by everyone who still does it well. No flowers, please; pick up the phone instead.
Keep the ambition. Lose the theatre.
Care about the work. Be curious about what is next. Be decent to people. Repeat as necessary.
B2Dear Revenue
Your questions, answered by people who have been there.Dear Revenue, the board wants pipeline doubled by the third quarter, and I have just been asked to cut the team by a fifth. Where do I even start?
Dear Stretched, start with the conversation, not the spreadsheet. Before you touch the plan, ask the board which number they would trade for the other. Doubling pipeline with fewer people is a different job from doubling it with the same team, and they should choose which one they are funding.
Then look at where your best deals came from last year. Most teams find that a handful of motions produce most of the revenue. Protect those people first, and stop the work that never converts.
Bring this one to your next table. Someone in the room has done it, and they will tell you what they would do differently.
Write to Dear Revenue: hello@gtmanz.com. Letters are printed without names.
B3Puzzles
Pencils down at the main course.The Quiz
Five questionsIn MEDDPICC, what does the second D stand for?
Decision process. The first D is decision criteria.
In BANT, what does the A stand for?
Authority. Budget, Authority, Need, Timeline.
What does NRR stand for?
Net revenue retention. Revenue kept from existing customers, expansion included.
Who wrote Predictable Revenue with Marylou Tyler?
Aaron Ross. Published in 2011.
Challenger reps teach, tailor and do what?
Take control. From The Challenger Sale by Matthew Dixon and Brent Adamson.
B4Our partners
The companies that make the room possible. Primary partner
Firmable is the AI-native sales platform, turning company data and buying signals into direction.
Dinner and event partners Partner with GTM ANZ
OpenSydney, 11 Nov
OpenMelbourne, 19 Nov
OpenCommunity events
Make yourself part of the story.
For go-to-market people across Australia and New Zealand. Come for one useful conversation. Stay for the people.
Join GTM ANZ