170: Keith Jones: OpenAI's Head of GTM systems on building ...
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Introduction
Today, we are excited to sit down with Keith Jones, Head of GTM Systems at OpenAI.
About Keith Jones
Keith Jones unexpectedly found himself in sales operations early in his career. His journey from forecasting bookings in Excel to leading systems for go-to-market teams has shaped his unique perspective on building effective tools for sales teams.
About go-to-market strategy
Before diving into Keith's insights, let's understand what a go-to-market strategy entails. A go-to-market strategy is a tactical action plan that outlines the necessary steps a company must take to succeed in a new market or with a new customer segment. It involves analyzing the target market, understanding buyer personas, and determining the most effective channels to reach potential customers.
Lessons from Keith Jones
Keith emphasizes the importance of building tools for sales teams with insights from actual selling experience. He believes that understanding the challenges faced by sellers leads to the creation of more impactful solutions.
Best Sales Operations Tools
According to Keith, the collaboration between GTM ops and GTM systems is crucial for achieving operational success. By keeping the mandates of these teams distinct yet interconnected, organizations can streamline processes and enhance overall performance.
Automatic Corporate Hierarchy Mapping
Conclusion
Keith's approach to GTM systems reflects a deep understanding of the needs of sales teams and the significance of reliable tools in driving success. By prioritizing user experience and operational efficiency, Keith continues to make a significant impact in the field of go-to-market systems.
Explore more insights from industry experts like Keith on Humans of Martech.
