How to identify cross-sell opportunities

Guess what day it is? The second Saturday of the month!

I’m so excited to finally release my new guide, How to Identify Cross-Sell Opportunities with an Account-Based GTM Strategy.

It’s a guide packed with simple and actionable tips including:

Our annual marketing kick-off is in the books and we’re ready to launch.

Here’s a recap of what we’ve launched this week and what we’re working on launching in the coming weeks.

This week we’re announcing a new partner integration, and with that is the launch of our Q1 account-based GTM strategy.

We’re focusing on our top tiered accounts that use this partner. The idea is to leverage the momentum around the integration, our better together story and customer case studies to drive increased engagement and conversations.

We’ll use a mix of channels including marketing emails, organic social, paid social, webinar and personalized outreach from our SDRs.

Stay tuned next month for an update on how we’re progressing towards our KPIs.

We’ve been gradually increasing the adoption of our newer AI product, and this year we want to put the pedal to the metal.

To do that efficiently, and effectively we’re going to prioritize our top customer accounts. We’re basing this on their ARR, usage, current product sophistication and their potential ARR if we were to add this additional product.

This has been a lengthy process but only to ensure we’re understanding our cross-sell motion, the stakeholders involved and what the better together story should be.

One area we’re being smart in is how we’re rolling this out across the GTM organization.

We have four regional sales teams in North America in addition to an international team in EMEA and Australia. But we’re not going to roll this out across every region, yet.

Our plan right now is to pilot our cross-sell strategy with one North American region. We want to ensure the process is well thought out, the channels, tactics and messaging are proving effective as well.

Once we can launch and execute the strategy to a degree of success early on, then our plan is to gradually roll it out across the other regions and then across the pond.

By this time next month, I should have another detailed update for you all once it has finally been launched!

Something else we’re launching this year is our Ink100. This is like it sounds, a list of our (Movable Ink) top 100 prospects.

It’s a full GTM strategy across our AEs, SDRs, every marketing team and across our executive teams and more. All hands on deck as they say.

We’re still working on build out some components of this strategy but here’s a bit of what we have planned:

This is an exciting new project for a lot GTM stakeholders and we’re optimistic about the success we can have over the course of the year.

Next month I’ll provide an update on what we’ve launched and early results.