GTM University

10.6.25:

 This week’s GTM Million Dollar Club session brought together a community of fractional CMOs and marketing consultants for an insightful discussion led by Alan Gonsenhauser, a veteran fractional CMO with over five years of experience. Alan shared valuable lessons from his journey, including strategies for building and sustaining a successful fractional CMO practice. The group explored key challenges such as scaling beyond revenue plateaus, optimizing pricing and engagement structures, and diversifying revenue streams. GTM Partners continues to support members with proven frameworks, tools, and community insights to help fractional CMOs scale effectively. The GTMOS certification also provides credibility and standardized methodologies for those looking to formalize their approach. Next week, we’ll host a part two session with Alan to dive deeper into his business model and encourage members to share their own experiences and success stories. 

9.29.25:

 This week’s discussion with James Lamberti, who leads GTM at Georgian, highlighted common challenges PE firms face—misaligned go-to-market motions, unclear ICPs, and the absence of a shared framework across portfolio companies. GTM OS was identified as a strong solution, offering a structured approach to align strategies with company stage and market opportunities, while also supporting due diligence and post-investment evaluation. Next steps include showcasing thought leadership on AI’s role in GTM, developing case studies on GTM OS success, and creating a roadmap for “RevOps in the Age of AI.” 

 In this week’s GTM Partners discussion, the focus was on implementing GTM workshops and strategies with clients. A key pain point identified was that many clients lack a clear understanding of their Ideal Customer Profile (ICP), leading to misalignment and targeting the wrong customers, while others find it difficult to introduce and sell GTM concepts effectively. The group agreed that workshops and strategies provide a strong solution fit, with ICP development in particular resonating well with clients. The flexibility of the GTM approach also allows customization based on client needs and readiness. As next steps, the team plans to dedicate next week’s meeting to a deeper dive into ICP strategies, encourage participants to share success stories and case studies, and begin work on a “State of Fractional Business” report to capture the attention of PE firms and CEOs. 

9.15.25: 

This week, participants continue building their book of business ($250K–$1M) through brand, demand, and delivery systems. Some are struggling to convert meetings into sales and sell higher-priced GTM OS pillars, while getting prospects to commit to discovery calls remains a challenge. New support includes the 5-day mini challenge to bridge initial meetings to larger engagements and a structured GTM planning process to identify high-value projects. Participants are encouraged to implement these tools, with additional pillar delivery training coming next. The next group call will focus on sharing experiences and challenges.

9.8.25:

This week, Sangram Vajre and Bryan Brown shared insights on sales strategies and introduced a new quarterly planning product. Partners continue to face challenges in consistently booking sales meetings, closing deals, quickly demonstrating value, building trust with prospects, and effectively productizing and pricing their services.The new quarterly planning offering—a 4–5 hour workshop priced at $5K—leverages familiar GTM frameworks and tools, designed to generate ongoing revenue and upsell opportunities. Next steps for partners include reviewing the quarterly planning product deck, considering participation in the 10-week challenge to book three meetings per week, and testing the 5-day challenge approach with interested prospects.

8.28.25:

This week, Morgan Ingram guided a group of experienced go-to-market executives on using LinkedIn effectively for business development as fractional leaders. Many executives are unsure how to translate their experience into new client opportunities and face challenges with outreach, including uncertainty about tools like Sales Navigator. Morgan’s approach focuses on leveraging existing networks, executive credibility, LinkedIn events, personalized outreach, and warm connections—offering a professional, high-level strategy aligned with their needs. Next steps include implementing these strategies, with a potential follow-up session to review results and refine approaches. Sangram is also exploring options for regular sessions with Morgan to support the group.

8.18.25:

This week, partners explored strategies for growing fractional consulting businesses using GTM Partners’ operating system. The new MOVE course and funnel system supports selling and delivering the GTM OS, while the 10-week challenge drives consistent business development. Partners continue to face challenges generating leads and communicating value to executives. Next steps: set up the MOVE course funnel, join the 10-week 3-3-3 challenge, find an accountability partner, watch the MOVE course, and attend next week’s Hunt Club session on fractional recruiting.

8.4.25:

 This week, a new funnel-building tool was introduced to certified partners to help generate pipeline and close deals more effectively. The tool includes a free course offer, personalized landing pages, and nurture sequences. Partners discussed pain points, impact, decision process, solution fit, tech stack, and timeline for the tool. 
Next steps: review and update LinkedIn profiles, opt-in for the funnel-building tool when available, start the 10-week 3-3-3 challenge (3 DMs, 3 comments, 3 meetings per week), and share progress and wins in the Slack group. 

7.21.25:

This week featured a presentation by Lydia Flocchini on creating a niche and driving demand through clear POV and problem-focused messaging, along with a deep dive into client workshops and engagement models by Celeste Jacroux. A new partner Slack community was launched with channels for business development, social sharing, support, and celebrating wins. Additional resources include a 7-minute primer on investment market maps and new research on value selling to CFOs. Workshop strategies were also discussed, including GTM Partner offerings, free venue strategies, and partner collaboration. Next steps: the next GTMastermind Show & Tell call is scheduled for 8/4/25.

7.7.25:

This week, partners shared updates on Substack activity, traction with prospects, and plans for an upcoming global workshop. The assessment tool was enhanced with 15 GTM problems and new thought leadership content. New training resources include a CEO positioning guide, brand creation, 1-hour client workshop, and GTM OS implementation. Workshop strategies covered GTM Partner offerings, free venue options, and partner collaboration. Next steps: complete training, leverage GTM Partners for workshop support, and continue outreach and other initiatives.

6.23.25:

This week highlighted several partner success stories, showcasing new client wins and effective use of the GTM OS framework. Discussions covered client management and pricing strategies, including balancing multiple clients, project vs. retainer models, and avoiding scope creep. Partners also explored content creation and lead generation, leveraging GTM Monday research, refining funnel strategies, and sharing client stories. Real-world GTM OS implementation examples and content updates were shared. Next steps: partners to expand on success stories and collaborate on the upcoming global client workshop.

6.9.25:

This week, fractional partners explored positioning strategies for niche go-to-market businesses, including pipeline velocity, technical founders, and specific revenue ranges. Discussions also covered LinkedIn content and funnel strategies for brand building, client acquisition tactics such as workshops, GTM OS certification, and network referrals, and tools and resources like the GTM Partner Portal and AI-generated assessment analysis. Next steps: complete the million-dollar spreadsheet and continue leveraging the LinkedIn community.

6.2.25:

GTM Partners kicked off the Million Dollar Club program for fractional leaders and consultants, introducing the CLIMB framework to drive growth and accountability. The program vision and scope were shared, along with strategies for branding and positioning through the GTM OS certification process and resources. Discussions also covered lead generation and growth strategies, including leveraging GTM tools, GTM Marketplace listings, and the GTM assessment tool. Upcoming initiatives were outlined to support continued partner success.