Your analysis is informative and leading-edge. But it seems that your examples of inefficient GTM strategies are moreso examples of markets becoming commoditized. These companies' products are no longer as compelling as they once were, so they have to fight harder to sell anything. Their target markets (TAM) are drying up at the same time that their (lack of) innovation is bearing itself out within their product suites. Am I wrong?
Andrew--thank you for reading and thinking fundamentally about the issue we are seeing... I do not think you are wrong. Here's how I am thinking about it: I think we indeed are seeing some loss of PMF, and instead of investing in fixing that, companies are doubling down on GTM investments that just aren't paying off. I believe if we adopt lean principles and treat each product or GTM as a production line, we can fix this... But we have to be honest about it--which you are advocating. "Does this product/feature deliver value?" If so, keep it, and if not, re-think it... that's at the very beginning of Lean. If that is wrong, no amount of GTM investing will get you out of the penalty box. Great point, well made!
Your analysis is informative and leading-edge. But it seems that your examples of inefficient GTM strategies are moreso examples of markets becoming commoditized. These companies' products are no longer as compelling as they once were, so they have to fight harder to sell anything. Their target markets (TAM) are drying up at the same time that their (lack of) innovation is bearing itself out within their product suites. Am I wrong?
Andrew--thank you for reading and thinking fundamentally about the issue we are seeing... I do not think you are wrong. Here's how I am thinking about it: I think we indeed are seeing some loss of PMF, and instead of investing in fixing that, companies are doubling down on GTM investments that just aren't paying off. I believe if we adopt lean principles and treat each product or GTM as a production line, we can fix this... But we have to be honest about it--which you are advocating. "Does this product/feature deliver value?" If so, keep it, and if not, re-think it... that's at the very beginning of Lean. If that is wrong, no amount of GTM investing will get you out of the penalty box. Great point, well made!