The 8 Questions Every Executive Team Should Answer Before Annual Planning

Last fall, hundreds of founders, entrepreneurs, authors, industry experts, CROs, CMOs, CEOs, RevOps leaders, and revenue executives gathered in Lehi, Utah, for GTM Live, for a premier event that focused on modern go-to-market strategy.

One of the most talked-about sessions came from Bryan Brown, President of GTM Partners and one of the pioneers behind today's go-to-market operating model.

In this featured presentation—introduced by Amy Osmond Cook, CMO and co-founder of Fullcast and host of the Go-To-Market Podcast—Bryan shares exclusive research from GTM Partners that answers one of the biggest questions facing revenue leaders today:

Why do companies with similar products, funding, and markets produce dramatically different growth outcomes?

Drawing on research from hundreds of B2B organizations, Bryan explains why most companies misinterpret their go-to-market alignment problem.

From RevOps and Customer Success to Marketing, Product, Finance, and Sales, this session explores how today's fastest-growing companies are replacing disconnected planning with a unified go-to-market operating system built for predictable growth.

What You'll Learn Why product-market fit isn't enough to build a scalable company

The hidden "optionality tax" that slows revenue growth

Why sales, marketing, customer success, product, finance, and RevOps must plan together—not separately

Why most revenue teams chase more pipeline instead of better revenue

How Net Revenue Retention (NRR) reveals whether your go-to-market strategy actually works

The future of territory planning, compensation design, and organizational alignment