Enterprise GTM Strategy with Shilpa Singh, Head of GTM at Amazon
In this episode, Sunil and Shilpa talk about creating a GTM playbook for targeting the Enterprise segment and more.
Shilpa Singh, the Head of GTM/Commercial Strategy at Amazon, has over 18 years of experience working at different B2B organizations like Amazon and Amplitude.
In our conversation with her, we discuss how a SaaS company can enter the enterprise segment and the best practices they should follow. Shilpa also shares the building blocks of a GTM strategy required to target the Enterprise segment.
Key Takeaways
Building relationships up-down and bottom-up is critical for a GTM strategy.
Being more transparent and defining a clear roadmap is important.
Staying customer-obsessed and having a mechanism to measure adoption and partnerships (take a value-based approach) are extremely critical for long-term success.