Signs That You Might Have A Go-to-Market Misalignment

June 6th, 2012 by Matthew Rosenhaft Leave a reply »

Your “revenue generation” problem may really be a go-to-market alignment problem in that your go-to-market is not meeting the buyer’s needs. Here are the symptoms that we are seeing that give us an indication:

  • New market penetration is less than expected
  • Competitive market share erosion
  • Frustrated with channel partner performance
  • Facing perceived commoditization of our solutions
  • Market confusion as to our value proposition and differentiation
  • Increasing cost of customer acquisition
  • Decreasing inbound lead conversion from marketing programs
  • Inability to close complex transactions due to inability to reach large number of internal influencers on buying committee
  • Inability to convert significant number of opportunities after receiving recommendation from technical decision maker
Matthew Rosenhaft

Matthew is a Social Marketing Executive and is co-founder of Social Gastronomy, LLC and the Social Executive Council. Prior to founding Social Gastronomy, Matthew has over 18 years’ experience as an executive in marketing, product management, and sales. Matthew has an extensive background in the SaaS Software, Social Media, Mobile, IT Services, and Telecom industries. He has prior entrepreneurial experience as a founder and executive in several early-stage venture-backed technology companies, as well as, holds several US patents for a mobile marketing technology. Matthew is a prominent blogger and regular industry speaker on social marketing and strategy topics. Matthew’s blog can be found at For more information on Matthew, you can check out his LinkedIn profile at or contact him directly at