Beyond Features: Transforming Your Go-To-Market Strategy to Sell Business Value
A Complimentary CIMdata Educational Webinar with Laurent Finck, Vice President, EMEA, CIMdata
11 September 2025
11:00 EDT | 08:00 PDT | 17:00 CET
Do these challenges sound familiar?
- Like many other solution providers, we have successfully sold products for over 30 years, but the expectations of our customers have evolved from purchasing features to seeking tangible solutions and outcomes.
- Our existing Go-To-Market (GTM) models struggle to communicate and deliver quantifiable business value to our customers effectively.
- We know we that we need to reconfigure our GTM strategy, but the cultural challenges are daunting.
The software landscape has changed, with Solution Selling becoming of paramount importance for technology solution providers. Customers are no longer buying product features; they’re demanding solutions and measurable business outcomes.
In support of Solution Selling, GTM strategies must be reconfigured to sell the Business Value delivered by solutions. This shift requires a fundamental transformation of your GTM strategy—one that focuses on selling the business value your solutions deliver, not just their technical capabilities.
The required reconfigurations include Market Segmentation, new Functions and Skills to complement customer-facing organizations, refreshed Partnerships, and the realignment of Professional Services organizations. This often leads to cultural transformation challenges.
When appropriately managed, GTM transformations can lead to significant improvements, including:
- Securing and growing strategic deal sizes by a factor of 5.
- Multiplying the contribution of partners in direct sales by a factor of 3 in 3 years.
- Increasing sales productivity by 40% in 2 to 3 years.
In this webinar, we'll explore how to reconfigure your GTM approach by asking the right questions, and how a refreshed business value proposition impacts your sales, services, and partner ecosystems to secure and grow strategic deals.
This webinar will help you:
- Understand the key drivers that are defining effective and efficient GTM strategies.
- Understand the critical importance of strategic partnerships.
- Understand the proven benefits of successful GTM transformations, including increased deal size, closures, and productivity.
Who should attend?
The information presented in this webinar will be valuable to multiple levels and roles including: CEOs, CMOs, Chief Revenue Officers, Chief Product Officers, Chief Sales Officers, those involved in sales and business development, marketing and product marketing, customer success, services, channel support, product training, competitive intelligence, and anyone interested in learning how PLM solution providers construct their GTM strategies.
During the webinar, you’ll also have the opportunity to ask questions about the topics discussed.