Chief Outsiders Blog - Latest News and Information
Expanding into the United States remains a top priority for high‑tech and industrial firms, yet many stumble not because of product flaws but due to a hidden obstacle: go‑to‑market cultural alignment. Companies often import messaging, sales tactics, and partnership models that work at home but clash with U.S. buyers’ expectation for clear, outcome‑focused value. The article illustrates how engineering‑centric or relationship‑driven approaches can stall pipelines and burn cash when they fail to speak the language of impact. Aligning GTM strategy with U.S. buyer psychology unlocks the strategic advantage of superior products.
The article explains how sales, marketing, and customer success each see only a slice of the market, creating competing truths that hinder growth. It argues that these differences are not failures but incomplete insights, and that a unified GTM operating...
Growth-stage firms that rely on a founder‑led, informal go‑to‑market model encounter a predictable breakdown as revenue scales beyond $10 million. The article maps three failure phases—heroic effort, functional silos, and compounding failure—showing how misaligned sales and marketing erode forecast accuracy, talent...
