SaaStr Annual 2024: Aligning R&D and GTM Teams with Onfleet

SaaStr Annual 2024: Aligning R&D and GTM Teams with Onfleet

1. Aligning R&D and GTM Teams w/ Onfleet Andra Munteanu CPO Onfleet

2. “We haven’t shipped anything in 4 years, so we can’t grow revenue.”

3. “We are over-utilized, buried in requests, swimming in tech debt, going as fast as we can.

4. Who gets the Iron Throne in this G(h)OT saga? GTM or R&D

5. Common challenges Misaligned incentives No x-functional empathy No constant communication No transparency Not building the “right” things

6. “We are ALL in Sales”

7. “We are ALL in Sales AND We are ALL in R&D”

8. Start where you are The journey will be convoluted anyway…

9. The EVERYTHING slide… x-functional continuum Market eval Client eval Competencies Roadmap … Build/Buy/Partner User personas Requirements Development … Launch programs Measurement Content Training … Evaluate Build Enable & Sell PM Design PMM Sales PM Design Eng Strategy Execution PM Design PMM Marketing Sales PRAGMATIC & HUMAN AGILE PRAGMATIC & MEDDIC VOC VOC

10. The Ultimate Alignment Kit Rituals & Ceremonies Tools & Platforms

11. Break down barriers with rituals and ceremonies… Yes, let’s align but HOW? Weekly deal desk reviews and QBR ride alongs Bi-weekly R&D Top of funnel management mtgs Monthly Product & design reviews Quarterly roadmap planning Quarterly demo days Rinse, adjust and repeat with gusto…

12. Tools quick cheat sheet Historical data dive Consolidate all in a platform Top 20 client 1:1 direct engagement Automate your feedback funnel

13. Always happy to “come out and play” … linkedin.com/in/andramunteanu/ [email protected] The Tech Shtick ( Podcast by Andra Munteanu & Claude Robinson III )

14. Selfie time…