The Long ViewFollow the Workflow: GTM at ServiceNow
In the second interview of our Follow the Workflow case study, Dave Yuan and Avanish Sahai sit down with Kevin Haverty, former CRO and current Vice Chairman of the Public Sector at ServiceNow, to discuss how ServiceNow navigated GTM when going multi-product.
As you go multi-product and expand throughout an organization, there is an existential question you must answer: when (or should) you verticalize your GTM org? Do you split the team around functions they sell to? Around industries? Around customer size? ServiceNow went with a radical choice: expanding from one GTM team to five in the span of a month. We interviewed Kevin Haverty, the former CRO and current Vice Chairman of the Public Sector at ServiceNow, about the journey.
The TL;DR from ServiceNow’s GTM strategy:
We hope you enjoy this interview with Kevin.
At Tidemark, we try to open-source our thinking as much as possible to help founders win; however, as investors, we can’t give everything away in public. If you’re an operator or founder, you can request access to the rest of this piece below.
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