​In this workshop, we're hosting Ethan Summers, Chief of Staff at Empirix Partners, for an open discussion where he shares his process for developing go-to-market strategy in support of sales for a new venture all the way to a growth-stage company.
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More about the Speaker:
​​​​​Ethan Summers is the Chief of Staff for Empirix Partners, a supply chain advisory that helps data center providers go online, on time. In partnership with the CEO, Ethan has helped Empirix grow from $100,000 to $10,000,000 in booked revenue in less than 12 months while turning the same GTM process into a high value product for their clients. Prior to Empirix, Ethan led a consumer electronics venture as Head of Operations and then CEO. When he’s not working, he writes sci-fi novels and travels all over the country to run muddy obstacle course races.
​​​​​​​​​​​​​​More about Ask a Chief of Staff:
​​​Ask a Chief of Staff is a community and recruiting agency that specializes in matching Chiefs of Staff with executives. Founder and CEO, Clara Ma, is a former Chief of Staff who has spent the last 3 years building out an extensive Chief of Staff network and has successfully placed Chiefs of Staff at early-stage startups as well as public companies. Learn more at askachiefofstaff.com
TIMESTAMPS
00:00 Opening
02:26 Executive Summary
03:08 About the Speaker
07:01 About Empirix
10:49 What is GTM Strategy?
13:15 (1) Define your Strategic Intent
14:36 (2) Define your Ideal Customer Persona
16:13 (3) Define your Value Proposition
16:54 (4) Define your Positioning
21:16 Sales is about Connecting with the ICP
26:08 Helping Your Principal Thrive
27:51 One Them to Rule them All: FOCUS
33:18 Evolving with Your Principal
44:46 Resources
46:50 Connect with Ethan
47:24 Q&A
55:20 Closing