Overview

• We continue The OGs series with Caitlin Clark-Zigmond of Clark Growth Partners to unpack the MOVE Framework for go-to-market (Market, Operations, Velocity, Expand).
• Topics include ICP vs TAM and “relevant market,” aligning silos with shared metrics, scaling sales enablement, NRR as a north-star expansion metric, and how AI + unified data accelerate forecasting and decision-making.

Stories & Standout Moments

• Comcast origin story: How end-user onboarding/training became a core GTM motion and helped B-Lynk in its early days.
• Alignment in practice: In a past role, 33 sellers gave 31 different answers to “what do we sell?”—a vivid example of why one story and one dashboard matter.
• Focus drives results: Narrowing to three priority products and reallocating budget yielded ~45% more early pipeline traction.

What We Discuss

• MOVE Framework essentials:
• M — Market: Define relevant market and ICP; segment and position clearly.
• O — Operations: Shared metrics, unified tech stack, repeatable acquisition/retention.
• V — Velocity: Reduce friction, shorten cycles, align comp to product mix and time-to-value.
• E — Expand: Drive retention, advocacy, and track NRR ≥ 100%.
• Growth stages: Problem-market fit → Product-market fit → Platform-market fit (and the drag when teams sit in different stages).
• Why companies plateau ($25–$100M ARR): Founder-led sales stops working; systems and enablement must scale.
• AI’s role: From siloed data to unified intelligence via CDPs/data lakes; predictive insights (e.g., likely close in 30 days) vs reactive post-mortems.

Key Takeaway / Actionable Insight

• Stop planning in silos. Get CEO, CRO, CMO, Product, and CS in the same room and run MOVE as the agenda. Leave with:
• A crisp ICP and relevant-market focus,
• Shared metrics (pipeline coverage, sales-cycle length, time-to-value, NRR),
• A prioritized product mix with comp aligned to outcomes,
• A cadence to treat GTM like a product (one roadmap, one dashboard, one number).

Next Steps:

• Enjoyed this episode? Follow and subscribe to Train to Gain for more OG stories and practical GTM playbooks.
• If this helped, share it with a teammate planning next year’s go-to-market—and tell us which MOVE pillar you’ll tackle first.