How to Uncover and Bridge GTM Gaps with RevvyAI: Part 1

Melissa Chong

Hi Folks,

As you may know, RevvyAI can be used to easily surface information for lightning fast reporting or insight within 6sense. This can be a massive time saver, especially when there are many reports within 6sense and putting key information together can sometimes be a steep learning curve.

Today's article is one for the "guerilla" users: people like me who enjoy pushing the boundaries with our tools. This came about from a broader conversation with a customer around churn protection; that is, understanding the data composition that goes into churn management and how to mitigate it.

The sum of it was, that my perspective on churn management (and its data) to be lagging indictors. I am more inclined to think towards retention strategy, and what the leading indicators may be to stem churn or protect our moat. This all can lend into broader subjects like product diversification and new product development, which we won't get into today.

Back to the concept of retention strategy and the questions we should be asking:

• What good looks like right now - ICP, contracted SKU, product adoption rates
• Levers of retention and "non-negotiables"
• Types of data and data elasticity

We may or may not have all this information. The likelihood of having it all, in complete and correct order, is probably very low and that's OK. The point of this is that we aim to continuously work towards better data composition to inform our framework, and everyone starts somewhere!

Here is how to think about it

How to use RevvyAI to inform the first pillar

Here's a prompt to use in RevvyAI for segment data exploration and enhancement:

"If I were to use this segment to analyze our market fit and GTM approach for <product or solution theme> for existing customers, what other data points do you recommend I would need to strengthen the segment so I can make better decisions for advertising and sales communications?"

Additionally, you can prompt it to provide:

• Data collection priority
• Intelligence gaps

Take note of areas which data does not yet exist or cannot be procured immediately, so you can develop a plan on getting closer to that data.

I'd love to hear how you are using RevvyAI today to enhance your ICP development process, for what purpose and how you plan to execute on them!

Nikke Rose

Great framework, @Melissa Chong. I like how you talk about the shift from churn as a lagging indicator to a retention strategy built around things like leading signals, market fit, SKU adoption, and data gaps. Appreciate the RevvyAI prompt for pressure-testing a segment and identifying what intelligence is still missing. Curious to see where you take it in Part 2!

Melissa Chong

Thank you, @Nikke Rose appreciate the feedback. I'm hoping to get Pt 2 out soon-ish :)