Big gap between how employees and customers/partners viewed Totara’s value
Not using customers’ vocabulary
Not highlighting its unique value in sales/marketing materials
After Positioning For Growth (PFG)
Messaging centred on customer language
Focus shifted to core problems solved and target customers
Distinct but aligned messaging for customers, partners and federal government
After PFG
The impact?
"PFG focused Totara on a specific market segment where we nail the customer problem better than anyone else, helping to increase conversion rates and improve resource efficiency.”
Carl Lavin | Investment Lead, Tenzing (Totara Investor)
Talk to the experts behind proven GTM transformations
Speak to us about overhauling your company’s GTM positioning to drive efficient growth. Send us a link to your website or share your sales deck prior to a call and we’ll assess your current positioning for free.
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