ENTERPRISE GTM MOTION DESIGN
How a B2B SaaS company successfully moved upmarket by designing a dedicated enterprise GTM motion.
Case Details
Clients: B2B SaaS Platform Company
Engagement Type: Enterprise GTM Strategy
Industry: B2B SaaS
Project Duration: 7 Months
Focus Areas: Enterprise ICPs, Sales Motion
Let’s Work Together for Development
Call us directly, submit a sample or email us!
The Story
The company had achieved strong success in the mid-market but struggled to replicate that momentum with enterprise customers. Larger deals required longer sales cycles, multiple stakeholders, and higher expectations around security, compliance, and proof of value.
Techaivv was engaged to design a dedicated enterprise GTM motion that accounted for the unique dynamics of selling to large, complex organizations.
WHAT TECHAIVV DID
We treated enterprise GTM as a distinct operating model rather than an extension of mid-
market sales.
- Defining enterprise ICPs and target account criteria
- Mapping enterprise buying committees and decision processes
- Designing multi-threaded sales and stakeholder engagement plays
- Creating enterprise-specific discovery, demo, and proof points
- Aligning security, compliance, and procurement workflows
The Results
The enterprise GTM motion unlocked larger, more predictable deals.
Customer Reviews of the Case
“Enterprise deals used to feel like a gamble. Techaivv helped us approach them with clarity, structure, and confidence.”
