Free GTM Resources
Five practical guides from the GTM APAC Resource Library, free to download. Each one draws on four decades of selling enterprise software across Asia-Pacific.
The Complete Japanese Enterprise Sales Playbook
A tactical guide to selling into large Japanese companies: research before the first meeting, communication templates, running the meeting, negotiation, a cultural quick reference and how to recover from common mistakes. 23 pages.
APAC Market Entry Timing Calculator
A scoring tool for deciding when to enter an APAC market. It weighs competitor failures, market readiness and your own readiness, and ends in a one-page summary card. 19 pages.
The 90-Day Second-Mover Playbook
A day-by-day plan for entering a market where a competitor has already tried and failed, in three 30-day phases: intelligence gathering, strategy and market entry. 29 pages.
APAC Partnership Templates
Templates to adapt for APAC partnerships, from a proposal to a competitor leaving the market to channel, alliance, system integrator and technology partner agreements, with a negotiation checklist. 27 pages.
The GTM Performance Framework
The four-stage framework behind my advisory work: People, Process, Pipeline and Performance, with performance treated as the outcome of the first three. 17 pages.
The full library
Members of the GTM Resource Library get more than 40 tools, templates and playbooks, covering revenue architecture, sales skills, trust, deal closing, currency risk and cultural intelligence. Members can sign in here.