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b'A CRO needs to invest ahead of time on when you\'re going to start getting predictable revenue. In this episode of Tech Sales Insights, we have the last part of our conversation with Mark Stephenson, Go-To-Market Advisor for multiple tech companies.\\n\\nMark talks about the best way to identify ICP in situations when ownership is sporadic. He also shares his insights on the PLG motion and how AI might affect the work of inside sellers in the near future. \\n\\nINSIGHTS OF THE DAY\\nMARK: It\'s like playing chess once you see repeatability\\n\\u201cIf it\'s a repeatable sales motion, okay good I\'m interested as a channel partner, but what\'s the return on invested capital? Is it predictable margins? Is the street price consistent? Am I going to get twenty-plus gross margin on resale? That calculus has got to work otherwise you\'re going to get a head fake. The channel partner might say they\'ll sell it but they won\'t dedicate resources to it."\\n\\nDon\\u2019t miss out on our previous episodes and watch out for the next ones!\\nE125 Part 1 - MAPPING THE CUSTOMER JOURNEY: Customer Success Through Go-to-Market: https://tech-sales-insights.simplecast.com/episodes/e125-part-1-mapping-the-customer-journey-customer-success-through-go-to-market\\nE125 Part 2 - LONG-TERM PROFITABILITY: Think About Where Cash is King: https://tech-sales-insights.simplecast.com/episodes/e125-part-2-long-term-profitability-think-about-where-cash-is-king\\n\\nFind out more about Mark Stephenson in the link below:\\nLinkedIn: https://www.linkedin.com/in/mark-s-2b28054/\\n \\nThis episode of Tech Sales Insights is brought to you by: \\nSales Community: https://www.salescommunity.com/\\nModigie: https://modigie.com/'