Led by two-time founder and exited CEO, Sri Sharma, this session draws on first-hand experience of taking B2B businesses into international markets. We’ll explore how to validate demand, choose between partner-led and direct entry, decide when to hire locally, and know when a market has earned the right to further investment, moving from early traction to repeatable scale.
Go-to-Market Forum
Wednesday 30 September 2026
The Orchard | Floor 8 | 1 Great Cumberland Pl | London | W1H 7AL
Our second GTM Forum will bring together senior commercial leaders from across the BGF portfolio to connect, share insight, and discuss the go-to-market priorities shaping high-growth businesses.
Centred around the theme “The Predictable Growth Engine,” the day will focus on how B2B businesses can build more focused, scalable, and efficient GTM functions.
We’ll explore the current growth environment, what BGF is seeing across the portfolio, and the practical levers that can help businesses sharpen their market positioning, improve targeting, generate higher-quality demand, increase conversion and scale revenue more consistently.
Take a look at the full agenda below.
The B2B growth landscape: what the data is telling us with Andrew Taylor
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Andrew Taylor, Head of GTM at BGF, will explore what is separating sustainable growth from commercial activity, combining performance data from across the BGF portfolio with the latest research on how B2B go-to-market is changing.
The session will look beyond headline growth to examine the relationship between revenue growth and profitability, before exploring the commercial behaviours that may be associated with stronger performance. Drawing on new research from BGF portfolio companies alongside wider industry evidence, Andrew will examine areas including customer focus and ICP, demand generation, sales execution, management cadence, customer growth and the increasing role of AI.
You’ll come away with a clearer picture of how your own GTM approach compares, which behaviours appear to matter most, and the questions leadership teams should be asking as they look to build more predictable, efficient and sustainable growth.
ICP refinement, lead generation and prioritisation in the age of data & AI
Led by Michael Hong, GTM Analyst at BGF, this session focuses on how data & AI can be leveraged to more effectively support top-of-funnel activity, via more rigorous ICP refinement, agent-assisted lead generation and systematic, quantitative scoring & prioritisation, helping sales and marketing teams better focus their efforts and make more informed decisions of where they invest their time.
This will be brought to life using BGF's ICP tool, as part of a wider top-of-funnel support offering, which helps support ICP codification, lead generation, prioritisation and segmentation, with practical examples of how the output and insights generated can facilitate stronger top-of-funnel activity.
You’ll also hear from BGF portfolio companies who have worked with Value Creation and are using the tool, and the impact it is having on targeting and commercial efficiency.
AI in GTM: practical use cases
These two sessions will run in parallel and will give you a practical view of how AI is changing sales, account management and B2B marketing, with real examples, measurable outcomes and ideas you can apply in your own business. Everyone will attend both sessions.
In Hot or not: how GTM teams are using AI in sales and account management, Dave Kirby from Coppett Hill will demonstrate where AI is already improving sales execution and account management, from meeting preparation and RFP responses to sales enablement and extracting insight from customer conversations. You’ll see what’s working, what isn’t, and why strong implementation is often more important than the tool itself.
In B2B Marketing in the age of AI, Will Harris from Bridge F61 will explore how AI is opening up new possibilities for B2B marketing and creating a genuine competitive advantage for teams that move early. You’ll see what the next generation of B2B marketing could look like, where AI can save time and cost, what still needs human judgement, and how to avoid the common pitfalls.
Breakout block 1:
You'll join two breakout sessions throughout the day, each designed to encourage open discussion, constructive challenging, and focused problem-solving. Guided by experienced facilitators, each session will move from insight to action - ensuring you leave with clear, tangible steps to take back to your teams.
Click on the titles below for an overview of each session:
International GTM: from market validation to repeatable scale
How to build a scalable, high‑performing partner channel
This interactive session, facilitated by global commercial leader Christina Wadlow, will cover how to identify the right partners, drive activation, measure commercial impact and avoid the common pitfalls that limit partner performance. You’ll leave with practical frameworks to build a more scalable, accountable and effective partner channel.
Beyond retention: making customer growth predictable
A practical, peer-led conversation exploring how businesses can unlock more value from their existing customer base. In this session Victoria Hamblin will look at where customer revenue is at risk, how to identify growth opportunities earlier, and how to create a more systematic approach to protecting and growing customer revenue.
Breakout block 2:
Building a scalable commercial organisation
In this session, Lancaster University academic Peter Watt will approach commercial performance as an organisational question, helping CEOs, founders and commercial leaders examine the assumptions behind decisions about how they build and scale their revenue teams - from hiring and professionalisation to knowledge transfer, performance and measurement.
The aim is to help participants look at their own organisations differently, challenge some familiar GTM assumptions, and leave with sharper ways of thinking about the people, structures, culture, and capabilities needed for the next stage of growth.
Win more, waste less: improving win rates through better opportunity discipline
This breakout, run by Will Clowes, CRO at Evolve, will explore how B2B revenue teams can improve win rates by creating greater focus, accountability and consistency across opportunity management. The session will look at how to review and coach live opportunities more effectively, align sales cycles with stronger storytelling and customer-value conversations, and build the discipline needed to compete and convert more consistently.
Forecasting reality: combining human judgement and AI to build confidence in the pipeline
Led by Fractional RevOps & GTM leader, Steve Taylor, this practical session will explore how commercial teams can build a more realistic and trusted view of their pipeline. By combining human judgement with AI-driven deal insight, attendees will look at how to assess deal health, identify risk and buying signals, strengthen qualification, and focus time on the opportunities most likely to convert.