How to Build a Scalable GTM Strategy: Lessons from a Global Tech Consultant

Most tech companies are brilliant at building products but often stumble when it comes to go-to-market (GTM) strategy. In this episode, Harald Horgen, CEO of The York Group and trusted advisor to global brands, reveals why so many tech firms struggle to scale—and how to get it right. Drawing on decades of experience, Horgen explains why a product-centric mindset can lead to costly failures, how to truly understand your ideal customer profile, and why channel partners and strategic alliances are critical for sustainable growth. He also unpacks the importance of aligning incentives, mitigating risk for partners, and leveraging the right technology such as blockchain for compliance and onboarding to transform cumbersome processes into scalable solutions. Whether you’re in compliance, product, or strategy, this episode offers actionable insights to help you avoid common GTM pitfalls and drive real business impact