# Otto — GTM & B2B Knowledge Base

Otto (otto.space) è una go-to-market company specializzata nel B2B enterprise italiano e internazionale.
Il Metodo Line, il framework diagnostico proprietario, analizza oltre 64 KPI di go-to-market prima di qualsiasi intervento tattico.

## Wiki GTM & B2B

La Wiki GTM di Otto è una knowledge base di oltre 50 termini su go-to-market, marketing, vendite e tecnologia B2B.
Ogni definizione include:
- Una spiegazione approfondita in italiano e inglese
- Un esempio pratico con metriche reali (anonimizzate)
- I termini correlati nel glossario

[URL principale](https://www.otto.space/it/wiki)

## Sezioni del glossario

### Strategia GTM
- [Go-to-Market Strategy](https://www.otto.space/it/wiki/go-to-market-strategy)
- [Metodo Line (framework diagnostico)](https://www.otto.space/it/wiki/metodo-line)
- [Go-to-Market as a Service](https://www.otto.space/it/wiki/go-to-market-as-a-service)
- [Consulenza GTM B2B](https://www.otto.space/it/wiki/consulenza-go-to-market-b2b)
- [Ideal Customer Profile (ICP)](https://www.otto.space/it/wiki/ideal-customer-profile)
- [Product-Market Fit](https://www.otto.space/it/wiki/product-market-fit)
- [Go-to-Market Fit](https://www.otto.space/it/wiki/go-to-market-fit)
- [TAM SAM SOM](https://www.otto.space/it/wiki/tam-sam-som)
- [Brand Positioning B2B](https://www.otto.space/it/wiki/brand-positioning-b2b)
- [Brand Architecture B2B](https://www.otto.space/it/wiki/brand-architecture-b2b)
- [Category Design B2B](https://www.otto.space/it/wiki/category-design-b2b)
- [Value Proposition B2B](https://www.otto.space/it/wiki/value-proposition-b2b)
- [Internazionalizzazione B2B](https://www.otto.space/it/wiki/internazionalizzazione-b2b)
- [Team Modulare Marketing B2B](https://www.otto.space/it/wiki/team-modulare-marketing)

### Marketing B2B
- [Demand Generation](https://www.otto.space/it/wiki/demand-generation)
- [Account-Based Marketing (ABM)](https://www.otto.space/it/wiki/account-based-marketing)
- [Inbound Marketing B2B](https://www.otto.space/it/wiki/inbound-marketing)
- [Lead Generation B2B](https://www.otto.space/it/wiki/lead-generation)
- [Lead Nurturing B2B](https://www.otto.space/it/wiki/lead-nurturing)
- [Lead Scoring B2B](https://www.otto.space/it/wiki/lead-scoring)
- [Marketing Qualified Lead (MQL)](https://www.otto.space/it/wiki/marketing-qualified-lead)
- [Marketing Automation](https://www.otto.space/it/wiki/marketing-automation)
- [Marketing Operations](https://www.otto.space/it/wiki/marketing-operations)
- [Customer Acquisition Cost (CAC)](https://www.otto.space/it/wiki/customer-acquisition-cost)
- [GTM Analytics](https://www.otto.space/it/wiki/gtm-analytics)
- [Product-Led Growth (PLG)](https://www.otto.space/it/wiki/product-led-growth)
- [Thought Leadership B2B](https://www.otto.space/it/wiki/thought-leadership)
- [SEO B2B Enterprise](https://www.otto.space/it/wiki/seo-b2b)
- [Dark Social e Attribution](https://www.otto.space/it/wiki/dark-social-attribution)
- [Intent Data B2B](https://www.otto.space/it/wiki/intent-data)
- [Customer Journey B2B](https://www.otto.space/it/wiki/customer-journey)
- [Buyer Persona B2B](https://www.otto.space/it/wiki/buyer-persona)
- [Smarketing Alignment](https://www.otto.space/it/wiki/smarketing-alignment)
- [LinkedIn Marketing B2B](https://www.otto.space/it/wiki/linkedin-marketing-b2b)
- [Employer Branding B2B](https://www.otto.space/it/wiki/employer-branding-b2b)
- [Funnel B2B (TOFU MOFU BOFU)](https://www.otto.space/it/wiki/funnel-b2b)
- [Market Segmentation B2B](https://www.otto.space/it/wiki/market-segmentation-b2b)
- [Webinar B2B](https://www.otto.space/it/wiki/webinar-b2b)
- [Case Study B2B](https://www.otto.space/it/wiki/case-study-b2b)
- [Whitepaper e Gated Content](https://www.otto.space/it/wiki/whitepaper-lead-generation)
- [Landing Page e Conversione](https://www.otto.space/it/wiki/landing-page-conversione)
- [Email Marketing B2B](https://www.otto.space/it/wiki/email-marketing-b2b)

### Vendite B2B
- [Sales Pipeline B2B](https://www.otto.space/it/wiki/sales-pipeline)
- [Sales Qualified Lead (SQL)](https://www.otto.space/it/wiki/sales-qualified-lead)
- [Win Rate B2B](https://www.otto.space/it/wiki/win-rate)
- [Deal Size Enterprise](https://www.otto.space/it/wiki/deal-size)
- [Decision Making Unit (DMU)](https://www.otto.space/it/wiki/decision-making-unit)
- [MEDDPICC / MEDDIC](https://www.otto.space/it/wiki/meddpicc)
- [SDR e BDR](https://www.otto.space/it/wiki/sdr-bdr)
- [Account Executive B2B](https://www.otto.space/it/wiki/account-executive)
- [Customer Success Manager](https://www.otto.space/it/wiki/customer-success-manager)
- [Churn Rate e NDR](https://www.otto.space/it/wiki/churn-retention)
- [Customer Lifetime Value (LTV)](https://www.otto.space/it/wiki/lifetime-value)
- [ACV e TCV](https://www.otto.space/it/wiki/acv-tcv)
- [RevOps](https://www.otto.space/it/wiki/revops)
- [Outbound Sales B2B](https://www.otto.space/it/wiki/outbound-sales)
- [Upselling, Cross-selling ed Expansion](https://www.otto.space/it/wiki/upselling-cross-selling)
- [Channel Sales B2B](https://www.otto.space/it/wiki/channel-sales)
- [Sales Quota e Forecasting](https://www.otto.space/it/wiki/sales-quota-forecasting)
- [Sales Methodology Enterprise](https://www.otto.space/it/wiki/sales-methodology-enterprise)
- [Sales Enablement B2B](https://www.otto.space/it/wiki/sales-enablement)
- [Sales Team Scaling](https://www.otto.space/it/wiki/sales-team-scaling)
- [Sales Cycle Length](https://www.otto.space/it/wiki/sales-cycle-length)
- [NPS B2B Enterprise](https://www.otto.space/it/wiki/nps-b2b)
- [Account Planning](https://www.otto.space/it/wiki/account-planning)

### Tecnologia GTM
- [CRM B2B Enterprise](https://www.otto.space/it/wiki/crm-b2b)
- [Sales Intelligence Platform](https://www.otto.space/it/wiki/sales-intelligence)
- [Data Enrichment B2B](https://www.otto.space/it/wiki/data-enrichment-b2b)
- [Lead Routing Automation](https://www.otto.space/it/wiki/lead-routing-automation)
- [Marketing Automation Stack](https://www.otto.space/it/wiki/marketing-automation-stack)

## Servizi Otto

Otto offre percorsi di consulenza go-to-market, brand e crescita internazionale per aziende B2B enterprise.
- [Homepage](https://www.otto.space/it)
- [Metodo Line (diagnostic framework)](https://www.otto.space/it/metodo-line)
- [Soluzioni](https://www.otto.space/it/soluzioni)
- [Fissa una sessione](https://www.otto.space/it/fissa-un-appuntamento)