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Commercial Aptitude & Go-To-Market Strategy

Commercial Aptitude & Go-To-Market Strategy

In this session, we were joined by Rachel Lau to discuss the value of commercial thinking & judgement while exploring ways to build that specific muscle. Rachel shared her framework for analysis and decision-making that can be applied broadly, key aspects of building go-to-market strategy, and how operations tie in.


‚ÄčRachel Lau oversees Crypto Treasury Transformation at PayPal, designing and operationalizing the strategy, infrastructure, and processes required to support the company's emerging Blockchain, Crypto, and Digital Currency businesses. Previously, she oversaw Go-to-Market Treasury Strategy and Operations. Prior to PayPal, Rachel worked at Via Transportation as Chief of Staff to the CEO and as an Expansion Manager, overseeing the launch of Via's shared-ride technology in new markets. She has also worked at J.P. Morgan in its New York and Hong Kong offices. Rachel completed her BSBA in Finance and International Business with a minor in Psychology at Georgetown University.

  • Chiefs of Staff are often in unique places within their company because of their cross-functional visibility.
  • If you want to be great at go-to-market strategy, it starts with getting lots of exposure to contracts in various business areas: fundraising, external partnerships, M&A, real estate, etc.
  • You don't need a law degree to succeed but having a basic knowledge of the terminology and things to look out for that could be sticking issues down the road. Recognizing these scenarios is an important

Rachel shared her template framework for evaluating partnership opportunities across criterion in technical,  regulatory & insurance, strategic, pricing/cost, and more areas.



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