What is Go-to-Market Strategy?
A go-to-market (GTM) strategy is a comprehensive plan for launching a product and acquiring customers. It defines how you’ll reach and convert your target market.
Key Components
Target Market
- Who are your ideal customers?
- What segments will you focus on first?
Value Proposition
- What problem do you solve?
- Why are you better than alternatives?
Channels
- Direct sales
- Self-service
- Channel partners
- Marketplaces
Pricing Strategy
- Freemium
- Subscription
- Usage-based
- One-time purchase
Marketing Strategy
- Content marketing
- Paid acquisition
- Partnerships
- Community building
GTM Motions
- Sales-led: Enterprise sales team
- Product-led: Self-service growth
- Marketing-led: Demand generation