Go-To-Market Strategist: Everything You Need to Reach Product-Market Fit
Pricing: Capture this value with value-based pricing or a proxy of it. Imagine price as a currency of value exchange.
Maja Voje • Go-To-Market Strategist: Everything You Need to Reach Product-Market Fit
The GTM clock is ticking. Going all in to win a Beachhead Segment with an average purchasing cycle of 14 months might not be the best bet. Before getting a chance to convince the ideal customer, you will most likely have to win the hearts and minds of early customers.[24] Build an audience of people who will enthusiastically go on a journey with yo
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Early Customers: Niche down and serve the selected audience first.
Maja Voje • Go-To-Market Strategist: Everything You Need to Reach Product-Market Fit
● Play on your strengths. After generating good intelligence as a pillar of understanding competitors’ weaknesses and seeking windows of opportunities, consider your strengths. What are the resources, skills, proprietary knowledge, or information you can use to build a winning GTM strategy? What could give you a competitive edge?
Maja Voje • Go-To-Market Strategist: Everything You Need to Reach Product-Market Fit
solution you are bringing to market. Your solution should be a painkiller, not a vitamin to your Beachhead Segment.
Maja Voje • Go-To-Market Strategist: Everything You Need to Reach Product-Market Fit
Overall, these are the main decisions you need to make to craft a holistic GTM plan: What market opportunity should you pursue? Who is your target audience? What is your value proposition and product? How should you price the product? How do you present it in a unique and compelling manner? Which channels work best for your product, and how do you
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If you suspect that your ECP is more likely a DMU than a single person, make sure you don’t only focus your efforts on the Initiator. Instead, learn the dynamics of the DMU and make it easier for all members to embrace your solution. In the B2B case described above selling, the GTM strategy should serve not only the Initiator (the Head of Accountin
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“A simple plan, carefully concealed, repeatedly rehearsed and executed with surprise, speed, and purpose.”
Maja Voje • Go-To-Market Strategist: Everything You Need to Reach Product-Market Fit
Early Customers: Niche down and serve the selected audience first. While “there can be only one” seems scary initially, the intercept of an excellent GTM strategy happens when you have the solution that perfectly captures the target market's needs.