Go-To-Market Strategist: Everything You Need to Reach Product-Market Fit

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 scale them?

Niching down and solving the target audience’s specific pain points and problems makes a huge difference. The narrower you can be, the more you can tailor your offer to them and charge a premium for it.

To win, you need to determine your competitive edge and specific space on the market that is currently being underserved or neglected by market leaders. ● The choice is very important because niche specialization and differentiation strategy are the best chances to win. Most GTM companies cannot solely compete on low prices in the long term.

Dr. Else van der Berg suggests using these segmentation bases instead of the standard ones when a “shared characteristic does not compute” or customer data is not yet in abundance: ● Jobs to be Done helps teams to understand why customers choose a product and what outcomes they seek. It focuses on identifying desired outcomes and problems rather th

Best-in-class GTM strategists not only know their ECP, but they become one with it. They understand their culture of communities, speak their language, and develop the ability to predict their needs and wants before they are even expressed.

This will help you determine whether to pursue a Penetration Strategy, where you win a big market share fast, or a Differentiation Strategy, where you create a unique added value and have the opportunity to charge a higher price.

“A simple plan, carefully concealed, repeatedly rehearsed and executed with surprise, speed, and purpose.”

A go-to-market strategy (GTM) refers to a company's plan and approach to bring its product or service to market and reach its target customers. It outlines choices, steps, and activities that need to be taken to introduce and sell a product or service effectively. A well-designed GTM strategy leads the company to cross “the chasm” and reach the Gro

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

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 scale them?