Go to Market

An overall strategic and tactical framework for your GTM

Part 4 of the Startup Secrets series covers the fundamentals of building a Go-To-Market (GTM) strategy for your startup business.

Listening to the students at the Workshop I am reminded how important it is for this to be reviewed in conjuction with your business model. For example it’s critical to work through the ultimate Customer Acquisition and Retention Cost (CARC) and Life Cycle Value (LCV) to figure out if you’ve really built a go to market approach that is consistent and profitable as part of your business model.

In the second part of this session, you’ll learn the tactical components of a great GTM plan. In particular, we’ll cover the critical elements of a marketing and sales cycle. Learn the basics of of inbound marketing, outbound marketing, sales funnel design and optimization, and lastly, the importance of customer engagement and validation. Included in the session are case examples from two companies that detail how they have build their tactical go-to-market plans: Hubspot and Unidesk.

Case Examples

Unidesk – Guerilla Marketing

Unidesk – Guerilla Marketing

Unidesk – Distribution Channels

Unidesk – Distribution Channels

Demandware – Rebranding

Demandware – Rebranding

Apperian

Apperian

SplashScore

SplashScore

PatientPing

PatientPing

Brightcove

Brightcove

Hubspot

Hubspot

Demandware – Defining Minimum Viable Segment (MVS)

Demandware – Defining Minimum Viable Segment (MVS)

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