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Go-TO-MARKET STRATEGY CHECKLIST


A go-to-market strategy (GTM) is the planning and preparation for introducing a new product or service to a market. This checklist will put you in a position to capitalize on your launch and reach product-market fit.

Without going through the proper steps, you might end up wasting all of the time you spent researching and developing your product or service — no matter how great it is.



Go-To-Market Strategy: The Complete Checklist for B2B SaaS Companies

SRW- Persona Planning

1.DEFINE THE TARGET MARKET

This should be a set of characteristics that describe the organizations you plan to sell to including industry, location, size, status and performance. The market can consist of either existing customers or a new market.

GAW - Do Inbound Better

2. UNDERSTAND YOUR BUYER PERSONAS

Buyer personas are a representation of what your ideal buyer looks like. What roles do they have? What does their day-to-day look like? What challenges do they face? How does your offer help them solve their challenges and achieve their goals?

GAW- Internal Kickoff

3. CREATE A VALUE PROPOSITION

Your value proposition is a pledge of what will be delivered, experienced and acquired by a prospect when they become a customer. It should clearly convey why they should choose you over a competitor.

Asset Audit

4. IDENTIFY KEY COMPETITORS

Assess the strengths and weaknesses of current and potential competitors. This will uncover opportunities to differentiate your product or service from theirs in the minds of your consumers while mitigating possible threats.

GAW- Revenue

5. CHOOSE A PRICING STRATEGY

You can analyze what competitors with similar products are doing to gain initial pricing strategy ideas, but your pricing model should be built around the value that your product provides to your customers while maximizing profitability.

MA- Improve Returns

6. DETERMINE PURCHASING METHODS

Consider the ways someone could purchase your product and become a customer. Can they sign up for a trial or demo? Is there a free version of the product? Will you provide a consultation or assessment?

MA - Ongoing Support

7. MARKETING AND SALES STRATEGY

Determine the ways you plan on educating your target market about your new offer. This will be heavily dependent on whether you are targeting existing customers or new markets.

SRW - Product Launch

8. LAUNCH

Once you have gone through the seven items on this checklist, you will be ready to introduce your new product or service. Take a deep breath, don't panic and launch!

“New Breed’s biggest selling point is that they care about my growth just as much as their own growth and they know by being a trusted partner to me, it will help ignite their own business.”

Rachel Slater | VP of Marketing | LiniumRead Full Story

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