Perhaps the most important determinant of a startup’s success today is the founder’s ability to successfully execute on the correct Go To Market (GTM) strategy. The optimal GTM for an enterprise startup is vastly different than it was a decade ago. Founders must now embrace that the correct GTM begins at product strategy and demands that a founder function as an expert conductor of several major functions in the organization.
The ultimate goal of a Modern GTM executed well is that customer acquisition is done in the most efficient way possible. Through the successful execution of a PLG and Top Down motion, sales representatives, who are a startup’s most expensive resource, are utilized in the optimal way as they engage only with prospects who have self identified as repeat users of the solution.
WHAT YOU'LL GET
This chapter will cover
The Unusual Salesforce (SFDC) Package
Outreach Conversion Calculator
Define your Market Segments
Modern GTM User/Buyer Journey Map
Tools in this chapter