Post on 11-Sep-2014
description
Go To Market Strategy
How to Define a Go To Market Strategy
- Rajiv Netra
Market Analysis
Market Analysis
Go To Market Strategy
• Product Overview• Who would be interested in this solution?• Users and their Current Problem• Market Research• Competitors and the Competitive
landscape• Product Positioning• USP
Market Analysis
Product Overview Product Description in few lines
Who would be interested in this Product / Solution ? Small, Medium and Large Enterprises ? Or
Consumers ?
Current Problem of Potential Users ?
Identify Current Problems faced by Potential Users that the product/solution is expected to address
Market ResearchIdentify the overall market size for product/solution,
market segmentation, user base, growth trends, etc. Depict the Market and Product potential by means of charts and graphs for couple of slides.
CompetitionIdentify Direct Competition and Indirect
Competition
Key Differentiators with other similar products
Identify the competing products / solutions with description and List down how your product
differentiates from themProducts Product Description Your Product Differentiators
Product Positioning Positioning is key. Describe how it can be
positioned and some of the advantages it has in terms of positioning
Sustainable Competitive Advantage
Identify Tangible Advantages - IPs and Patents, etcIntangible Advantages - First in business to offer a
certain feature , cost advantage, etc
USPsIdentify and provide the USPs of your Product /
Solution
Go To Market
Market Analysis Go To Market
Strategy
• End Goal in a Year• Whom to sell ?• Marketing Strategies• Partnership Strategies• Channel Partner program• Pricing Strategies• Metrics and Measurement
Go To Market
End Goal in a YearYou might want to start out with End goal in a Year or two or some suitable timeline. Mention target in
Sales Numbers and Revenues.
Whom to Sell ? Regions - Segments – Industries - Etc
Marketing StrategiesIdentify and Detail the Marketing strategies with clear Timelines – When to start and How long to
execute it?Prioritize the Marketing Strategies based on their
impact and budget
Partnership StrategiesWhat sort of Partners to tie up for GTM ? What
unique benefits do they bring ?
Channel Partnership Strategies
Going Channel Partner route? List down strategies for Choosing the right partners, Supporting Channel
Partners, Making them work, etc
Other Go To Market strategies
Mention other unconventional or unique strategies to reach the prospective customers
Expected Sales at LaunchProvide numbers (1month after launch) . Example
representation below.
ProductRegion
-Medium and Large
Industries
Distributors
Resellers
ISVs
Direct Sales
Indirect Sales20%
80%
Projected Sales 6 months /1year after launch
Provide numbers. Example representation below.
ProductRegion
-Medium and Large
Industries
Distributors
Resellers
ISVs
Direct Sales
Indirect Sales40%
60%
Pricing strategiesStudy the competition and market and identify some unique pricing models that will entice and
hook the customers
Metrics and MeasurementMeasure the marketing impact and reach with
metricsIdentify the ROI
Refine the strategy
Thank You !Feel free to Download and Customize this
template for your needs