The Boring GTM Detail That Really Matters

GTM I- The Detail:  What are the individual areas we should think about?
Earlier we set up Why we’re all in Sales – setting out the mind set for thinking about customers and Go-to-Market/GTM – that holistic approach that considers a customer’s experience as first priority.
Now that you’ve got the mind set, here’s the top 6 GTM areas for Seed invested companies to consider:

  1. MARKET

Understand the whole of the potential and know the detail. Focus on what gets you to Product Market Fit.  Don’t try to do everything at once.

  • Market breakdown
  • Holistically, globally, from top down and then bottom up
  • Go, No Go/Not Yet and Stop areas
  1. CUSTOMERS

Focus on those already educated, aware of their pain points and ready to consume solutions.

  • Customer Types & Personas
  • Use Case(s)
  • Proactive, reactive and inactive customer types
  • Top accounts focus -especially for the next 12-18months
  1. PRICING

Focus on what works for next 12-18months based on value exchange with first few customers. Pricing will evolve over time and will change as you get to know the customers more.

  • Simply what pricing mechanism will you use?
  1. PARTNERS

Focus on understanding the bigger picture of the customer ecosystem and therefore how partners play within it.  Partners often play a bigger role at Series A and beyond.  For Seed companies – limit to what makes sense in a 12-18month timeframe and work with a select one or two to establish trust and collective customer insight.

  • Partner Strategy – why use? What is the value exchange?
  • Top Partner Focus – which ones bring the greatest value exchange for 12-18months?
  1. SALES PROCESS

Keep it simple – likely still at Founder Led sales combined with perhaps 1/2 Commercial Leads.  Limit to 5 stages, co-develop with customers and maximise resources to achieve product market fit.

  • Sales Engine/pipeline/funnel
  • Demand generation techniques
  1. SUCCESS METRICS

Focus on what you need to achieve to prove Product Market Fit, showing progress on conversion rates over a 12-18month time frame within the funnel and the evolution in customer types.

  • Funnel step conversion rates, adoption and engagement
  • Total customer numbers – health of the portfolio

  
ABOUT GTM BLOG Series
Over a series of blogs, we’re focusing on the Seed to Series A step of GTM and share what it means to think through the customer experience:
INTRO Why we’re all in Sales 
GTM I- The Detail:  What are the individual areas we should think about?

Coming next:
GTM II – Playful Customer Dynamics: Connecting with customers
GTM III – What doing it correctly actually looks and feels like?
GTM IV – What tools should we use and where can I access advice?
GTM V – Pitching to VCs – What to tell us about your customers.
 
We do more than just blogs – after all the writing of theory is easy. We work with our portfolio companies at a deeper level on an accelerated approach to crafting a properly and considered GTM that delivers results. Working with a wider ecosystem of expert partners and existing expertise within the Portfolio Companies, we’re embedding customer culture into the heart of success for start-ups.
We welcome input from you – expertise, areas to hear about more. Comment below or tweet at the link.
#GTM  #SalesDoneRight #CustomerExperience #startupsuccess
@sioclark
 
Co-published at:
https://www.thestartupnetwork.co

SUBSCRIBE

Our newsletter is only for the people that want to be seen. If you want to get all the latest tips, tricks, news and updates from Episode 1 then this is the newsletter to be subscribed to. See you in your inbox.

* indicates required

Marketing Permissions

Episode 1 will use the information you provide on this form to be in touch with you and to provide updates and marketing. Please confirm you are happy for us to contact you by email:

You can change your mind at any time by clicking the unsubscribe link in the footer of any email you receive from us, or by contacting us at info@episode1.com. We will treat your information with respect. For more information about our privacy practices please visit our website. By clicking below, you agree that we may process your information in accordance with these terms.

We use Mailchimp as our marketing platform. By clicking below to subscribe, you acknowledge that your information will be transferred to Mailchimp for processing. Learn more about Mailchimp's privacy practices here.

Close


    0 / 1100 characters

      Are you raising £2million or less?

      YesNo

      Sorry we only invest in this stage, so please do not send us a deck if you do not meet this requirement.

      Are you a UK based business?

      YesNo

      Sorry, we only invest in UK business, please do not send us a deck if you're outside the UK.

      Are you B2B focused?

      YesNo

      Sorry, we only invest in B2B focused businesses, please do not send us a deck if this isn't you.

      Are you software focused?

      YesNo

      We only invest in software driven startups, please do not send us a deck if this is not you.

      Please send your pitch deck (max 10mb) to weseeyou@episode1.com and we'll come back to you!
      We appreciate your interest in working with us.

      Contact

      Contact us

      Our address

      4th floor, 112-116 New Oxford St, London WC1A 1HH