Repeatable Go-To-Market

Step 1. Assess Customer Intensity | Orientation

1. Assess Customer Intensity | Orientation

Tech Offering

Customer Lifetime Value (LTV)

Customer Relationship Orientation

Select

Describe Why

Select

Describe Why

Select

Describe Why

Step 2. Build GTM Strategy for Early Adopter Segment

2. Build GTM Strategy for Early Adopter Segment

Your GTM Strategy into Early Adopter account

Summarize your strategy: Top-down, bottom up?

Relative priority between GTM for Buyers and Users

E.g.

“We shall first build Account Led Growth in Early Adopter accounts, followed by PLG inside”

“We shall first build PLG among Early Adopter users, followed by ALG”

Step 3. Prioritize Direct Buyer & User Pathways

3. Prioritize Direct Buyer & User Pathways

BUYER

Growth Pathway

Your GTM Priority

Describe Each Growth Pathway (20 words)

PMF Target Metric

Other Ops & Efficiency Metrics

Primary Buyer

Biz Buyer

Profile

Select

First

Explain Why

Describe 

Choose a BUYER based Financial Metric as PMF Target

E.g # Paid Customers, $ARR, ACV, 

E.g 

% Monthly Customer Growth, Sales Yield, #Customer References, Customer NPS/Churn etc. 

Net Burn 

Secondary Buyer

Tech Buyer

Profile

Select

Second

Explain Why

Describe 

Choose a BUYER based Financial Metric as PMF Target

E.g # Paid Customers, $ARR, ACV, 

E.g 

% Monthly Customer Growth, Sales Yield, #Customer References, Customer NPS/Churn etc. 

Net Burn 

USER

Growth Pathway

Your GTM Priority

Describe Each Growth Pathway (20 words)

PMF Target Metric

Other Ops & Efficiency Metrics

Primary User

Biz User

Persona

Select

First

Explain Why

Describe

Do you need to grow a community for Builders? 

Choose a USER based Financial Metric as PMF Target

E.g # User, DAU/MAU, ARPU

Community metrics

E.g

 # Monthly User Growth, Word of Mouth, # of Influencers, Net Burn

Secondary User

Select

Persona

Select

Second

Explain Why

Describe

Do you need to grow a community for Builders? 

Choose a USER based Financial Metric as PMF Target

E.g # User, DAU/MAU, ARPU

Community metrics

E.g

 # Monthly User Growth, Word of Mouth, # of Influencers, Net Burn