Four key GTM questions
The challenge is to transform the GTM strategy discussion from merely sharing opinions to analyzing the actual GTM data itself — to understand the “why” behind the company’s GTM numbers.
For me, developing the right GTM strategy starts with everyone visualizing the same GTM data. Sounds trivial, but highly effective. Smart people generally reach the same conclusions when they see the same data.
Then, use the GTM data to start answering the 4 key GTM questions: (1) identifying the right Ideal Customer Profile and (2) making the right sales playbook, and then (3) pursuing the right lead sources for the ICP and (4) hiring the right sales reps to execute the playbook.
Most relevant during:
PMF phase
GTM Fit phase
Scale phase
Most relevant for:
ACVs < $15K
ACVs $15K-$50K
ACVs > $50K
