How to Create a Go-To-Market Strategy for Your Product

What Is a Go-to-market Strategy, Anyway?

Understand Your Buying Center

  • The end user
  • The buyer (the person funding the purchase)
  • The decision-maker (the person who approves the purchase)
  • The influencer (the person who convinces decision-makers a product needs to be purchased)
  • The gatekeeper (the person who could kill the sale)

Turn Your Buying Center into a Value Matrix

Map Out Your Buyer’s Journey

  • Awareness — The prospect becomes aware of your company or product.
  • Consideration — The prospect begins to explore your product as a potential solution.
  • Decision — The prospect narrows down their choices and makes a decision.

Develop Your Sales Strategy

  • Self-service — Customers make purchases on their own (ideal for simple products with a low price point).
  • Inside sales — Customers work with a sales rep in your organization to purchase (typically for products with a medium complexity and price).
  • Outside/field sales — Customers buy from reps outside your organization (typically for large enterprise sales that are complex and pricy).
  • Channel sales — Customers buy your product from an affiliate, outside agency, or partner (commonly used for retail or affiliate marketing).

Create Content to Support Your Product

  • Product demo videos
  • Live online demonstrations
  • Webinars
  • Blog posts
  • Landing pages
  • E-books
  • Lead magnets (e.g., checklists, how-to guides, etc.)
  • Influencer marketing
  • Paid ads

Entrepreneur. Raising a business and babies. Avid blogger. Digital marketing enthusiast. Love to get shit done. Learn more: suttida.com

Love podcasts or audiobooks? Learn on the go with our new app.

Recommended from Medium

Account-Based Marketing: Past, Present, and Future

Seven broad statements that may or may not help your museum do a bit better at social media

How to Promote Your Blog for Free

How Businesses Can Leverage NFTs for Marketing in 2022

Keeping inbound marketing campaigns on track as a client

Why I Read All Responses To My Stories

Build an Email List to Drive Traffic

9 Impressive Sidewalk Signs in Front of Bars

Get the Medium app

A button that says 'Download on the App Store', and if clicked it will lead you to the iOS App store
A button that says 'Get it on, Google Play', and if clicked it will lead you to the Google Play store
Suttida

Suttida

Entrepreneur. Raising a business and babies. Avid blogger. Digital marketing enthusiast. Love to get shit done. Learn more: suttida.com

More from Medium

What I Learned It Takes To Become A Successful Product Marketer with Nora Marsh

How do you decide if a product should be discontinued?

Character Diamond by Ryan Deiss

Discover customer persona b2b business tips to quadruple profits

customer persona b2b