Go-To-Market (GTM) Checklist Template

Define the GTM strategy

• Step 1: Clearly define your product or service offering and target market.

• Step 2: Identify your unique value proposition and competitive differentiation.

• Step 3: Determine the pricing strategy, distribution channels, and sales approach.

• Step 4: Outline marketing and promotional tactics to drive awareness and demand.

Market research and validation

• Step 1: Conduct market research to understand customer needs, pain points, and buying behaviours.

• Step 2: Validate product-market fit through surveys, interviews, and prototype testing.

• Step 3: Analyze competitor offerings, market trends, and industry dynamics.

• Step 4: Refine the GTM strategy based on market feedback and insights.

Product readiness and positioning:

• Step 1: Ensure the product or service is fully developed, tested, and ready for launch.

• Step 2: Define the positioning and messaging that communicates the value proposition to target customers.

• Step 3: Develop sales collateral, product documentation, and training materials for internal teams.

• Step 4: Conduct user testing and gather feedback to iterate on product positioning and messaging.

Sales enablement and training

• Step 1: Train sales teams on product features, benefits, and value proposition.

• Step 2: Provide sales collateral, demo scripts, and objection handling guidelines.

• Step 3: Equip sales teams with tools and resources to effectively engage prospects and close deals.

• Step 4: Continuously monitor sales performance and provide ongoing training and support as needed.

Marketing and promotional activities:

• Step 1: Develop a marketing plan outlining key messaging, channels, and tactics.

• Step 2: Create marketing assets such as website content, social media posts, and email campaigns.

• Step 3: Launch promotional activities to generate awareness and drive demand, such as events, webinars, or content marketing campaigns.

• Step 4: Monitor marketing performance metrics and adjust strategies based on results and feedback.

Channel and partner enablement:

• Step 1: Identify potential channel partners or resellers to expand market reach.

• Step 2: Develop channel enablement programs to train partners on product features, benefits, and sales processes.

• Step 3: Provide partners with marketing collateral, sales support, and incentive programs to drive engagement and loyalty.

• Step 4: Establish clear communication channels and feedback mechanisms to maintain alignment and collaboration with partners.

Customer acquisition and retention:

• Step 1: Implement lead generation strategies to attract and engage target customers.

• Step 2: Convert leads into customers through personalised sales and marketing efforts.

• Step 3: Onboard new customers and provide ongoing support to ensure a positive experience.

• Step 4: Implement retention programs to drive customer loyalty and repeat business.

Metrics and measurement

• Step 1: Define key performance indicators (KPIs) aligned with GTM objectives, such as sales revenue, customer acquisition cost (CAC), or customer lifetime value (CLTV).

• Step 2: Implement tracking mechanisms and analytics tools to monitor KPIs and measure performance.

• Step 3: Regularly review and analyse performance data to identify areas of improvement and optimisation.

• Step 4: Use insights to iterate on the GTM strategy and drive continuous improvement.