Go-to-market strategy: Definition and Best ways to build from scratch (+ detailed guide)


A go-to market strategy will help you avoid taking a product to a market that will have no interest in what you have to offer.


A go-to market strategy helps you plan, so you can know better ways to present your products to your ideal audience.

In this post, we’ll discuss in details how to create a go-to market strategy from scratch and all you need.

Before we dive in, let’s look at what it is

Go to market strategy


A go to market strategy is the key ingredient in writing a business plan, it outlines who your target audience are, alongside your marketing and sales strategy.

Why you need a go-to market strategy

If you really want to get the most of of your marketing, it’s best you invest time into crafting this.


The main purpose of a go-to market strategy is to make sure that a product reaches the right audience.

It helps businesses clarify why it is launching a particular product, and understand who the product is for in order to convince these people to buy their product or service.

Some other reasons include:

  • It reduces time it takes to market a product
  • Increases ability to adapt to changensures a successful product launch
  • It reduces costs and maximises profitability
  • It creates awareness of what you’re offering.

Elements of a go-to market strategy

It includes five core elements and they are.

Market definition:


This entails defining the market that will be targeted to sell the products or services

Customers:

Which audience are you targeting within these markets?

Distribution:

Which channels will be used to deliver to the customers?

Product messaging:

What is the products’ unique value compared to other products

Price:

How much should the product cost for each customer group.

Read Also: 20+ Types of Marketing Strategies that Works for any Business

How to write a go-to market strategy

Apart from answering vital questions to define your go-to market strategy, there are certain steps to formulate a perfect draft.

1. Know your target market

This is always the first step in any marketing plan. No product can be marketable to everyone.

You can get data about your target market from demographics, psychographics and so on. It’s important you determine where you can most effectively attract the most ideal customers to what you’re offering.

  • Brainstorm a list of possible markets you could pursue
  • Determine how to assess each market opportunity
  • Access the market for accessibility, review feedback from current and prospective customers
  • Prioritize your market opportunities and refine them

2. Define your target audience

Get to know who your customers are, and how they behave.

Better customer insights enhances an effective GTM strategy.

3. Position your brand

It is the process of positioning your brand in the mind of your customers.

4. Define your offering

This is where you tell your customers about your value proposition.

Start by understanding your products’ key features and benefits.

Then, proceed to understand how your products solve the problems of your customers.

This means you have to know and study your customers, so you can do better at delivering what you offer.

5. Define your channels

What channels are you going to leverage on?

6. Build your budget model

7. Define your marketing strategy

Above all, defining your marketing strategy involves you putting all the pieces together.

Making sure you track key performance metrics regularly, and make sure amendments are made when necessary.

B2B go-to market strategy

A B2B go-to market strategy is an action plan that clearly states how to reach your target market and compete better in the marketplace.

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