GTM strategy: what it is, what goes in it, and how to build one
A GTM strategy is four decisions: who you sell to, which motion carries the sale, what it costs, and who owns the number. How to make each one explicitly.
, 6 min read, Go-to-market
Go-to-market strategy: plans, motions and market sizing
How a product actually reaches a market: choosing a motion, sizing the opportunity, writing the plan, and deciding who owns the number once it ships.
8 articles
A go-to-market strategy is the set of decisions that sit between a finished product and a paying customer: who exactly you sell to, which motion carries the sale, what the product costs, and which team is accountable when the number is missed. Most of those decisions get made implicitly, by default, and only become visible a year later when growth stalls and nobody can say which assumption was wrong.
This section takes the vocabulary apart and makes it usable. Market sizing that survives a due diligence question, the honest trade-offs between product-led and sales-led growth, what a revenue operations function is actually for, and templates you can fill in rather than admire.
Articles
TAM, SAM and SOM: what each one means and how to calculate them
TAM, SAM and SOM in plain terms, with the formulas, a worked example and the three mistakes that make investors stop trusting the rest of your deck.
, 5 min read, Go-to-market
Product-led growth: how it works, when it does not, and what it costs
What product-led growth actually means, real examples, how it compares with sales-led growth, and the conditions a product needs before PLG can work at all.
, 5 min read, Go-to-market
Revenue operations: what RevOps does, how teams are structured, and what it measures
What a revenue operations function is for, how it differs from sales ops, the three ways teams are structured, and the metrics a RevOps lead is judged on.
, 5 min read, Go-to-market
A go-to-market strategy template you can actually fill in
A nine-section go-to-market plan template, with the prompt for each section, what a good answer looks like, and the answers that mean you are not ready.
, 5 min read, Go-to-market
SaaS go-to-market strategy: choosing a model your contract value can pay for
In B2B SaaS, average contract value decides which go-to-market model is affordable. The four models, what each one costs to run, and when to change.
, 5 min read, Go-to-market
Market entry strategy: the five routes into a new market and how to pick one
Five ways to enter a new market, what each costs in money, control and speed, and the questions that decide which one fits before you commit budget.
, 5 min read, Go-to-market
Sales motion: what the term means, the main types, and how to write yours down
A sales motion is the repeatable sequence that turns a stranger into a customer. The common types, how a GTM motion differs, and how to document your own.
, 5 min read, Go-to-market