Go-To-Market Consulting

Go-To-Market Consulting

For Product Launch to New Markets

I will immerse myself with your team and lead them through a 10 step process for launching a product or service into to a new market. Together, we will complete the appropriate analysis, develop a comprehensive plan, build a Pro Forma, and present it to leadership for a final decision. If approved, I will support your team through completion of the launch.

10 Step Go-To-Market (GTM) Process:

  1. Identify Your Target Customer

  2. Analyze Your Competition

  3. Differentiate Your Offering

  4. Establish Appropriate Pricing

  5. Define Your Sales Process

  6. Define your Onboarding Workflow

  7. Create a Pro Forma based on realistic KPI’s

  8. Assemble the Right Talent and Foster a Team Oriented Culture

  9. Track KPIs closely and broadcast performance constantly

  10. Celebrate wins frequently

How it works

  • Identify Your Target Customer: Knowing who your customers are and what challenges they face is crucial. By understanding their pain points, you can tailor your products and services to meet their needs effectively.

  • Analyze Your Competition: Gaining insight into your competitors' strengths and weaknesses allows you to position your offerings more strategically. This analysis helps in identifying areas where you can outperform your competition.

  • Differentiate Your Offering: Clearly articulate what sets your product or service apart and why it matters to your customers. Your unique selling proposition must resonate with your target market and offer them compelling reasons to choose your brand over the alternatives.

  • Appropriate Pricing Strategy: Setting the right price for your products and services is essential. It should reflect the value you provide while remaining competitive within the market.

  • Define Your Sales Process: Establish a clear sales process with specific Key Performance Indicators (KPIs) to track progress and identify areas for improvement. This ensures a structured approach to achieving sales goals.

  • Onboarding and Implementation: Develop a well-defined onboarding process with clear KPIs to ensure a smooth transition for new customers. This helps in building long-term relationships and increasing customer retention.

  • Create a Realistic Pro Forma: Use realistic KPI assumptions to build your Pro Forma financial statements. These projections will guide your financial planning and help you make informed business decisions.

  • Assemble the Right Talent and Foster a Team Oriented Culture: The success or failure of your launch rides heavily on your team’s ability to trust each other, collaborate effectively and execute swiftly. Finding people who have what it takes and who contribute positively to the team is key. Plans are never full-proof, so learning from each other and adjusting as a group on the fly is critical. The more trust you have as a team, the faster you can move.

  • Track KPIs closely and broadcast performance constantly: Time and resource is limited and you don’t get credit for effort. Activity feels good but does not equate to progress. Let the numbers speak for themselves and broadcast for all to hear. Your best players came to win and want to know the score.

  • Celebrate wins frequently: What gets rewarded gets repeated and positive momentum is a powerful force.

Monthly Retainer

$20,000 per month for *3 months

*3 months is the minimum time required to complete the analysis and development the Go-to-Market Strategy. Actual time may vary, depending on the bandwidth of your team and the development stage of your product. If the plan is approved by leadership, an additional 3 month retainer will be required to ensure adequate support the launch phase.

  • Software companies of any size who are seeking to launch a product into a new market.

  • 1) I will work closely with the leader to ensure that appropriate rigor and creativity is put into the teams analysis.

    2) I will sign-off on the plan and presentation before it goes to leadership for decision.

    3) If approved for launch, I will coach and guide the leaders as needed to ensure maximum likelihood of success

  • Seek first to understand before being understood. The devil is in the details and assumptions lead to unnecessary risk. Most product launches fail because they focus on solving the wrong problem. Some also fail to identify and focus on the ideal customer. This will be the primary focus of our analysis, informed by targeted outreach to real prospective customers for validation.

  • 3 months is the minimum time required for me to understand your product, adequately complete a thorough analysis of the market and develop a GTM strategy with your team. If any technical development work or sales hiring is required prior to launch, it will take longer than 3 months to complete this first phase. If the launch plan is approved by leadership, an additional 3 month engagement will be required for me to support the launch.

  • Yes. We will execute a comprehensive NDA prior to beginning our work that prohibits the disclosure of our engagement.