Go-to-Market Strategist

Gtm strategy

by kostja94 · MIT license · ★ 1,006 on GitHub

When the user wants to plan go-to-market strategy, GTM framework, or market entry. Also use when the user mentions "GTM," "go-to-market," "market entry," "new market," "repositioning," "PLG," "sales-led," "product-led," "marketing-led,"…

---
name: gtm-strategy
description: When the user wants to plan go-to-market strategy, GTM framework, or market entry. Also use when the user mentions "GTM," "go-to-market," "market entry," "new market," "repositioning," "PLG," "sales-led," "product-led," "marketing-led," "ICP," "buyer persona," "GTM motion," or "market expansion." For launch checklist, use product-launch.
metadata:
  version: 1.2.0
---

# Strategies: Go-to-Market

Guides go-to-market (GTM) strategy—the blueprint for launching or repositioning a product that aligns product, marketing, sales, and customer success around reaching and winning target customers. Organizations with a defined GTM process see ~10pp higher launch success rates (63% vs 53%) and ~3× median revenue growth. However, ~72% of sales reps miss quota, often due to execution gaps. Use this skill when planning GTM for product launch, new market entry, repositioning, or feature launch.

**When invoking**: On **first use**, if helpful, open with 1–2 sentences on what this skill covers and why it matters, then provide the main output. On **subsequent use** or when the user asks to skip, go directly to the main output.

## GTM Scenarios

| Scenario | Scope | Use |
|----------|-------|-----|
| **Product launch** | New product to market | Full GTM; see **product-launch** for launch execution |

Overview

Guides go-to-market (GTM) strategy—the blueprint for launching or repositioning a product that aligns product, marketing, sales, and customer success around reaching and winning target customers. Organizations with a defined GTM process see ~10pp higher launch success rates (63% vs 53%) and ~3× median revenue growth. However, ~72% of sales reps miss quota, often due to execution gaps. Use this skill when planning GTM for product launch, new market entry, repositioning, or feature launch.

What you get

Scenario(product launch, new market, repositioning, feature)
GTM mode(PLG/SLG/MLG/Hybrid) recommendation
90-dayphase plan
ICPand persona (or the relevant Contextus audience module)
Market analysischecklist
Launchexecution → see product-launch

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Strategies: Go-to-Market

When invoking: On first use, if helpful, open with 1–2 sentences on what this skill covers and why it matters, then provide the main output. On subsequent use or when the user asks to skip, go directly to the main output.

GTM Scenarios

Scenario	Scope	Use
Product launch	New product to market	Full GTM; see product-launch for launch execution
New market entry	New geography or segment	Full GTM; different buying behaviors, competitors, regulations
Repositioning	Shift who you serve, what you solve	Messaging, ICP, channel alignment; not just rebrand
Feature launch	New capability in existing product	Tiered by impact; T1 (revenue) = full planning; T2/T3 = lighter

GTM vs product launch: GTM is the strategy; product launch is the execution phase. GTM applies to multiple scenarios—not just new products.

GTM Modes

Mode	When to Use	ACV	Buyer
Product-led (PLG)	Value in minutes; self-evaluate; simple adoption	<$10K	Buyer = end user
Sales-led (SLG)	Multi-stakeholder; complex procurement; implementation	>$25K	Enterprise; negotiation
Marketing-led (MLG)	Content, SEO, paid drive awareness; market education	Varies	Demand gen focus
Hybrid	PLG for acquisition; sales for expansion	Common	Self-serve → sales handoff

Decision factors: ACV, product complexity, buyer profile, how customers want to buy. Target LTV:CAC ≥3:1; CAC payback <12 months.

90-Day Execution Framework

Phase	Weeks	Focus
Market analysis	1–3	Validate demand; competitive landscape; TAM; buying signals
Strategy design	4–6	ICP, personas; positioning; pricing; GTM mode; channels
Execution build	7–9	Messaging, content, sales playbook; tech stack
Launch & iterate	10–12	Go live; measure; iterate

Key: Connect plan to real buying activity within 90 days—not disconnected strategy documents.

ICP vs Buyer Persona

Type	Level	Defines
ICP	Company	Which organizations deliver best unit economics; firmographics (industry, size, revenue), technographics, problem intensity
Buyer persona	Individual	Decision-makers within target companies; roles, goals, pain points, objections, preferred channels

ICP impact: Companies with clearly defined ICPs see higher conversion rates and lower CAC. Include negative profiles (explicit disqualifiers) to protect pipeline quality.

Market Analysis

Element	Purpose
TAM	Total addressable market; named account lists; primary TAM, serviceable TAM, accounts with buying signals
Competitive landscape	Customer bases, strengths, weaknesses, positioning claims
Buying patterns	Replace assumptions with data; customer pain points; decision criteria

Enterprise / High-ACV Challenges

Challenge	Mitigation
Customization	Product modularity; professional services; clear scope
Data security / private deployment	On-prem or private cloud; compliance; security certifications
Procurement cycles	Multi-stakeholder alignment; champion building; long sales cycles
Buy vs SaaS	Total cost of ownership; flexibility; ongoing value

Use: When GTM targets enterprise or high-ACV—expect longer cycles, procurement, and security requirements.

New Market Entry

~70% of international market entries fail within two years—often from overestimating demand, underestimating execution, spreading resources thin.

Entry model	Trade-off
Organic expansion	High control; slower; capital-intensive
Strategic partnerships	Faster access; shared risk; reduced control
M&A / Acquisition	Immediate presence; high integration risk
Asset-light (EOR, outsourcing)	Fastest; minimal upfront; market testing
Pilot testing	Lowest commitment; validation

Critical: Domestic playbook won't transfer. Buying behaviors vary (self-service US vs consultation-heavy Europe vs relationship-driven APAC); competitive landscapes shift; regulatory complexity multiplies (GDPR, data localization).

Repositioning

Repositioning = Strategic shift in who you serve, what problem you solve, where you play. Rebranding = Visual/verbal expression (logo, voice). Repositioning ≠ rebrand.

When to reposition	Avoid
Moving upmarket (SMB → enterprise)	Quick fix for missed quarters
New geography with different dynamics	Leadership boredom
ICP fundamentally changed
Major pivot, launch, or acquisition

Success factors: Research-driven (customer discovery, market analysis); cross-functional alignment (sales, marketing, product, clinical); sharp differentiation.

Cross-Functional Alignment

RACI: Responsible, Accountable, Consulted, Informed—clarify roles across teams
Shared timelines, tools, accountability
Consistent messaging across all channels

Output Format

Scenario (product launch, new market, repositioning, feature)
GTM mode (PLG/SLG/MLG/Hybrid) recommendation
90-day phase plan
ICP and persona (or the relevant Contextus audience module)
Market analysis checklist
Launch execution → see product-launch

product-launch: Launch execution; channels, timeline, checklist; implements GTM for product launch
pmf-strategy: Validate PMF before scaling GTM
cold-start-strategy: First users; differs from full GTM (0→1 vs commercialization)
rebranding-strategy: Domain change, 301, announcement; when repositioning includes rebrand
localization-strategy: New market entry; i18n, multilingual
paid-ads-strategy: Ad channel for GTM
website-structure: Pages needed for GTM
branding: Positioning, differentiation; GTM messaging foundation

1	---
2	name: gtm-strategy
3	description: When the user wants to plan go-to-market strategy, GTM framework, or market entry. Also use when the user mentions "GTM," "go-to-market," "market entry," "new market," "repositioning," "PLG," "sales-led," "product-led," "marketing-led," "ICP," "buyer persona," "GTM motion," or "market expansion." For launch checklist, use product-launch.
4	metadata:
5	version: 1.2.0
6	---
7
8	# Strategies: Go-to-Market
9
10	Guides go-to-market (GTM) strategy—the blueprint for launching or repositioning a product that aligns product, marketing, sales, and customer success around reaching and winning target customers. Organizations with a defined GTM process see ~10pp higher launch success rates (63% vs 53%) and ~3× median revenue growth. However, ~72% of sales reps miss quota, often due to execution gaps. Use this skill when planning GTM for product launch, new market entry, repositioning, or feature launch.
11
12	When invoking: On first use, if helpful, open with 1–2 sentences on what this skill covers and why it matters, then provide the main output. On subsequent use or when the user asks to skip, go directly to the main output.
13
14	## GTM Scenarios
15
16	\| Scenario \| Scope \| Use \|
17	\|----------\|-------\|-----\|
18	\| Product launch \| New product to market \| Full GTM; see product-launch for launch execution \|
19	\| New market entry \| New geography or segment \| Full GTM; different buying behaviors, competitors, regulations \|
20	\| Repositioning \| Shift who you serve, what you solve \| Messaging, ICP, channel alignment; not just rebrand \|
21	\| Feature launch \| New capability in existing product \| Tiered by impact; T1 (revenue) = full planning; T2/T3 = lighter \|
22
23	GTM vs product launch: GTM is the strategy; product launch is the execution phase. GTM applies to multiple scenarios—not just new products.
24
25	## GTM Modes
26
27	\| Mode \| When to Use \| ACV \| Buyer \|
28	\|------\|-------------\|-----\|-------\|
29	\| Product-led (PLG) \| Value in minutes; self-evaluate; simple adoption \| <$10K \| Buyer = end user \|
30	\| Sales-led (SLG) \| Multi-stakeholder; complex procurement; implementation \| >$25K \| Enterprise; negotiation \|
31	\| Marketing-led (MLG) \| Content, SEO, paid drive awareness; market education \| Varies \| Demand gen focus \|
32	\| Hybrid \| PLG for acquisition; sales for expansion \| Common \| Self-serve → sales handoff \|
33
34	Decision factors: ACV, product complexity, buyer profile, how customers want to buy. Target LTV:CAC ≥3:1; CAC payback <12 months.
35
36	## 90-Day Execution Framework
37
38	\| Phase \| Weeks \| Focus \|
39	\|-------\|-------\|-------\|
40	\| Market analysis \| 1–3 \| Validate demand; competitive landscape; TAM; buying signals \|
41	\| Strategy design \| 4–6 \| ICP, personas; positioning; pricing; GTM mode; channels \|
42	\| Execution build \| 7–9 \| Messaging, content, sales playbook; tech stack \|
43	\| Launch & iterate \| 10–12 \| Go live; measure; iterate \|
44
45	Key: Connect plan to real buying activity within 90 days—not disconnected strategy documents.
46
47	## ICP vs Buyer Persona
48
49	\| Type \| Level \| Defines \|
50	\|------\|-------\|---------\|
51	\| ICP \| Company \| Which organizations deliver best unit economics; firmographics (industry, size, revenue), technographics, problem intensity \|
52	\| Buyer persona \| Individual \| Decision-makers within target companies; roles, goals, pain points, objections, preferred channels \|
53
54	ICP impact: Companies with clearly defined ICPs see higher conversion rates and lower CAC. Include negative profiles (explicit disqualifiers) to protect pipeline quality.
55
56	## Market Analysis
57
58	\| Element \| Purpose \|
59	\|---------\|---------\|
60	\| TAM \| Total addressable market; named account lists; primary TAM, serviceable TAM, accounts with buying signals \|
61	\| Competitive landscape \| Customer bases, strengths, weaknesses, positioning claims \|
62	\| Buying patterns \| Replace assumptions with data; customer pain points; decision criteria \|
63
64	## Enterprise / High-ACV Challenges
65
66	\| Challenge \| Mitigation \|
67	\|-----------\|------------\|
68	\| Customization \| Product modularity; professional services; clear scope \|
69	\| Data security / private deployment \| On-prem or private cloud; compliance; security certifications \|
70	\| Procurement cycles \| Multi-stakeholder alignment; champion building; long sales cycles \|
71	\| Buy vs SaaS \| Total cost of ownership; flexibility; ongoing value \|
72
73	Use: When GTM targets enterprise or high-ACV—expect longer cycles, procurement, and security requirements.
74
75	## New Market Entry
76
77	~70% of international market entries fail within two years—often from overestimating demand, underestimating execution, spreading resources thin.
78
79	\| Entry model \| Trade-off \|
80	\|-------------\|-----------\|
81	\| Organic expansion \| High control; slower; capital-intensive \|
82	\| Strategic partnerships \| Faster access; shared risk; reduced control \|
83	\| M&A / Acquisition \| Immediate presence; high integration risk \|
84	\| Asset-light (EOR, outsourcing) \| Fastest; minimal upfront; market testing \|
85	\| Pilot testing \| Lowest commitment; validation \|
86
87	Critical: Domestic playbook won't transfer. Buying behaviors vary (self-service US vs consultation-heavy Europe vs relationship-driven APAC); competitive landscapes shift; regulatory complexity multiplies (GDPR, data localization).
88
89	## Repositioning
90
91	Repositioning = Strategic shift in who you serve, what problem you solve, where you play. Rebranding = Visual/verbal expression (logo, voice). Repositioning ≠ rebrand.
92
93	\| When to reposition \| Avoid \|
94	\|--------------------\|-------\|
95	\| Moving upmarket (SMB → enterprise) \| Quick fix for missed quarters \|
96	\| New geography with different dynamics \| Leadership boredom \|
97	\| ICP fundamentally changed \| \|
98	\| Major pivot, launch, or acquisition \| \|
99
100	Success factors: Research-driven (customer discovery, market analysis); cross-functional alignment (sales, marketing, product, clinical); sharp differentiation.
101
102	## Cross-Functional Alignment
103
104	- RACI: Responsible, Accountable, Consulted, Informed—clarify roles across teams
105	- Shared timelines, tools, accountability
106	- Consistent messaging across all channels
107
108	## Output Format
109
110	- Scenario (product launch, new market, repositioning, feature)
111	- GTM mode (PLG/SLG/MLG/Hybrid) recommendation
112	- 90-day phase plan
113	- ICP and persona (or the relevant Contextus audience module)
114	- Market analysis checklist
115	- Launch execution → see product-launch
116
117	## Related Skills
118
119	- product-launch: Launch execution; channels, timeline, checklist; implements GTM for product launch
120	- pmf-strategy: Validate PMF before scaling GTM
121	- cold-start-strategy: First users; differs from full GTM (0→1 vs commercialization)
122	- rebranding-strategy: Domain change, 301, announcement; when repositioning includes rebrand
123	- localization-strategy: New market entry; i18n, multilingual
124	- paid-ads-strategy: Ad channel for GTM
125	- website-structure: Pages needed for GTM
126	- branding: Positioning, differentiation; GTM messaging foundation
127