The document outlines a comprehensive go-to-market strategy, focusing on market opportunity verification, market attractiveness, and competitive positioning. It includes steps for identifying potential markets, assessing channel partner options, and measuring results to ensure alignment with organizational goals. Additionally, it provides instructions for editing presentation graphics and icons within PowerPoint.

1. Go-to-Market Strategy
Key
Question
Focus
Inputs/
Tasks
Outcomes
Discovery
» Verify The Nature Of
The Market
Opportunity
» Identify Define, & Map
Markets
» Determine Buying
Processes And Choice
Drivers
» Identify Market
Attractiveness Factors,
And ‘As Is’ Situation
» What Are The
Potential Markets?
Diagnostic
» Determine How You Will
‘Win’
» Asses Addressable Markets
W/ Attractiveness Criteria
» Determine Company’s Ability
To Compete In Attractive
Markets
» Identify Key Buying
Influencers & Desired
Behavioral Objectives
» Understanding The
Opportunity To Create
Deferential Advantage
» Where Should We
Compete And What
Must We Deliver?
Design
» Determine How You Will
‘Play’ (GTM Model)
» Determine The Optimal
Offering & Positioning For
Target Markets
» Determine Ideal Channel
Partner Criteria
» Identify, Assess And
Prioritize Potential Channel
Partners By Targets Markets
» Identify And Assess
Market Channel Options
» What Go To Market
Aooroach Is Optimal?
Recommendation
» Identify How You Will
Measure Results (Metrics)
» Develop Recommendation
For Go To Market
Approach
» Market-channel
Positioning Platform
Tested
» Organizational Alignment
Assessed
» The Best Channel
Approach
» What Is Winning Worth?
Provocation
» Goal Alignment/Validation
» Review Market Data
» Validate Project Approach
» Design & Schedule Work
Plan
» Organize Core & Steering
Teams
» Clarify Desired Outcomes/
Objectives
» What Are We Trying To
Accomplish?
This slide varies but the
goal is the same: Show
you’re thinking about
(or have data or an
unfair advantage in)
distribution.

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