WHAT WHO

are we selling
are we selling?
it to?

WHEN GTM WHY

should we do our prospects
launch? Plan need this?

HOW WHERE
do we go to can we reach
market them?

GO TO MARKET
STRATEGY & PLAN
Powered By: SlideSalad.com

1 | SlideSalad.com | Date 2019

 Go To Market Strategy
Enter your subhead line here

Marketing strategy involves WHO the Firm

will go after and WHAT it will offer them.
What to Sell
Products
Go to market strategy overall marketing
strategy and concerned with how the Firm
will make it happen.

Marketing
Strategy

Where to
How to Sell Sell
Markets Customers

2 | SlideSalad.com | Date 2019

 Go To Market Strategy
Enter your subhead line here
Markets
Marketing strategy involves WHO the Firm
will go after and WHAT it will offer them. What to Sell Where to Sell

Go to market strategy overall marketing

strategy and concerned with how the Firm Marketing
will make it happen. Strategy

Cu

ts
sto

ucd
m

Pro
How to Sell

er s

3 | SlideSalad.com | Date 2019

 Go To Market Plan
Enter your subhead line here

WHAT
(Offering)

GTM
Strategy

HOW WHO
(Channels) (Customers)

Customized Value Propositions

4 | SlideSalad.com | Date 2019

 Go To Market Plan
Enter your subhead line here

WHAT WHO
are we selling
are we selling?
it to?

WHEN GTM WHY

should we do our prospects
launch? Plan need this?

HOW WHERE
do we go to can we reach
market them?

5 | SlideSalad.com | Date 2019

 Go To Market Plan
Enter your subhead line here

What are you selling? Who are you selling to?

(Value proposition/key
(Segments)
purchasing factors)

WHAT WHO

Go To Market

HOW WHERE

How will you reach Where will you promote

your market your product?
(Channel) (Marketing Strategy)

6 | SlideSalad.com | Date 2019

 GTM Plan – Demand Creation Process
Enter your subhead line here

Solution Reverse Engineer Booking

Decompose booking to calculate the number
Define the solution and compelling
of responses. MQL & SQL required to build the
messaging going to market necessary pipeline

Market Sizing Demand Creation Strategy

Defining the addressable and served Develop the chase, come, community
markets and/or co-create approaches

Metrics Integrated Plan

Align all marketing resources to support the
Measure all steps and incorporate
feedback for optimization
Demand initiative in a comprehensive, logical &
sustained manner
Creation
Sales Tools Process
Providing the right sales tools to the Database
sales Reps at the right tie & in the Build a list of targeted companies
right format

Contacts
Demand Management
Create, buy and rent contact information
10 touch follow-up methodology
for desired title and roles

Offers
Automation Create compelling offer that are relevant
SFA, lead scoring and lead nurturing for buyers, with respect for the buying
cycle

7 | SlideSalad.com | Date 2019

 Go To Market Plan & Strategy
How will you launch the product and quickly gain momentum and market share?

Targeting Strategic Marketing Customer Retention

1. What segment will you Partnerships / Channel 1. Describe your marketing, 1. How to keep clients and
target first and why? 1. Channels: how to reach / communication and build recurring sales?
2. What does the sales market to customers? advertising strategy? 2. Average cost to acquire a
cycle look like and how 2. Strategy: how to convert, 2. What sort of time / customer, average
will you obtain your acquire or close clients? energy / expenses do revenue per
customers? 3. Unique strategic you need to expand to user/customer
3. What is your potential to relationships / generate revenue? 3. What is the lifetime value
leverage, scale, and grow partnerships? of a customer?
quickly?

8 | SlideSalad.com | Date 2019

 GTM – Business Issues For Decision Maker
Enter your subhead line here

Education
Salaries
& Training

Productivity Expenses
Variable
Automation
Expenses

Business
Problems
Revenue Profits

Sales Taxes
Customer
Satisfaction

Customer Guarantee
Support Warranty

9 | SlideSalad.com | Date 2019

 Go To Market – Customer Need Analysis
Enter your subhead line here

Process
Change
Is there an understanding of the
How can the process be
customer's existing process of
changed for improvement
lack or process?

NEEDS
Value proposition Value
What is a value proposition that How do you link the value to the
will resonate and be compelling customers KPIs?

Decision maker
Why is appealing to the decision maker?

10 | SlideSalad.com | Date 2019

 Go To Market Strategy – Market Maturity
Enter your subhead line here

Possible
Introduction Growth Maturity Saturation Development

Renewed Growth
Revenue

Contraction

End of Life

Audience Innovators Early Adopter Every Majority Late Majority Laggard

Market Small Expanding High Peaked Contacting

Price Very High High High Medium Low

Sales Low Expanding High Flattening Moderate

Competition Low Increasing Moderate High Moderate

Customer
Business Focus Awareness Growth Market Share Transition
Retention

11 | SlideSalad.com | Date 2019

 Go To Market Strategy - Partnering
Enter your subhead line here

Value For Partner

Provide Significant Value.

Partner Selection
Partner Network &
Criteria
Profile
How does the
Understand the industry
relationship help achieve
network and the value
Partnering goals? Create a checklist
chain to build
to assess the value of a
relationship.
partnership.

Partner Process Management

Manage the process for mutual
success.

12 | SlideSalad.com | Date 2019

 Go To Market Strategy – Support Function
Enter your subhead line here

Systems

Project
Personnel
Management
Support
Function

Hardware/
Escalations
Software

13 | SlideSalad.com | Date 2019

 Go To Market Plan – Building GTM Strategy
Enter your subhead line here

Target
Market &
Market
Need

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 Go To Market Framework
Enter your subhead line here

Strategy Tactical

Go To Market Market Product Develop Monitor

Launch
Phases Analysis Strategy Market Plan Adjust

Requires $$$ to create awareness, Leverage consumer-focused social media such as Twitter,
B2C Facebook, Pinterest

Events and association; leverage business-focused social media such as LinkedIn, Twitter,
B2B Facebook, Pinterest, etc.

Product Encourage trials and endorsements from influential users

Service Use testimonials, case studies and ROI models to prove value

15 | SlideSalad.com | Date 2019

 Go To Market Framework
Enter your subhead line here

External Analysis Inbound Marketing

Go To Market: A system of related
• Social • Thought • Content
activities and processes that connect
• Technology Leaderships Marketing
• Economic • Social Media • Social a company’s product strategy to the
• Political • SEO Monitoring customer experience
• Branding

Product Strategy Go To Market Customer Experience

• Vision • Stories/ • Sales Models • Lead Generation • Acquisition
• Positioning Requirements • Sales Tools • Lead Nurturing • Retention
• Roadmap • Competitive • Sales • Lead • Support
• Buyer Personas Analysis Enablement Conversation
• Product Portfolio • Launch Plan
• Pricing

Outbound Marketing Feedback

• Event • Telemarketing • Reference • Stories/
• Campaigns • Sponsorships • Survey Requirements
• Press Relations • User Group • Competitive
• Advertising • Advisory Boards Analysis
• Social • Product Portfolio
Monitoring • Pricing
• Web Analytics
• Interview/Visits

16 | SlideSalad.com | Date 2019

 GTM – Increase Direct Selling Time
Enter your subhead line here

Core Selling Non-Core Selling

• Prospecting • Prospecting (outside of named accounts)
• Account research and planning for meetings • Expense reports
• Meeting with prospects and customers • Communication to existing customers
• Meeting follow up • Communication to Prospect not in the sales
• Responses to proposals pipeline
• Proof of concept • Administrative requests
• References • Setup and teardown at events
• Orchestration of internal resources • Internal emails
• Contracts • Internal meetings
• Quotes/configuration • Post-sales request
• Communication with prospects currently sales • Sending collateral
pipeline • Searching for content (pricing, collateral,
• Training Account Planning references, research notes, white paper, etc.)
• Account Reviews • Building a database of companies and
contacts
• Scheduling meeting

17 | SlideSalad.com | Date 2019

 Multi-Channel Go To Market Strategy
Enter your subhead line here

Consumers Enterprises

Direct To Consumers Marketing Direct Sales

Partner Distribution Channels Strategic Partners

18 | SlideSalad.com | Date 2019

 Go To Market Plan - Partnering
Enter your subhead line here

Partner Network & Profile Value For Partner

Understand the industry network and
Provide significant value.
the value chain to build relationships.

Partnering

Partner Selection Criteria

Partner Process How does the relationship help
Manage the process for mutual achieve goals?
success. Create a checklist to assess the value
of a partnership.

19 | SlideSalad.com | Date 2019

 Go To Market Strategy – The Partner Process
Enter your subhead line here

Define Identify Market Screen Sell Plan & Agree

• Identify areas • Identify • Create • Apply partner • Develop a • Develop

for partnering potential interest selection win/win value mutual
• Define portent partner among the criteria for a proposition agreement on
capabilities profiles by potential value of technology,
using partner partners partner sales,
selection marketing,
criteria implementatio
n, and support

Living driven by a strategic agreement that's regulated by formalized daily operations

20 | SlideSalad.com | Date 2019

 Go To Market Strategy - SWOT Analysis
Enter your subhead line here

STRENGTHS
 What do you do particularly well?
 What do you do that is unique in the WEAKNESSES
marketplace?  What do you not feel as comfortable
 What do your doing?
customers/clients/Patrons ask for you  What needed resources, staff, or skills
to do over and again? do you lack?
 What do you have to write
tools/resources accomplish

OPPORTUNITIES
THREATS
 Are there new situations coming down
 Who is your competition and what do
the road that you can take advantage
they offer that you cannot do as well or
of (new programs being offered, new
at all?
faculty joining the department, new
tools available to you?  Are there "environmental" changes or
situation that could cause problems for
 Are there gaps in the "market" that you
you and your programs?
can fill?
 What other roadblocks are being
 Is there a partnership that might be
thrown in your path?
fruitful?

21 | SlideSalad.com | Date 2019

 Buyer’s Journey
Enter your subhead line here

Unaware Problem Aware Solution Aware Products Aware Most Aware

(Stories & Secrets) (Benefits & Anxieties) (Claim & Proofs) (Discount & Deals) (Product & Price)

Focus on Focus on Value & Solutions &

Evaluation
Problems Solutions Need Features

Discovery Consideration Decision

(Committed to change) (Committed to solution) (Committed to selection)

22 | SlideSalad.com | Date 2019

 Buyer’s Journey
Enter your subhead line here

Awareness Consideration Purchase

Proof
Points:
Introduction Detailed
Describe The Customer
To Your Information Free Trial Purchase
Problem Testimonials
Solution On Solution
, Reviews,
Etc.

Not Ready To Move To The Next Step?

Capture Email Address

Lead Nurturing
Build A Trusted Relationship ,Wait For An External Trigger, Or Try To Create A Trigger

23 | SlideSalad.com | Date 2019

 Journey Board
Enter your subhead line here

Prospect Lead Close

Awareness Consideration Research Selection Purchase Delivery

 Search Engine  Website

Marketing  Micro-site Seals guide
(Organic And Paid)  Social Networks Playbook containing best practice strategies, resources, references, and guided-selling processes
 Vertical Search  Partner Events
Engine Marketing Programs  Demos  Trials  AFIs/RFPs  Customer
(Organic And Paid)  Blog (Topical And  Case Studies  Customer  Contracts Reference
 Trade/Industry Industry)  White Papers reference program  Writing Program
Events  Webinars/  Analyst Reports  Community  Customer  Customer
 Partner Assets Webcasts (Brand  Competitive programs References Advisory Board
 Community And Partner) Analysis  Analyst reports  ROWTCO Reports  WW, Regional And
Programs  Viral Marketing  Project Data And  Executive  Customer Local User Events
 Research Analyst  Online Media Fact Sheets sponsor/briefing Advisory Board  Training And
Events Programs  Technical And  Customer advisory Educational
 Technical  Online Media Architectural board Programs
Exchange Programs Papers  User group  Installation,
 Marketing (Industry-specific)  Application programs Service And
Promotions Scenarios And Support Programs
 Contextual Banner Journal Articles
Marketing  Company
 Speaking Brochure
Engagement  Surface Collateral
 Equality Collateral

24 | SlideSalad.com | Date 2019

 Go To Market Strategy – Sales Process
Enter your subhead line here

Sales Mode Technical Criteria (Non-Selling) Business Criteria (Selling)

Recommender Influencer Decision Maker Approver

• Function (Manual) • Featuring • Advantages (the • Benefits (results)

Prospects Focus • Uncovering the (components) edge) • Value of
unknown • Intro knowledge • Map our ideas to partnership
relevant to the their professional
subject at hand interests

Exploring Initiating Sponsoring Leveraging

• Requalifying • Date Gathering • Right Person • Vendor Of Choice
• Research • Documenting • Right Agenda • Hard Results
• Profiling • Requalifying • Right Time • Soft Results
Sales Activity • Learning The • Learn Bridges • Dimension • Impact (Repp)
Organization • Value (Process)

25 | SlideSalad.com | Date 2019

 GTM - Who Are You Selling To?
Enter your subhead line here

Industry
Is there a specific industry or Industries that
are studied for the offering?

Product or Solution Size of Organization

Is this a complete solution or a Is there a specific size of (Revenue,
point product? employees) of the organization
that is being targeted.

Target
Buying Process Market
Is it a complex sale that involves Technology Adoption
an approver, decision maker, Is it a new market where the
recommender and influencer? focus is on early adopters or a
mature market?

Distribution Model Price Point

Will this be sold by direct sales, inside What are the average selling price and
sales, online sales, or indirect channel? average sales cycle

26 | SlideSalad.com | Date 2019

 Go To Market Strategy – Distribution Model
Enter your subhead line here

Channel Strategy Company size Industries Targets Deal size Sale cycle Offering
CIO, COO, CIO VP
Own the sweet of OP’s.
spot of our market Primary market: Infrastructure.
New customers:
by developing companies that Financial services. Capacity
Product A
relationship with have $500M to Government. Planning, etc.
customers and $5B in revenue and Healthcare, Director of DC
Product: 679K Typically 6 to 9 Existing
Direct prospects via the have an enterprise Insurance, Retail, OPs:
Service: $987 months Customers:
sales and service data center Technology, Infrastructure,
Product B
directors. between 5,000 and Defense, Technology etc.
Upgrade or
These will be large 50,000 Communication M-level: DC
product A
enterprise Manager, manager
software solution. of IT. Etc.

Leverage the
installed base to
drive product
upgrades, promote Installed base and Maintenances
educational the primary market Typically 1 to 3 Renewals
Tele-sales classes and when purchases
Installed base Installed base <=$30k
months Education
develop qualified are <=$20K Deals <=$30K
leads for the sales
directors over the
phone

Leverage the
Financial services.
business partners
Government.
to provide Primary market: C-level
Healthcare, Typical software Resell Product A
Business territorial coverage companies that v-level Typically 3 to 9
Insurance, Retail, component is
across north have less than d-level months
partners Technology, about $15 to $30K Resell Product B
America where we $500M in revenue m-level
Defense,
do not have a
Communication
sales director.

27 | SlideSalad.com | Date 2019

 Go To Market Strategy – Market Thumb Print
Enter your subhead line here

Who to Sell What to Sell How to Sell

Offering
#of
Industries Titles Medium ASP Quota Channel ASC Approach
Employees

Industries On-premise or Global Account

100K+*+ XVP-Level $1M $100M 12 months
1,2,3 SaaS Accounts, SI’s based selling

Industries On-premise or Named Account

Solution 1 200K+ XVP-Level $75K $50M 12 months
1,2,3 SaaS Accounts, SI’s based selling

Industries On-premise or Named 1:1 selling on

500+ XVP-Level $500K $30M 6 to 9 months
2,3,4,5 SaaS Accounts relationship

Industries 2, General 1:1 selling on

2,500+ C-Level SaaS $300K $20M 6 to 9 months
3,4,5,6 Territory relationship

Industries 3, 4, Other people

Solution 2 1000+
5, 6, 7
C-Level SaaS $200K $10M Inside, VARs 6 months
relationships

Industries 3, 4, Other people

750 to 1000 C-Level SaaS $100K $5M Inside, VARs 6 months
5, 6, 7, 8 relationships

Industries 2, Inside, Targeted

500 to < 1000 VP-Level SaaS 7$5K $3M 1 to 3 months
3,4,5,6 Resellers Account lists

Industries 5, Inside, Targeted

Solution 3 100 to < 500
6,7,8,9
Director SaaS $25K $1M
Resellers
1 to 3 months
Account lists

Industries 5,
<100 Director Download $5K $250K Distributors <30 days Website
6,7,8,9,10

28 | SlideSalad.com | Date 2019

 GTM– Areas of Implementation
Enter your subhead line here

1. Implementation Area 2. Implementation Area 3. Implementation Area

Vendor

Procure- Sales/
F&E ment
Production
Distribution

Supplier Logistics Customer

Documentation

Organization

Human Resources / Development

Processes do not begin and end in the company, they end with suppliers and customers

29 | SlideSalad.com | Date 2019

 Sales & Marketing Synchronization
Enter your subhead line here

Qualified Need Business Scope &

Close
Prospect Analysis Impact Proposal

 Account Intelligence
 Corp Identity
 Qualification
Positioning

Increasing Market Share

 RFP
Increasing Mind Share

 Messaging
 Sales Presentations
 Lead Generation
 Tech Note
 Website
 Need Analysis
 Public Relations
 Demos
 Social Media
 Business Analysis
 SEO/SEM
 Value Demonstration
 White Papers
 Newsletters Marketing Sale  ROI
 References
 Success Stories
 Scope & Proposal
 User Group
 Negotiation
 Downloads
 Pricing
 User Conferences
 Close

Problem Info Vendor Purchase Vendor S

Recognition Search/RFP Analysis Approval election

30 | SlideSalad.com | Date 2019

 GTM – Social Media’s Impact
Enter your subhead line here

Marketing and Sales Development

 Company to many vs. many to the  Transformers alpha and beta testing
company harnesses bi-directional information
 Segmentation flows
 Sales and buying process  Support agile development
 Product launch  Allows more testing or smaller
 Engaging customers and prospects functionality sets
 Revenue generation  Enable shorter development Cycles
 Brand building  Generate new product ideas

Employees
 Empower employees to communicate
Support
 One size fits one customer support
key messages
 Community supports the community
 Convenient and sometimes preferred
 7*24*365 they all communication
medium of communication to inform
vehicles
employees
 Instantaneous support
 Effective channel for recruiting
 All medium: Text, screenshots, audio,
 Creates a new position in the
and video
organization

31 | SlideSalad.com | Date 2019

 GTM – Timeline To Revenue
Enter your subhead line here

Q1 Q2 Q3

Month 1 Month 2 Month 3 Month 4 Month 5 Month 6 Month 7 Month 8 Month 9

Bookings Target

In Contract 90%

Prove Value 50%

Differentiation 25%

Opportunity 10%

Lead

32 | SlideSalad.com | Date 2019

 GTM – Types Of Direct Sales Reps
Enter your subhead line here

Hard worker
Challenger
 Strong work ethic
 Different view
 Great Blockers and
 Knowledgeable
tacklers
 Doesn't give up easily
 Confidence to share view
 Self-motivated
 Assertive not aggressive

Relationship Problem solver

 Strong work ethic
 Dependable
 Great Blockers and Sale Profiles
 Keeps customer happy
tacklers
 Detail-oriented
 Doesn't give up easily
 Follow up
 Self-motivated

Lone Wolf
 Follows on Instincts
 Self-confidence
 How to manage
 Allergic to structure

33 | SlideSalad.com | Date 2019

 GTM– Messaging Framework
Enter your subhead line here

Source code
This is additionally the output that comes Value Proposition
from a positioning workshop. The promise that value will be delivered from an organization to a
customer.
This is a comprehensive summary that it is based on cost, benefit, and value analysis
includes a superset of information.

Messages will be extracted from the source

code, depending upon the audience and key
message to be communicated.
Sound Byte
The litmus test is to distill what's the organization does in 5 to 7 words
(layman's terms)

Market Category
The category that is recognized by influencers. typically, a Google
search will retrieve secondary research about this category to prove
that it exists and is recognized.

34 | SlideSalad.com | Date 2019

 Go To Market Strategy - Messaging
Enter your subhead line here

Theme
Clarity

Complexity, Change, Service

Issues
Levels, Costs

Data Center Infrastructure

Solution Management = Configuration +
Change

Improve Service Levels |

Increase Operating Efficiency | Benefits - Strategic
Make Better Decisions | Reduce
Risk | Reduce Disruptions
Comply With Regulation
& Audits | Manage
Benefits - Functional
Consolidations & Moves
Change
| Reduce Costs
Management | Asset
Management |
Availability ROI
Management |
Capacity/Utilization
Anagrammed

35 | SlideSalad.com | Date 2019

 Go To Market Strategy – The Role of Partners
Enter your subhead line here

Enabling Partners
• Complimentary or supplementary capability
• Scale for operational size or geographical coverage
• Vertical integration along the industry value chain

Delivery Partners
• Awareness and credibility building
• Prospecting / Lead generation
• Sales
• Delivery and implementation

Partners
• Compliment or supplement your solution
• Deliver the solution or subject matter expertise

36 | SlideSalad.com | Date 2019

 The Compelling Sales Deck
Enter your subhead line here

The Story You are Trying to Tell

Demonstrate
Industry & Review Current Introduce Articulate What’s Introduce Your Provide Vicarious
Company Approaches The Twist Really Important Approach Validation
Knowledge

Communicate Discuss Tradition Introduce Your Plant Landmines How Does Your Talk About The
Your Undersetting Approaches To Innovative By Embedding Company Apply Customers
Of The Market, Solving The Approaches To Your Technology To Success Stories Or
Competitive Problem The Problem (A Differentiators In Solve This Anecdotes
Forces And The New Lens And The The Mind Of The Business Problem
Company At Hand Financial Impact) Prospect As Key
Evaluation Criteria

37 | SlideSalad.com | Date 2019

 Managed, Repeatable Sales Process
Enter your subhead line here

Sales Stages Sales Requirements Sales Tools

• Target name & titles ID’s • Have agreed to meet • Lead routing • Nature paths
• Right industry , geo and size • Willing to engage in a • Sales force automation • Account research
Marketing • Potential for business pain meaningful conversation system • Prospecting emails and
Qualified Lead 5% suspect • Marketing automation system scripts
• Corporate fact sheet • Sales portal

• A live project identified • Comitative review in progress • Presentation • Analyst report

• Solving the business problem • Building a business case • Data Sheet • Sales playbook
Marketing
is high on their priority list • Brochure • Competitive, market trends
Qualified Lead • Business & technical • Quick reference guide and industry statistics
20% requirements • Success story • Use cases
• White papers • RFP database

• Action plan agreed upon the • 50%+ chance of winning • Demo’s • Project management
client • Have access to exaction • ROI demonstration
Upside Leaning • Competition identified, on sponsor and other key • POC • Configurator
40% shortlist influencers • Strategy demonstration • Pricing & Quote
• Have met with the sponsor

• Technical win confirmed by • Agreed on the next steps to • References

sponsor complete the PO and/or • Executive assurance
Closure Most • Commercial win confirmed by contact • Onsite visits
Likely 60% sponsor • Timeline is well known • Implementation process
• Have met W/Exec sponsor

• Decision in our favor • Procurement stage • Legal

In Purchasing • Pricing and terms negotiated • Timing known • Executive management
80% and complete

• Purchase order and/or • Accepted by finance and • Onboarding

Closed Won 00% contract received revenue-able

38 | SlideSalad.com | Date 2019

 Go To Market Plan – Roadmap
Enter your subhead line here

Provocation Discovery Diagnostic Design Recommendation

Key • What are we trying to • What are the potential • Where should we • What go to market • What is wining worth?
Questions accomplish? markets? compete and what must approach is optimal?
we deliver

Focus: • Clarify desired • Identify market • Understanding the • Identify and assess • The best channel
outcomes/objectives attractiveness factors, opportunity to create market channel options approach
and ‘as is’ situation differential advantage

Inputs/ • Review market data • Identify define, and map • Assess addressable • Determine the optimal • Develop
Tasks: • Validate project market markets offering & positioning for recommendation for go
approach • Determine buying w/attractiveness criteria target markets to market approach
• Design & Schedule work process and choice • Determine company’s • Determine ideal channel • Market-Channel
plan drivers ability to compete in partner criteria positioning platform
• Organize core & steering attractive markets • Identify, assess and tested
teams • Identify key buying prioritize potential • Organizational
influencers and desired channel partners by alignment assessed
behavioral objectives targets markets

• Goal alignment • Verify the nature of the • Determine how we will • Determine how you will • Identify how you will
Outcomes
validation market opportunity “Win” “play” (GTM Model) measure results
(Metrics)

39 | SlideSalad.com | Date 2019

 Go To Market – Elements Of Value
Enter your subhead line here

Personal
Win

Strategic
Benefits

Economic Benefits

Efficiency Gain

Functional Benefits

40 | SlideSalad.com | Date 2019

 GTM – Demand Creation Process
Enter your subhead line here

Solution Reverse Engineer Bookings

Define the solution and compelling Decompose bookings to calculate the number of responses, MQLs & SQLs
massaging going to market. required to build the necessary pipeline

Demand Creation Strategy

Market Sizing
Develop the chase, come, community and/or co-create
Defining the addressable and served market
approaches

Integrated Plan
Metrics
Align all marketing resources to support
Measure all steps and incorporate
the initiative in a comprehensive logical
feedback for optimization
Demand and sustained manner

Creation
Sales Tools Process
Providing the right sales tools to the sales Database
reps at the right time and in the right Build a list of targeted companies
format

Contacts
Demand Management
Create, buy and rent contact information for
10 touch follow-up methodology
desired title and roles.

Automation Offers
Create compelling offers that are relevant for
SFA, lead scoring and lead nurturing
buyers, with respect for the buying cycle

41 | SlideSalad.com | Date 2019

 GTM – Demand Management Process
Enter your subheadline here

Database Preferred Lead Sources

A database the include the right titles and correct contact A disciplined approach to checking preferred lead source each
info for all suspects hour and day.

Accounts Follow-Up Activities

A list of accounts that you and sales rep are A structured approach to completed scheduled
working follow-up activities

Check Pipeline
Drive Attendance
Monitor the qualified opp’s that were
Drive attendance to online and offline
handed off to sales to view progression Demand events
in the pipeline. Management
Process

Competitor Analysis Event Participation

Research competitive messaging, Work the physical events to place a face to
products, customers, event and influencer the name and conduct competitive
affiliation analysis

Connect & Sell Research – Social Media

Google, LinkedIn background, Twitter feeds, YouTube
Guaranteed live connections with contacts you specify
and RSS feeds

Research - Traditional
Hoovers, Tech crunch, inside view, strata-scope, analyst reports, CRUSH reports

42 | SlideSalad.com | Date 2019

 SlideSalad is #1 online marketplace
of premium presentations templates for all needs

www.SlideSalad.com

43 | SlideSalad.com | Date 2019