Go to Market Strategy
Size Markets and Segments
Calculate addressable and obtainable markets; prioritize segments to target.
Research Buyers and Define ICP
Identify typical buyer needs, KPIs, and purchase processes; define characteristics of ideal customer.
Define
Messaging
Document a prioritized list of buyer needs, company and product value propositions, and differentiators.
Define Demand Generation Plan
Identify channels; estimate conversion rates and costs; develop an execution plan.
Establish Sales Strategy
Identify required sales skills/roles; determine partner strategy; produce hiring and deal flow model.
Size Markets and Segments
Calculate addressable and obtainable markets; prioritize segments to target.
Research Buyers and Define ICP
Identify typical buyer needs, KPIs, and purchase processes; define characteristics of ideal customer.
Define Messaging
Document a prioritized list of buyer needs, company and product value propositions, and differentiators.
Define Demand Generation Plan
Identify channels; estimate conversion rates and costs; develop an execution plan..
Established
Sales Strategy
Identify required sales skills/roles; determine partner strategy; produce hiring and deal flow model.
Revenue Operations
Define Sales Process
Identify roles and responsibilities, deliverables and exit criteria for each deal stage.
Establish a Deal Desk
Define discount protocol and escalation process.
Develop Quota,
Compensation
and Hiring Plans
Develop profitability model.
Implement CRM,
Establish Pipeline
Reporting
Set-up pipeline and business review cadence and reporting.
Define Sales Process
Identify roles and responsibilities, deliverables and exit criteria for each deal stage.
Establish a Deal Desk
Define discount protocol and escalation process.
Develop Quota,
Compensation
and Hiring Plans
Develop profitability model.
Implement CRM, Establish Pipeline Reporting
Set-up pipeline and business review cadence and reporting.
Sales Enablement
Build
Onboarding
Define process for hiring, onboarding and offboarding sales reps.
Establish Selling Methodology
Select methodology; train reps; operationalize the steps.
Manage Training and Content Usage
Develop process for packing enablement; define requirements for tracking and reporting usage.
Develop
Selling Skills
Identify skills / competencies to hire and develop; establish rating system for continuous improvement.
Establish Coaching Regimen
Define coaching process by role; train managers; produce reports.
Build Onboarding
Define process for hiring, onboarding and offboarding sales reps.
Establish Selling Methodology
Select methodology; train reps; operationalize the steps.
Manage Training and Content Usage
Develop process for packing enablement; define requirements for tracking and reporting usage.
Develop Selling Skills
Identify skills / competencies to hire and develop; establish rating system for continuous improvement.
Establish Coaching Regimen
Define coaching process by role; train managers; produce reports.
Go to Market Tech Stack
Determine Data
Needs
Source account and contact data; capture prospect intent and engagement; identify reporting requirements.
Define Automation
Needs
Assess needs and opportunities; develop user and stakeholder requirements
Design Solutions and Workflows
Assess potential solutions on workflows; assess user impact and adoption challenges.
Select and Implement Solutions
Develop evaluation criteria; invite vendors; assess and select solutions .
Determine Data Needs
Source account and contact data; capture prospect intent and engagement; identify reporting requirements.
Define Automation Needs
Assess needs and opportunities; develop user and stakeholder requirements
Design Solutions and Workflows
Assess potential solutions on workflows; assess user impact and adoption challenges.
Select and Implement Solutions
Develop evaluation criteria; invite vendors; assess and select solutions .
Metrics and Scorecards
Define Review Requirements
Match metrics needs with management reviews; define scorecards and reports.
Define Data Requirements
Identify required source data; design data ETL requirements.
Produce Scorecards and Reports
Select reporting tool(s); design and produce reports.
Define Review Requirements
Match metrics needs with management reviews; define scorecards and reports.
Define Data Requirements
Identify required source data; design data ETL requirements.
Produce Scorecards and Reports
Select reporting tool(s); design and produce reports.
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