CRO · Framework · Advanced · Saves 80+ hours
Go-to-Market Strategy Framework
A comprehensive framework for designing or redesigning your go-to-market strategy.
What's included
- Market sizing and segmentation
- Buyer journey mapping
- Channel strategy options
- Pricing model selection
- Sales motion design
- Success metrics definition
Best used when
- Launching new products
- Entering new markets
- Pivoting business model
- Planning annual strategy
The template
The Template
MARKET SIZING
Market Size Calculator
MARKET SIZING TEMPLATE
TAM (Total Addressable Market):
Total potential customers: _____
Average revenue per customer: $_____
TAM = _____ × $_____ = $_____
SAM (Serviceable Addressable Market):
Customers in our segment: _____
SAM = _____ × $_____ = $_____
SOM (Serviceable Obtainable Market):
Year 1 realistic capture: ____%
SOM = $_____ × _____% = $_____
Customer Segmentation
| Segment | Size | ACV | Priority |
|---|---|---|---|
| Enterprise (1000+) | $ | ||
| Mid-Market (100-999) | $ | ||
| SMB (10-99) | $ | ||
| Micro (<10) | $ |
BUYER JOURNEY
Buyer Journey Map
BUYER JOURNEY STAGES
AWARENESS:
Trigger: _______________
Information seeking: _______________
Channels used: _______________
Our presence: _______________
CONSIDERATION:
Evaluation criteria: _______________
Competitors evaluated: _______________
Influencers consulted: _______________
Our approach: _______________
DECISION:
Decision makers: _______________
Approval process: _______________
Key objections: _______________
Our approach: _______________
POST-PURCHASE:
Success criteria: _______________
Expansion triggers: _______________
Advocacy opportunities: _______________
CHANNEL STRATEGY
Channel Selection Matrix
| Channel | Reach | Cost | Control | Fit |
|---|---|---|---|---|
| Direct sales | High | High | High | |
| Inside sales | High | Med | High | |
| Partners/resellers | High | Low | Low | |
| Marketplace | High | Med | Low | |
| Self-service | Varies | Low | High |
Frequently asked questions
What is the Go-to-Market Strategy Framework?
A comprehensive framework for designing or redesigning your go-to-market strategy.
Who is the Go-to-Market Strategy Framework for?
It is built for CROs and their teams working on Sales Strategy. The AI coach adapts it to your company, stage, and goals.
How long does the Go-to-Market Strategy Framework take to use?
It saves roughly 80+ hours versus building from scratch. Our AI coach can tailor the framework to your situation in minutes, then hand you a step-by-step plan.
Is the Go-to-Market Strategy Framework free?
Yes. You can read the full framework and start getting coached through it for free. Sign in to save your tailored version and track your next steps.
How does the AI coach help with the Go-to-Market Strategy Framework?
The coach teaches you the framework, asks a few questions about your business, tailors the framework to you, and gives you measurable next steps to execute.