Q: Why did one little piggy’s business do much better than the others?
A: He had a good go-to-market strategy.
All jokes aside, a solid go-to-market (GTM) strategy can make the difference between a successful product launch and a misfire. If you’re not honing your strategy, you might as well stay home. (And have roast beef. Okay, that was the last one, promise).
Recent research shows that only 30% of marketers say their GTM strategy is “very effective” at driving revenue and achieving business objectives. If you’re in the other 70%, here’s what you need to know about GTM strategies for B2B marketers.
What is a B2B go-to-market strategy?
A B2B go to market (GTM) strategy is a comprehensive plan that outlines how a company will launch a product or service — essentially how to introduce this new solution to the most valuable audience. A good GTM strategy will:
- Identify a target market
- Demonstrate how the solution meets customer needs
- Define the unique value proposition compared to the competition.
The strategy should also include the sales and marketing tactics that will be used to attract and retain customers, as well as key performance indicators (KPIs) and the metrics to measure them.
Ultimately, the goal is to coordinate every part of the business to work towards common goals, making the rollout efficient and as effective as possible.
What should be included in a B2B go-to-market strategy
These key elements will help ensure your GTM strategy is comprehensive and thorough enough to be a valuable guide for the entire business.
About the author
Joshua Nite is dedicated to bringing humanity, empathy, and humor to content marketing. His two ironclad rules: Never settle for commodity content, and never write anything you wouldn’t want to read. Great writing takes heart, soul, guts and rhythm. Josh is also the once and future Pundamonium Pun Slam champion, a stand-up comedian and storyteller, and is getting pretty good at electric guitar. His only weakness: Extreme self-consciousness when writing about himself in the third person.