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How to Build an Impeccable Go-to-Market Strategy [Checklist]

Brian Moseley
June 20, 2022
13 min read

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What Is a Go-to-Market Strategy?

In a nut-shell, a go-to-market (GTM) market strategy is a planned system for distributing and delivering goods or services to a new target market.

When building your GTM, you’ll consider a variety of items, such as:  

  • Market size and competition  
  • Customer pain points and the buyer journey  
  • Product-market fit   Audience demographics  
  • Local and international market variations  
  • Marketing approaches, sales funnels, and pricing strategies

Taken together, these various focus areas form a strategy that ensures a good product-market fit in your specific target region or niche. In other words, it’s your course for success! The checklist below will help you lay out a comprehensive GTM strategy for your next endeavor.

Your Complete Go-to-Market Checklist for a Powerhouse Strategy

Expanding into new markets involves many of the same risks as opening a new business, and it can be just as involved and overwhelming. Using the action steps below, you’ll gain a competitive advantage with new market entry, product launches, and building brand awareness.

Make Sure Your Company Is Ready to Enter a New Market

Before taking action to expand your business, get everyone involved on the same page. This step is especially important if you are moving to a national stage. To set off the process, address the following items:

  • Goals and alignment. Before making strategic decisions, ask yourself this question: what do I want to achieve with this expansion? Be specific about your ultimate objective and ensure they’re measurable.
  • Internal capabilities. Consider what capabilities you need in-house to make your expansion successful. Do you need to invest in infrastructure? How much will it cost and can you afford to allocate additional resources to expansion?
  • Human Resources. Think carefully about the current state of your Human Resources and the talent gaps you may have. Ask yourself: do I have the talent I need to manage the expansion? Can my existing teams allocate time for new projects, especially on a global scale? Do I have to employ new marketers, sales teams, or hire an external agency?
  • Optimal timing. Last but not least, determine the best time to act. This factor will involve a careful analysis of the target market, its current political climate, global economics, and more.

How Can Data Help You Build a Stronger Market Strategy?

Your go-to-market strategy will take time to create. It requires plenty of research and digging to avoid the types of errors that have hit big brands such as Uber and Coke.As you move forward with your plans to grow globally, make sure your decision is well-calibrated and data-driven. Assess the market you’re considering thoroughly, and don’t leave anything to chance. And use the elements mentioned in this article as a new market entry checklist to guide your expansion.

Brian Moseley

Vice President of Strategic Growth and Development . Keynote Speaker. Digital marketing and SEO enthusiast.

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