GTM
CHECKLIST
A checklist to guide you from identifying early adopters to launching, marketing, retaining customers, and measuring success for your new product.
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Target Early Adopters: Have you identified who would be your early adopters/users and what geography would they be from?
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If your market is B2B: Enterprise/SaaS, Large size or medium size, Geographical segmentation (Local market or International)
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If your market is B2C: Geographical segmentation (Local or International), high income group or middle class, niche market or mass product
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Pricing strategy: What price will you charge from your early adopters?
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B2B: What will be your pricing structure?
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Tier Subscription Pricing: Different pricing tiers based on level of functions, usage and services provided? Monthly subscription or annual?
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Custom Pricing: Custom pricing for large enterprises based on their unique requirements
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B2C: What will be your pricing strategy?
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Freemium model/Trial Usage: Offer free product usage for some time and convert them to a paid user
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Discounts: Offer some discounts on the product to allow users to start using the product
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Have you integrated the payment gateway?
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Distribution: How are you going to sell your product to the users?
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B2B: Are you going to sell your product from your website?
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Is your landing page ready?
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Will it be a direct purchase from the website or the users need to contact the sales team?
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B2C: How are you going to sell your product?
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D2C: Selling directly from your website
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Is User flow properly tested?
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Is the Product title and description properly done?
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How will you cross sell and upsell your product?
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Payment integrations are done?
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Who will be the delivery partner?
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Marketplaces: Selling through various marketplaces like Amazon, Flipkart or other quick commerce channels
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Instagram, META marketplace
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Marketing strategy: How are you going to communicate about your unique prop to acquire new customers?
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SEO: Identify the keywords that will help to rank your product on top and channelise organic sale
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Content Based Marketing: Define a week-on-week content plan consisting of planning regarding whom to target, use of hashtags, content distribution channels, type of content, CTA etc.
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Posts on LinkedIn, Instagram and other platforms: Write content that effectively deliver the value proposition of your product
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Video content on various social media platforms
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Blogs and Newsletter based marketing
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Email Marketing: Identify any tools you will need for mass emailing? Define email template and a follow-up email template.
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Ads: What is the objective of running ads? Creating awareness or customer acquisition?
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Platforms: Which platforms will you use to run ads?
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Product: What products will you be advertising? And why?
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Budget: Have you allocated a budget for running these ads?
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Demo Video: Is your demo video ready which effectively communicates the value of your product and how to use the platform?
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Sales process and strategy: What is your process from lead generation to lead qualification to conversion?
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How will you manage sales leads and track and manage the sales funnel? Any CRM tools you will leverage?
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Develop an efficient strategy to convert qualified leads into paying customers
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For B2B, do you have a sales contract template to enter with customers?
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For B2B, have you signed the Information security agreement?
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For B2C, talk regularly with your early adopters to understand their requirements.
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Retention Strategy: What will be your strategy to retain customers?
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For B2B, assign a dedicated account manager, support team, keeping regular check-ins etc
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For B2C, provide responsive customer support, offer some loyalty programs, special offers/discounts etc.
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Metrics and Analytics: Define your KPIs and track them on regular basis
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Create a dashboard to analyse all important metrics weekly. These metrics can be CAC, conversion rate, revenue growth etc.
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Analyse the marketing campaigns from various platforms and identify patterns and trends to optimize
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Use insights from data to iterate on your GTM strategy
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Hiring/Team: Does the founding team need people for the GTM stage?
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Do you need full-time employees or interns?
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For what tasks people are required? Founders Office,Digital marketing, Content creation, B2B sales?
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Allocate tasks efficiently to optimize productivity and deadlines
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Team/Organisation Checklist for GTM Stage:
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One Founder dedicatedly focuses on developing GTM strategy, talking to customers and selling the product
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Budget planning to hire founders office and marketing team/interns
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1-2 sales professionals or digital marketing experts can be hired or on contractual basis