Skill: 1kalin/afrexai-gtm-strategy (version 1.0.0)

# Go-to-Market Strategy Builder Build a complete GTM plan for product launches, market entries, or expansion plays. Covers positioning, channel strategy, pricing, launch timeline, and success metrics. ## When to Use - Launching a new product or feature - Entering a new market segment or geography - Repositioning an existing product - Planning a pricing change or packaging overhaul - Preparing a board-level GTM deck ## What You'll Build ### 1. Market Positioning Canvas **Target Customer Profile:** | Dimension | Detail | |-----------|--------| | Company size | [employees / revenue range] | | Industry | [primary + adjacent] | | Buyer persona | [title, pain, budget authority] | | Current solution | [what they use today] | | Trigger event | [what makes them look for alternatives] | | Decision timeline | [typical sales cycle length] | **Positioning Statement:** For [target customer] who [problem], [product] is a [category] that [key benefit]. Unlike [alternative], we [differentiator]. **Competitive Landscape:** | Competitor | Positioning | Price | Weakness We Exploit | |-----------|-------------|-------|---------------------| | Direct 1 | | | | | Direct 2 | | | | | Indirect 1 | | | | | Status quo (do nothing) | | $0 | [cost of inaction] | ### 2. Channel Strategy Matrix Rate each channel 1-5 on Reach, Cost, Speed, and Fit: | Channel | Reach | Cost | Speed | Fit | Priority | |---------|-------|------|-------|-----|----------| | **Outbound sales** | | | | | | | Cold email sequences | 3 | 2 | 4 | | | | LinkedIn outreach | 3 | 2 | 3 | | | | Phone/video prospecting | 2 | 3 | 4 | | | | **Inbound marketing** | | | | | | | SEO content | 5 | 2 | 1 | | | | Paid search (Google) | 4 | 4 | 5 | | | | Social ads (LinkedIn/Meta) | 4 | 4 | 4 | | | | **Product-led** | | | | | | | Free trial / freemium | 5 | 3 | 3 | | | | Open source / free tools | 5 | 2 | 2 | | | | Community / word of mouth | 4 | 1 | 1 | | | | **Partnerships** | | | | | | | Channel partners / resellers | 4 | 2 | 2 | | | | Technology integrations | 3 | 3 | 2 | | | | Co-marketing | 3 | 2 | 3 | | | | **Events** | | | | | | | Industry conferences | 3 | 5 | 3 | | | | Webinars / virtual events | 3 | 2 | 4 | | | | Local meetups | 2 | 1 | 3 | | | **Channel Selection Rules:** - Pick 2-3 channels max for launch (focus beats breadth) - One channel must produce results within 30 days - One channel must compound over 6+ months - Kill any channel not producing pipeline within 60 days ### 3. Pricing & Packaging Framework **Value Metric:** What does the customer pay for? (per seat, per usage, per outcome, flat fee) **Pricing Architecture:** | Tier | Name | Price | Target | Key Features | |------|------|-------|--------|--------------| | Free | | $0 | Awareness / PLG | | | Starter | | $/mo | SMB / individual | | | Pro | | $/mo | Growth companies | | | Enterprise | | Custom | 500+ employees | | **Pricing Validation Checklist:** - [ ] Tested against willingness-to-pay (Van Westendorp or similar) - [ ] Compared to 3+ competitors on price/feature ratio - [ ] Margin covers CAC payback within 12 months - [ ] Upgrade path is clear and natural - [ ] No "penny gap" that kills conversion (if using free tier) **The 1% Rule:** A 1% price increase yields ~12.5% profit increase. Price higher than you think. You can always discount — you can't easily raise. ### 4. Launch Timeline (12 Weeks) **Weeks 1-2: Foundation** - [ ] Finalize positioning statement - [ ] Define ICP with firmographic + behavioral data - [ ] Set pricing (test with 5-10 prospects before committing) - [ ] Build landing page with clear CTA - [ ] Set up analytics (attribution, funnel tracking) **Weeks 3-4: Content & Assets** - [ ] Create sales deck (10 slides max) - [ ] Write 3 case studies or proof points - [ ] Build email sequences (5-touch cold, 7-touch nurture) - [ ] Record product demo (2 min max) - [ ] Prepare FAQ and objection handling doc **Weeks 5-6: Seed & Test** - [ ] Soft launch to existing customers / warm network - [ ] Run 10 discovery calls to validate messaging - [ ] A/B test landing page headlines - [ ] Iterate positioning based on feedback - [ ] Train sales team on pitch and objection handling **Weeks 7-8: Scale Channels** - [ ] Launch primary outbound channel - [ ] Start paid ads (small budget, test creative) - [ ] Publish first 5 SEO content pieces - [ ] Announce to email list / social following - [ ] Activate partnership conversations **Weeks 9-10: Optimize** - [ ] Analyze conversion at each funnel stage - [ ] Kill underperforming channels or messages - [ ] Double spend on what's working - [ ] Collect and publish first customer testimonials - [ ] Refine pricing based on real sales data **Weeks 11-12: Report & Adjust** - [ ] Full funnel analysis (impressions → MQL → SQL → closed) - [ ] CAC calculation by channel - [ ] Win/loss analysis (why deals close or don't) - [ ] Adjust Q2 plan based on data - [ ] Document playbook for repeatable launches ### 5. Success Metrics Dashboard **Leading Indicators (weekly):** | Metric | Target | Current | Trend | |--------|--------|---------|-------| | Website visitors | | | | | Demo requests | | | | | Trial signups | | | | | MQLs generated | | | | | Outbound reply rate | | | | **Lagging Indicators (monthly):** | Metric | Target | Current | Trend | |--------|--------|---------|-------| | SQLs | | | | | Pipeline created ($) | | | | | Closed-won deals | | | | | Revenue ($) | | | | | CAC | | | | | CAC payback (months) | | | | | Win rate (%) | | | | **Kill Criteria:** - Channel CAC > 3x target after 60 days → kill - Win rate < 10% after 20 opportunities → reposition - Trial-to-paid < 5% after 30 days → fix onboarding - NPS < 30 at 90 days → fix product before scaling GTM ### 6. Common GTM Mistakes 1. **Launching to everyone.** Pick one beachhead segment. Dominate it. Expand. 2. **Too many channels at once.** Two channels done well beats six done poorly. 3. **Pricing too low.** Underpricing signals low value and attracts wrong customers. 4. **No sales enablement.** Marketing generates leads that sales can't close = wasted money. 5. **Ignoring existing customers.** Expansion revenue is 3x cheaper than new logos. 6. **Vanity metrics.** Traffic and impressions don't pay rent. Track pipeline and revenue. 7. **No kill criteria.** Define upfront what "not working" looks like, or you'll fund losers forever. ## Industry-Specific GTM Considerations | Industry | Key GTM Factor | Typical Sales Cycle | Best Channel | |----------|----------------|--------------------:|-------------| | **SaaS** | Product-led growth + content | 30-90 days | Free trial + SEO | | **Fintech** | Compliance messaging + trust | 90-180 days | Outbound + events | | **Healthcare** | HIPAA/regulatory proof | 180-365 days | Referrals + conferences | | **Legal** | Risk reduction positioning | 90-180 days | Partner referrals | | **Construction** | ROI on time savings | 60-120 days | Industry events + reps | | **Ecommerce** | Speed to value + integrations | 14-30 days | Paid ads + marketplace | | **Real Estate** | Local market knowledge | 30-90 days | Referrals + local SEO | | **Recruitment** | Placement speed metrics | 30-60 days | LinkedIn + outbound | | **Manufacturing** | Downtime reduction proof | 90-180 days | Trade shows + reps | | **Professional Services** | Thought leadership + case studies | 60-120 days | Content + referrals | For industry-specific AI agent context packs with deeper GTM frameworks, competitive analysis templates, and automation playbooks: **[AfrexAI Context Packs — $47 each](https://afrexai-cto.github.io/context-packs/)** ## Tools - **[AI Revenue Leak Calculator](https://afrexai-cto.github.io/ai-revenue-calculator/)** — Find where you're losing money before you spend on GTM - **[Agent Setup Wizard](https://afrexai-cto.github.io/agent-setup/)** — Configure AI agents to automate your GTM channels - **Bundle deals:** Pick 3 for $97 | All 10 for $197 | Everything Bundle $247 --- *Built by AfrexAI — turning AI agent expertise into business results.*


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