Go-To-Market Strategy Template – Foundational Building Blocks Slide
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Go-To-Market Foundational Building Blocks Template
Build a go-to-market plan that has a strong foundation to support your strategy and flawless execution by defining the market opportunity (beyond a broad brush stroke), identifying the specific use cases best suited for your solution, clearly articulating unique differentiation and defining quantitative value for those in the buying process.
Focusing the organization is the first step to create a winning market strategy and that requires a thorough understanding of our market, the specific use cases that the solution is best suited to address, documenting unique differentiation that resonates with customers and creating value drivers that is aligned with economic value for each persona in the buying process.
What You Get:
- A professionally designed PowerPoint slide(s) that are editable.
- A proven process, compelling graphics and go-to-market examples.
- Download the Go-to-Market Foundational PowerPoint Slide to provide the foundation to create a strategy that will be effective.
The processes that are shared to develop a Go-to-Market Foundational Building Blocks have been tested and proven at Fortune 1000 companies, start-ups and are used in an advanced marketing class taught at the executive MBA level.
Go-To-Market Strategy Foundational Building Block Slides will set the organization up for success by nailing the essential foundational building blocks required to build an efficient and effective go-to-market strategy.
Specifically, the Go-To-Market Strategy Template – Foundational Building Blocks addresses four key building blocks.
First, market sizing should be something more than regurgitating a slide from the analyst community as these market sizes are typically macro in nature. It’s critical to realistically size your market and that requires the macro market estimates to be reduced by four questions:
- What specific business problem does your organization solve (this should eliminate many market segments)?
- What functional organizations and what are the roles/titles of the individuals that we solve business problems for?
- How much economic impact or value does the solution provide for the customer?
- Why does your organization’s solution solve this problem better than any other competitor or in-house solution?
Second, an organization needs to have the discipline to clearly identify the business problem that the solution is best designed to solve and provide value to customers. In short, this exercise requires the organization to say NO a lot as there are many business problems that a solution could solve with additional services, tweaks to the product or a customer that is willing to throw cycles at it. However, this is not the use case that will allow an organization to optimize a process for acquiring customers that can be nailed and scaled.
Third, most organizations believe their solution is different and go to great lengths to document their differentiation. The issue is that the only differentiation that matters to a customer is what they perceive to be important and different. Studies show that approximately 75% of the time customers do not believe a vendor’s claim of unique differentiation. Spend the time to work through unique, comparative and holistic differentiation and document it in a format that the sales and marketing organization can use.
Last, it is imperative to be able to communicate the economic value that your solution provides to an organization. In doing so, the value needs to be correlated to business objectives and more importantly, the functional objective of the individuals in the buying process. Building out the Value Driver framework will empower your organization to demonstrate this value.
Downloading the Go-to-Market Strategy Foundational Building Block PowerPoint Template facilitates building a Go-to-Market plan that will serve as the backbone for your organization to successfully organize resources and creates deliverables that are in line with your core competence.
Go to Market Fundamentals – Building Blocks, Market Maturity, Size The Served Market, Specify the Use Case Within the Market, Apply The Technology Adoption Curve, Beach Head Focuses Resources, Market Landscape Example- Big Data, Narrow the Market Based on Core Focus, Buyer Behavior Model – IT, The Types of Differentiation, Differentiation – Internal One Pager, Differentiators – Format, The Importance of Nailing Differentiation, Relative Differentiation Worksheet, Develop Personas For Each Value Driver, Strategic Value Message, Value Driver – Format, Value Driver Framework Example, Example of Economic Impact, Avenues to Pursue to Quantify Value, Target Account Profile, Insight Led Customer Conversations, 2 Minute Message, Internal Cheat Sheet
Leverage Go to Market Planning Templates
Proven at G1000 and Startups to effectively develop and execute go to market plans
Provides a huge head start start to the go to market team
Go to market plans are built in PowerPoint and fully editable
Every company should have a comprehensive go to market plan and process for reaching prospective customers. Key go to market functions such as sales, marketing, product management, development, services and support must be integrated into the go to market plan. In addition, each function in the organization needs to prepare go to market strategies that cascade down from the company’s objectives.
It’s possible to build a powerful, integrated go-to-market process by leveraging a proven go to market strategy template. An effective plan incorporates the go to market strategies which guide operational execution. Also, a go to market plan enables a company to identify the target market and design unique value propositions tailored to both specific customer segments as well as the company’s unique differentiation. Finally, a go to market plan empowers a company to effectively deliver its offering to the marketplace and continually refine that offering based on rich, informative and continuous feedback.
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B2B direct sales people can all benefit from a sales strategy template. A sales strategy example is provided in the download that outlines how a B2B direct sales person can research an account and orchestrate resources to effectively sell.
A sales plan example is perfect for B2B direct sales people to populate with all of their account knowledge and the resources available to them within their organization. Creating an integrated and holistic plan will streamline customer acquisition and up-sell opportunities by optimizing a plan to coordinate go to market resources to acquire and upsell customers.
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Foundational building blocks via a sound go to market strategy with easy-to-use templates are designed to help a firm bring its offering to market. Go to market strategy templates facilitate the transfer of the offering from development to the market. As well, all of the technology must be translated into go to market messages that can be used to find, attract, engage and convert prospects into customers. All of the templates and worksheets to create compelling sales messages are included in the go to market strategy template.
This go to market template includes examples of models for product lifecycle, market sizing and technology adoption. Also included are examples for the market landscape, use cases, unique selling propositions for personas and unique differentiation is included in this go to market strategy template. Below are details about the various go to market strategy templates.
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B2B lead generation is often not given the time, attention and resources that it deserves and as a result, go to market strategies fail. This is mainly because the correlation between marketing and sales is frequently not well understood. An effective integrated B2B lead generation plan is part of the sales process which sales and marketing jointly design, develop, execute, track manage and continually improve upon. A B2B lead generation plan that s not grounded in the customer buying process or tied to the sales plan is doomed from the start. Follow the integrated B2B lead generation example in the lead generation planning template to build an effective plan to acquire and retain customers.
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The core to any B2B lead management system is marketing automation and account intelligence. The B2B lead management plan and process has to be developed from the sales person’s perspective and must be created before any lead generation programs are set in motion. Components of an effective B2B lead management plan include: a target account profile, a qualification matrix, lead scoring, lead routing, lead escalation, lead nurturing, lead follow-up, clear terms and definitions, lead hand-off processes and synchronized marketing and sales automation systems.
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The investor presentation template is for those that are raising money for a startup who will need to create an investor presentation (pitch deck, the deck). Unfortunately, some startups are so passionate about what they do that they do not develop an effective pitch deck. The investor presentation is typically left to the end (days before the pitch) and the visual presentation of the story is not on par with the verbal explanation. An ultimate pitch deck for startups includes a small number of slides (10 -15) that need to be very polished in order to make a great first impression. The investor presentation template includes examples on an investor pitch deck. While not all of the investor presentation slide examples need to be used (and the order of the deck will vary, based upon how one tells the story), but the deck facilitates the development and delivery of a winning investor presentation.
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To develop and execute messaging and positioning that is effective, it is important to understand the following definitions. A value proposition is a statement that communicates perceived value form the buyer’s perspective to those in the buying process. Positioning is a concept that places competitors, substitutes and alternatives relative to one another. And, messaging defines the communications that a company develops to highly targeted segments and specific personas within the customer buying process.
Positioning is an integral part of persona-based marketing, especially as the content strategy and messaging is formulated. Messaging is a subset of positioning. It’s the art of defining what will be communicated and how it will be said to the targeted personas. Messaging is the intermediary step between positioning and content creation.
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Effective B2B content marketing requires the orchestration of content providers, a content calendar, content platforms and specific activities for each piece of content. The best-in-class B2B content marketers create a meaningful and relevant story for each persona in the customer buying process. A successful B2B content marketing plan will focus on identifying with business problems that are real for the audience and business outcomes that create a sense of urgency and need to secure funding.
Leverage this proven content strategy template to build an effective content marketing plan to engage prospects and convert them to customers.
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This is the ultimate B2B call guide for facilitating follow-up conversations with prospects and qualified leads in order to convert them to qualified sales opportunities.
A B2B call guide framework is much more effective and natural for a sales development (SDR) than a call script. An SDR call guide must be integrated with the B2B lead generation team as this team usually contributes up to 50% of the sales pipeline. As well, the call guide for an SDR has to be consistent with the B2B sales process. This is because qualified sales leads are passed from the SDR to the inside sales rep or field sales rep with the goal of conversion to a qualified sales opportunity. By using the B2B call guide framework one can bring marketing, sales development and sales onto the same page with the same goal.
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Creating a social media plan and the corresponding social media strategy takes time to develop, and not all digital marketers have enough time in the week to build a plan. Because the online landscape constantly changes (platforms and audiences), a dynamic process is required to adapt.
A social media strategy template should specify the desired business goals that social media activity will help meet. The goals should be SMART – specific, measureable, attainable, relevant and time-based. It is useful to document when to act and to have a standard set of dashboards, metrics and KPIs to measure progress.
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In the digital age, a website frequently serves as a business’ or organization’s front entrance through which many prospects and customers will connect. A company’s website should provide a professional on-line experience that will generally enhance the organization’s image and branding, as well as move prospects through the sales process.
This sample website proposal template describes how to pitch an organization to secure funding for a new website or provide a facelift to an existing website. The scope of the website proposal includes business objectives, target audiences, website strategies, UX, website features, enabling processes, success metrics, critical success factors and deliverables.
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