developing-gtm-strategy

Developing GTM Strategy (Phase 3)

Target: $ARGUMENTS

Phase 3 of the GTM pipeline. Depends on Phase 2. Builds the actionable GTM plan: customer segmentation, ICP definition, channel strategy, and launch milestones.

Mode Awareness

Read config/mode.md before starting:

• concise — Top segment, top 2 channels, 90-day milestones (bullet list)
• detailed — Full ICP profiles, channel analysis matrix, sequenced roadmap
• conservative — Proven channels (inbound, direct sales, partnerships); minimize burn
• ambitious — Multi-channel blitz, community-led + product-led hybrid, aggressive land-and-expand

Inputs

• results/phase-2/pmf-assessment.md — PMF score and risk register
• results/phase-1b/market-analysis.md — Buyer personas and market sizing
• results/phase-1a/competitor-map.md — Competitor channel strategies
• config/comments_gtm.md — GTM preferences and constraints
• config/mode.md — Style and approach settings

Workflow

1. Read Phase 2 PMF output — Use recommendation and risk register to shape strategy
2. Define customer segments — Prioritize 1-3 segments with ICP definitions
3. Select GTM channels — Evaluate and rank by reach/cost/fit for each segment
4. Define positioning — One-liner, value prop, key proof points per segment
5. Build 90-day launch plan — Milestones, owners, success metrics
6. Validate against criteria — Check config/validation_criteria.md Phase 3 gates

Output

Write to results/phase-3/:

gtm-strategy.md

# GTM Strategy

## Target Segments

### Segment 1: [Name]
- ICP: [job title, company size, industry, trigger event]
- Pain: [primary pain]
- Value prop: [one sentence]
- Proof point: [evidence or analogy]

## Channel Strategy

| Channel | Reach | Cost | Fit | Priority |
|---------|-------|------|-----|----------|
| [channel] | H/M/L | H/M/L | H/M/L | 1/2/3 |

## Positioning

### One-Liner
"[Product] is the [category] for [segment] that [differentiator]."

### Key Proof Points
1. [proof point]

## 90-Day Launch Plan

| Week | Milestone | Owner | Success Metric |
|------|-----------|-------|----------------|
| 1-2  | [milestone] | [role] | [metric] |
| 3-6  | [milestone] | [role] | [metric] |
| 7-12 | [milestone] | [role] | [metric] |

Rules

• ICP definitions must be specific enough to identify a named prospect
• Channel priority must account for budget tier from config/comments_gtm.md
• Every milestone needs a measurable success metric
• Align positioning against competitor weaknesses from Phase 1A