| Criterion | Description |
|---|---|
| Phases & milestones | Key stages and checkpoints in the process; aim for 3-5 |
| Key deliverables | Tangible outputs at each of the milestones. |
| Role and team descriptions | Clear responsibilities for team members |
| Decision accountabilities | Who makes final calls on crucial decisions |
| Boundary conditions | Features, timing, margins, et. al. that the product must meet |
| Enforcement and escalation | Procedures for handling issues and conflicts |
| Key metrics | Measurable indicators of success and compare with plan |
| Continuous improvement | Mechanisms for ongoing refinement, and lead to drive change |
| Straightforward | Easy to understand and implement |
Below are steps in a typical Go To Market process.
| Step | Description |
|---|---|
| Product Development and Planning | Define product features, create timelines, and align resources. Ensure product development meets market and technical requirements. |
| Market Research and Validation | Understand the target market and validate product-market fit through analysis, interviews, and competitor assessments. |
| Marketing Strategy and Pre-launch | Develop comprehensive marketing plans, including messaging, content, and campaign strategies. |
| Sales Strategy and Training | Equip the sales team with product knowledge and tools, develop sales materials, and set targets. |
| Product Launch | Execute launch activities, including events, PR, and coordinated marketing campaigns. |
| Post-Launch Analysis and Optimization | Analyze sales, marketing metrics, and customer feedback to optimize strategies post-launch. |
| Customer Feedback and Iteration | Gather and prioritize customer feedback to guide product improvements and enhancements. |
| Sales Strategy Adjustment | Adjust sales tactics and strategies based on market response and performance data. |
| Ongoing Marketing and Support | Maintain ongoing marketing efforts to support the product, sustain demand, and engage customers. |
To roll it out you need a change management lead and a sequential framework to drive adoption that shows clarity on problems to solve, early wins, and ways to build momentum to scale.
Goal: lead organizational transformation from Pilot to Impact