What Is a Good Go To Market Strategy?
A go to market strategy outlines the necessary steps to break into a new market and succeed with those customers. This requires a clear understanding of your target market, a compelling message describing how your product solves their problems, an appropriate pricing strategy, and an effective distribution plan. In addition, you need to define your pricing strategy and have a distribution plan in place before you launch your product.


Why Do You Need a GTM Strategy?

Normally, in a small business, an entrepreneur comes up with an idea and falls in love with it. They might become blind to obvious pitfalls or mere practicalities that, if left unaddressed early, would eventually do their business in. This happens even to the best of ideas, unfortunately.

However, these failures could have been prevented by a coherent go-to-market strategy with the right product-market fit and compelling value proposition.

A good GTM strategy establishes a framework that helps you measure your progress, find and address issues that are hampering your progress before they get large enough for you to shutter your doors. This is critical to any venture, whether your company is a startup with a brand-new product, or is a mature company looking to expand their product line into new or untested markets

Here is one such matrix that I came across , which can help you in deciding what GTM strategy is ideal for your company.

Understand where you are located in the matrix - i.e. are you on a good, bad, or ugly mission.



The Mission Matrix



How to build a good mission for your B2B Saas company?

1. Turkey Shoot:
Sales Strategy = No/Low-Touch
Target Company = SMB to Mid-Market
ARPA = Low/Mid
Customer acquisition cost = Low
Volume = High

Growth Tactics
High viral coefficient of your product
Freemium model
Quick time to value
Highly effective yet efficient onboarding processes
Broad value proposition that speaks across verticals
High Network Effect
Inbound Marketing
Automate everything

2. Eagle's Nest
Sales Strategy = High-Touch
Target Company = Enterprise
ARPA = High
CAC = High
Volume = Low

Growth Tactics
Clearly identified buyer personas built around the key decision-makers within your target organizations
A highly effective inbound marketing machine powered by excellent content marketing
A strong and growing pipeline stretching across the entire funnel all the way from contacts to customers
Outbound sales
Relationship and trust-building
Patience and persistence

3. Middle Mission
Sales Strategy = Mid-Touch
Target Company = Mid-Market
ARPA = Mid
CAC = Mid
Volume = Mid
Growth Tactics
A hybrid sales strategy that can provide both automated self-service and human support from your sales and customer success teams
An automated onboarding process with a scalable and comprehensive customer success solution
Free Trial
Inbound Marketing
Inside Sales
Partnerships and Partner Programs

Read more about how to build a GTM Strategy for your B2B saas company from here: https://www.chargebee.com/blog/build-winning-gtm-strategy-4-steps/