GTM Discovery Sprint
A fixed-price engagement for a new product or an existing one. It aligns your team. Everyone's opinions, thoughts, worries and assumptions are captured and synthesized into one coherent experimental plan. That includes taking technical descriptions of your products and services and translating them into value propositions that sales can actually test.
How it works
- Contract signedAn NDA is included.
- Kickoff call30 minutes with all team leads. We cover the process, next steps, expectations and the goals of the engagement.
- DisclosureAn onboarding form asks for access to product info, sales history if available, any GTM you have already done, and anything else you think is relevant. It also asks for the contacts who represent each team. This lets me dig into the details with each specific team.
- Discovery
Internal discovery
- Executives
- Your assumptions and plans on GTM. Your KPIs and company goals, so the engagement aligns on what you are trying to achieve.
- Product
- The product team explains the solution. I see if it aligns with the executives' understanding. I ask them to describe the features and benefits in their own minds, and why they made it.
- Sales
- How sales is going, where they struggle and what prospects are saying. Who the best customers are, which sales are easiest and where it is hard to sell. I look at the assets and sales playbook they already have. For a new product in a new market, the sales team walks me through the product in their own words. They tell me what they think will help them sell it, and to whom.
- Workshop
- I bring the teams together to workshop on a whiteboard.
External discovery
- Customers
- If there are customers, I speak to them directly. I find out why they bought, digging down into the specific job to be done.
- Market mapping and the GTM Strategic PlanI map the market from the internal and external data. Then I build the market hypotheses. I produce the plan within one week.
- Strategy sessionI share the plan. We discuss the findings and next steps.
- Follow-up callsAt 30, 60 and 90 days, or as needed, to check in on how things are going.
What you get
GTM Strategic Plan
- Team findings. The information collected from all the individual teams, compiled and anonymized.
- GTM strategy. An overview catered to your specific challenges and unique goals.
- Market hypotheses. A short-list of market opportunities, translated to market language. Each hypothesis combines a job to be done, a friction or pain point, the tangible result the customer achieves, and the product benefit or feature that removes or reduces that friction.
- Experiment instructions. How to run experiments that test the market hypotheses. You test a large number at the surface. You don't make an assumption and go deep into one market.
- Executive summary.
Final strategy session
1 hour 15 minutes.
Three follow-up calls
45 minutes each.
Optional add-on. Competitor positioning and market map.
Your sales team runs the experiments. Support hours for executing them are extra, as fractional work. List building and sending emails are not part of the sprint.
Engagements start at $8KFixed price in USD, set after a scoping call. The entire engagement is approximately 14 days, depending on the size of your team and scope. 50% upfront. 50% on delivery of the GTM Strategic Plan and the final strategy session.
Schedule a 15 min call
