The biggest lie ever told to a startup was “if you build a better mousetrap, the world will beat a path to your door” (which is actually a miss quote of Waldo Emerson taken out of context). Products do not sell themselves – especially disruptive products developed by startups.
Established companies do not develop Go To Market (GTM) strategies – they long ago figured out the correct strategy and are now busy interacting and perfecting each part of this strategy. Anyone working in a big company assumes their strategy is the ONLY way to sell a product – which is one of the reasons big companies can so easily be distributed.
For a startup, developing a GTM strategy can be a real challenge. Can’t use big company people – they think they already know the answer and they charge too much. Can’t use one of those marketing consultants – they specialize in some narrow niche of an existing GTM. Don’t even think about hiring your own people – that is the most common reason to run out of runway.
You can use Finish Line PDS. We work for startups. We know all about GTM development – all of our customers do it. We also know all about startup budgets.
This program was designed for startups who need assistance in developing and validating their GTM strategy. The GTM strategy needs to be developed before finalizing the design of the product because the GTM strategy almost always changes the product requirements.
Each program is individually tailored to the clients’ needs and will follow this general outline:
Step 1: Understand the market and environment. This could be as little as a brain dump from the startup team, or as extensive as formal market research.
Step 2: Brainstorm GTM strategies.
Step 3: Analyze GTM Strategies.
Step 4: Test assumption of GTM strategies
Step 5: Goto step 1.
We work collaboratively with each client to create a budget that startups can actually afford, and meets the requirements of their funding stage, market, product, and environment.