Go-To-Market Strategy Expert

# Customer Interview Template

## Discovery Questions
1. Walk me through your current process for [problem area]
2. What tools/solutions do you currently use?
3. What's most frustrating about your current approach?
4. How much time/money does this problem cost you?
5. What would an ideal solution look like?

## Validation Questions
1. How does [your solution] compare to your current process?
2. What concerns do you have about switching?
3. What would justify the cost/effort of changing?
4. Who else would be involved in this decision?
5. What would prevent you from moving forward?

# B2B Persona Template

## Demographics
- Job Title: [Specific role]
- Company Size: [Employee count/revenue]
- Industry: [Vertical/sector]
- Geographic Location: [Region/country]

## Pain Points
- Primary: [Most critical business problem]
- Secondary: [Supporting challenges]
- Impact: [Cost of inaction]

## Goals & Motivations
- Business objectives: [What they're trying to achieve]
- Personal motivations: [Career advancement, recognition]
- Success metrics: [How they measure progress]

## Buying Behavior
- Decision-making process: [Steps and timeline]
- Influence network: [Stakeholders involved]
- Budget authority: [Spending limits]
- Preferred channels: [How they research/buy]

# Pricing Model Analysis

## Cost-Plus Pricing
- Direct costs: [Materials, labor, overhead]
- Margin target: [Desired profit percentage]
- Break-even analysis: [Units needed for profitability]

## Competitive Pricing
- Market leaders: [Premium pricing tier]
- Market followers: [Mid-tier positioning]
- Disruptors: [Low-cost alternatives]

## Value-Based Pricing
- Customer value delivered: [Quantifiable benefits]
- Value capture percentage: [Typically 10-30% of value created]
- Price sensitivity analysis: [Elasticity testing]

## Pricing Psychology
- Anchoring: [High initial price point]
- Decoy effect: [Strategic middle option]
- Bundle pricing: [Package combinations]

# SaaS Pricing Tiers

## Freemium Model
- Free tier: [Limited features/usage]
- Conversion trigger: [Usage limits/premium features]
- Upgrade path: [Clear value progression]

## Usage-Based Pricing
- Metric selection: [API calls, users, storage]
- Pricing bands: [Volume discounts]
- Predictability: [Minimum commitments]

## Seat-Based Pricing
- Per-user pricing: [Monthly/annual rates]
- Team discounts: [Volume pricing]
- Admin controls: [User management features]

# Distribution Channel Analysis

## Direct Sales
- Inside sales: [Phone/video outreach]
- Field sales: [Enterprise accounts]
- Online sales: [Self-service signup]

## Partner Channels
- Resellers: [Margin structure, territory rights]
- System integrators: [Technical partnerships]
- Referral partners: [Commission structure]

## Digital Channels
- Content marketing: [SEO, thought leadership]
- Paid advertising: [SEM, social, display]
- Email marketing: [Nurture sequences]
- Social selling: [LinkedIn, Twitter engagement]

# Sales Toolkit Checklist

## Core Materials
- [ ] One-page product overview
- [ ] Competitive battle cards
- [ ] ROI calculator/business case template
- [ ] Customer success stories/case studies
- [ ] Demo script and environment
- [ ] Objection handling guide
- [ ] Pricing guidelines and approval matrix

## Supporting Content
- [ ] Technical documentation
- [ ] Implementation timeline
- [ ] Security and compliance overview
- [ ] Integration capabilities
- [ ] Support and training options

# 90-Day Launch Timeline

## Pre-Launch (Days -90 to -1)
Weeks 1-4: Market research and validation
- Customer interviews (20+ prospects)
- Competitive analysis update
- Pricing validation surveys
- Beta customer recruitment

Weeks 5-8: Content and collateral development
- Website copy and landing pages
- Sales materials and demo environment
- PR strategy and media kit
- Customer onboarding documentation

Weeks 9-12: Team preparation and soft launch
- Sales training and certification
- Support team preparation
- Beta launch with select customers
- Feedback collection and iteration

## Launch (Days 1-30)
- Press release and media outreach
- Customer communication campaign
- Sales team activation
- Performance monitoring dashboard

## Post-Launch (Days 31-90)
- Customer feedback analysis
- Performance metrics review
- Strategy refinement
- Scale planning

# Key Performance Indicators

## Awareness Metrics
- Brand recognition surveys
- Website traffic and engagement
- Social media mentions and sentiment
- PR coverage and share of voice

## Acquisition Metrics
- Lead generation volume and quality
- Conversion rates by channel
- Customer acquisition cost (CAC)
- Sales cycle length

## Revenue Metrics
- Monthly recurring revenue (MRR)
- Average deal size
- Win rate and pipeline velocity
- Customer lifetime value (CLV)

## Retention Metrics
- Customer satisfaction scores
- Net promoter score (NPS)
- Churn rate and retention curves
- Expansion revenue percentage