How To Create a Killer Go-To-Market (GTM) Strategy | Dose 009

Why do founders often fail to properly pitch their GTM strategy?

In this #DreamitDose, Dreamit Managing Partner Steve Barsh discusses what founders get wrong when talking about "go to market strategy" (“GTM”). When pitching your GTM strategy to investors, it’s crucial to define clear targeting criteria that presents a clear picture of your initial and later target customers. Then, you must convince investors that customers will gain more value from your product than from your competition and that you have developed a strategy for distributing your product to the market. Founders often confuse “go to market strategy” with “marketing strategy” or “sales strategy.” In this video, you’ll learn how to talk about your target customer segment, how to create a litmus test that helps you stay on track to sell to these customers, and how to align your pricing and distribution strategy to create a comprehensive GTM pitch.

0:00 - Intro
0:28 - Clear Customer Targeting Criteria
1:25 - Go To Market Is Fishing
2:05 - Fish Where The Fish Are
3:14 - Early Customer Litmus Test
4:12 - Push Sand Down The Hill
4:46 - Takeaways
5:10 - Outro

[cullencarlson]

They may not be the biggest startup accelerator, but they sure are the best at YouTube. Quality stuff, definitely makes Dreamit synonymous with smart money - in my mind at least.

[Artem-jmxd]

Steve, you might just saved my startup. I got myself involved in sales to enterprises with long sales cycles. You opened my eyes. I want to shake your hand one day, man. Thank You.

[cabreran]

Straight to the point. Love the analogy. Now, let's go Fishing.

[SyntheticGrassLaunch]

This is phenomenal information! Thank You!

[RubenBustosC]

The fishing analogy is great....Now I know exactly what fishes i am targeting and where they

[mskk]

Thanks for the excellent series. They are very helpful as we launch our medtech startup!

[nelsonnigel]

Pedestrian caught speeding, pedestrian says "but officer look the other cars were speeding too." The cop says "when you go fishing, are you going to catch all the fish or just a few." >> Target marketing >> Find your IDEAL CUSTOMER SEGMENTS & and create your IDEAL CUSTOMER PROFILE ladies and gentlemen.

[dylanjones]

Very well described, definitely earned the subscription!

[salehalmansoori]

Thank you for the valuable information. Direct to the point

[Entijs]

wow, nailed it! this actually opened up my perspective on the b2b target

[deanshilo]

Thank you for the video. How do you recommend an early stage startup finds their beachhead market? For my health tech startup, we know going for the big tuna deep in the ocean isn’t the right beachhead, so how can we set our sights on the right one?

[MsLegaC]

Thanks, and all this time I thought those big fancy logos were helping me. This was super helpful.

[DreamItVentures]

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[ozzyfromspace]

You don't invest in my space but that was exceptional advice nonetheless. Thank you!

[prashantgupta]

Super great analogy. Actually, I just realized this a few days back. Earlier I was going after national schools but then I realized I should first try to reach out to schools in my locality.

[MsShorta]

These series are fantastic. Steve I have a question
Our startup is an IT platform on the tourism sector, more specifically on the tour and experiences sector but our focus is on some African countries.
We've been struggling with defining our early adopters mainly due to the lack of information that the countries have on their own tourism stats (tourist profile, behaviour, ...). We find mostly generic information.
So we have been basing ourselves in global tourism trends and behaviours instead.
Do you have an advice for that?

[franBrian]

Open my mind, thank you so much, it will help my next strategy. Greeting from Indonesia

[abwotronald]

WOW ITS AMAZING
CAN'T WAIT FOR YOUR NEXT TUTORIAL .

[TheMarComplex]

Thank you so much! I like to go fishing..

[louisbouwer]

At first I did not expect much, but this is brilliant advice. We aligned with my research.