@artemisgtm.ai4Founder & CEO, ArtemisGTM.ai
Shipped: GTM strategy framework
A B2B go-to-market strategy has five components: a tightly defined ICP built from your best existing customers, positioning anchored to buyer pain rather than product features, a GTM model matched to your ACV and buyer complexity, a revenue engine with a structured sales process, and metrics tracked weekly. Most companies skip the first and the last.
GTM
Comments2
The claim that most companies skip the ICP and the weekly metrics is the one I'd push on. When you build the ICP from best existing customers, how do you handle a sample of only 15 to 30 customers, where retention and expansion data is still thin?
I personally use a framework that's slightly different than the typical ICP. It's called ideal customer problems. So it's a combination of identifying signals that imply the pain you solve for, while also adding in the demographics of the existing customers OR qualified prospects who've show interest. The ideal customer pains makes it so that you don't need all of the closing, retention & expansion data to find the right fit because your entire business model is built around solving the pain and that will drive consistent revenue if your TAM is big enough.
2 comments
The claim that most companies skip the ICP and the weekly metrics is the one I'd push on. When you build the ICP from best existing customers, how do you handle a sample of only 15 to 30 customers, where retention and expansion data is still thin?
I personally use a framework that's slightly different than the typical ICP. It's called ideal customer problems. So it's a combination of identifying signals that imply the pain you solve for, while also adding in the demographics of the existing customers OR qualified prospects who've show interest. The ideal customer pains makes it so that you don't need all of the closing, retention & expansion data to find the right fit because your entire business model is built around solving the pain and that will drive consistent revenue if your TAM is big enough.