Stacking Growth | The B2B Marketing Podcast S2 E4 - Deep Dive on Building And Refining a Strong GTM Foundation
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May 17, 2022 A deep dive into what makes a go-to-market foundation work, from getting close to customers and sharpening product positioning to aligning product, marketing, and sales. The conversation also explores research, messaging, and fast feedback loops, plus practical ways for businesses to start refining their approach.
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Customer-First GTM Foundations
- Start GTM with the customer, not the launch; understand jobs-to-be-done and decision processes.
- Then map the market and competitive alternatives to inform clear positioning and messaging.
Make Feedback Loops Routine
- Build a virtuous feedback loop between product, product marketing, sales, and demand generation.
- Use signals from campaigns and sales conversations to iterate messaging or product quickly.
Validate Fast With Small Research
- Start small: do a quick competitive scan and 5–10 customer conversations to validate assumptions.
- You can learn enough in a few days to shape positioning and early messaging.