Go to Market

Not a department, a way of working. You decide who you serve, how you tell it and which channel you reach them through, and you get sales, marketing and product rowing at the same time.

What you actually do

Define who you actually serve

The ideal customer profile is not a slide, it is a decision that shapes the product, the price and who you hire. In travel it usually means choosing between independents, chains or groups, and giving up the rest for a while.
Position against the real alternative

Your competitor is almost never another piece of software. It is the spreadsheet they already use and the habit around it. Positioning against that changes the whole pitch.
Pick one or two channels and exhaust them

Testing eight channels at once is the most expensive way to learn nothing.
Close the loop with product

The reasons you lose deals are the best roadmap you will ever get, if somebody collects and orders them.

And from here

Go to market is one of the natural routes into general management or into building something of your own. An SDR who understands the market and not just prospecting can end up here, and that is one of the paths we most want to tell in this community.

What to learn before you take it

Research customers through interviews instead of assumptions
Test messaging and measure without fooling yourself
Work with founders and product without losing the commercial focus

You do not learn this by reading

Everything above is notes. The jump happens by talking to people who already made it, and that is what the community is for. It is free and we meet in person.

Join free

The whole path

SDR

Opens the doors and books the first meetings

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Account Executive

Runs the full process through to signature

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BDM

Opens new markets, channels and partnerships

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FDE

Goes into the customer's house and builds the solution

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Sales Manager

Makes the team sell instead of selling

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Sales Director

Designs the commercial system and owns the number

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Founder sales

Selling when there is no sales team yet

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