What is GTM?
Tl;dr
- Who – is it for? (your ideal customer profile aka ICP)
- What – is it? (what is your value proposition)
- How – will you sell it? (self-service / product-led growth or sales-driven)
- Where – will you sell it? (your channels – paid, organic, partner)
- Bonus – Why – you? (what’s your differentiator than others in the same category)
If whenever someone asks you what is your GTM and you find yourself pausing, not because you don’t know the answer, but because you just can’t naturally relate to “GTM” as a word or concept (kind of like how my mind crashes momentarily thinking about “leading vs lagging” metrics) then the above system might be helpful.
This was inspired by Tomasz Tunguz’s post here.