What is your personal process for GTM readiness?

Check out my GTM strategy framework here and linked within this AMA page - it has a bunch of questions and steps I use with my team to prep a GTM. Generally though, here a few questions I believe are important to answer or have confidence in: What problem or pain point is your customer feeling today? What can you offer to solve this problem and how does solving it further support your business strategy? What user research or competitive insights do you have that support your solution? What are t ...Read More

It sounds like by “GTM readiness” the questioner might mean “marketing launch readiness”, so I’ll answer within that framing. I touch on this in another answer, but briefly, there are two aspects of GTM or marketing launch readiness: deciding whether your product should be a Go for launch at all, and then ensuring your day-of launch “run of show” is all set. WHETHER TO LAUNCH… The first aspect is all about whether you should launch at this time. To know that, you need to know if your product has ...Read More

Madison's readiness questions and Andrew's launch run-of-show distinction are the right framework to start with. I'd add one specific test I've found most revealing in enterprise environments: the conversation simulation. GTM readiness in enterprise isn't really about whether your assets are done. It's about whether your sales team can carry the conversation independently when you're not in the room. At Microsoft, before any major product launch, the last readiness gate we ran was a live sim. Th ...Read More

My GTM readiness system has three goals: move faster, differentiate clearly, and target smarter.For GTM leaders at OpenAI, Salesforce, HubSpot, Adobe, LinkedIn, or anyone building in fast-moving markets, this model has changed how I work. The shift? Seeing GTM as an iterative living system, not a one-and-done checklist. AI has helped me reverse my GTM focus: 80% on strategy, 20% on execution. It used to be the opposite. That space supports me to experiment with campaigns, GTM motions, and messag ...Read More