What do you think are the most important pillars for B2B Enterprise product GTM strategy?
While planning for a GTM strategy what framework do you suggest should be used? I understand that STP is one of the key aspects, what are the other aspects to put it in place to ensure a solid GTM?
1 Answer
Sam Melnick
Postscript Vice President Of Product Marketing • September 12
When building a B2B Enterprise product GTM strategy, four key pillars stand out: ICP, Messaging/Positioning, TAM, and Company Goals. These need to be in sync for success.
Start by triangulating between ICP (who exactly are you targeting), Messaging/Positioning (why should they care), TAM (is there enough market to go after), and Company Goals (does this align with where leadership is taking the business).
If your ICP is off, you’re chasing the wrong customers. If your messaging doesn’t resonate, you’re losing deals. And if your TAM is too small or doesn’t align with your company’s vision, growth will be stunted from the start.
Get these pillars locked in and aligned—everything else builds from there.
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