Karthic Subramanian

When you unbundle a product feature and take it to market as its own offering, the GTM strategy has to account for three big shifts: Repositioning the value from “part of something bigger” to “a standalone must-have,” Creating a new market frame for the buyer, and Avoiding cannibalization/confusion with the parent product. Here’s a structured framework I’d use, with specific actions at each stage: Strategic positioning Does it serve a unique set of jobs-to-be-done? Does it serve a distinct set o ...Read More

For any product or feature, customers are an outcome of a good GTM strategy and not the other way around. While customers might not be using your product yet, if the need exists, they must be trying to solve for it in different ways. A comprehensive strategy should: Build reach - Increase the number of potential customers who are aware of your product Inspire action - Increase the percentage of potential customers reached who take an interest in your product Drive conversion - Increase the numbe ...Read More

It depends on the size and goals of the launch, but start planning and executing on it between 4 to 12 weeks before launch. For a tier 1 launch that required multiple teams to plan together, execute on their own, and align calendars, it is good to start aligning and planning at least 12 weeks before the launch. The one caveat to this timeline is that most tech companies follow a quarterly planning cycle. This pushes the alignement stage atleast the planning cycle that happens two quarters before ...Read More

As others have said, a blanket answer is hard. Like the job itself, this answer needs nuanced communication. However, I have a background in B2B SaaS focused on technical audiences like developers, so this answer is colored through that lens: 1. Product Architecture Fluency Not writing code—understanding how it works. What's the difference between REST and GraphQL? How does your system scale from 100 to 10,000 requests per second? If you can't answer this, your sales engineers are carrying you. ...Read More

Product GTM means introducing an entirely new solution to the market. You're starting from zero: building awareness, establishing your category position, creating acquisition machinery, and targeting net-new users who don't know the product exists yet. Think 6-18 month timeline, significant budget (20-50% of first-year revenue targets), cross-functional teams, and metrics focused on acquisition—CAC, pipeline, market share. Feature GTM means enhancing what your existing users already have. You're ...Read More