Why do founders often fail to properly pitch their GTM strategy?
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In this #DreamitDose, Dreamit Managing Partner Steve Barsh discusses what founders get wrong when talking about “go to market strategy” (“GTM”). When pitching your GTM strategy to investors, it’s crucial to define clear targeting criteria that presents a clear picture of your initial and later target customers. Then, you must convince investors that customers will gain more value from your product than from your competition and that you have developed a strategy for distributing your product to the market. Founders often confuse “go to market strategy” with “marketing strategy” or “sales strategy.” In this video, you’ll learn how to talk about your target customer segment, how to create a litmus test that helps you stay on track to sell to these customers, and how to align your pricing and distribution strategy to create a comprehensive GTM pitch.
0: 00 – Intro
0: 28 – Clear Customer Targeting Criteria
1: 25 – Go To Market Is Fishing
2: 05 – Fish Where The Fish Are
3: 14 – Early Customer Litmus Test
4: 12 – Push Sand Down The Hill
4: 46 – Takeaways
5: 10 – Outro