GTM Strategy¶

Go-to-market positioning, channel strategy, pricing, and partnerships

Overview¶

Strategic go-to-market documentation covering market positioning, channel selection, pricing strategy, and partnership development.

Structure¶

01-gtm-strategy/
├── market-positioning/     # Competitive positioning and differentiation
├── channel-strategy/       # Marketing and sales channel configurations
├── pricing/                # Service pricing and packaging
└── partnerships/           # Partner program and ecosystem strategy

Subdirectories¶

market-positioning/¶

Competitive positioning, differentiation strategy, and market messaging.

Key Documents: - positioning-statement.md — Core positioning against competitors - differentiation-matrix.md — Feature/benefit comparison - market-segments.md — Target market segmentation

Core Positioning: "For organizations tired of conflicted IT advice, SBK delivers vendor-neutral security advisory backed by enterprise-grade expertise—enabling faster compliance, reduced costs, and genuine protection."

channel-strategy/¶

Marketing and sales channel configurations and performance targets.

Active Channels: | Channel | Purpose | Target Metrics | |---------|---------|----------------| | LinkedIn | Thought leadership, B2B networking | 2-3 posts/week, 3% engagement | | Email | Nurture sequences, newsletters | 25% open rate, 3% CTR | | Website | Lead generation, content hub | 3% conversion rate | | YouTube | Educational content, demos | 1K+ views/video | | Webinars | Lead generation, thought leadership | 100+ registrants | | Referrals | Client and partner referrals | 25% of pipeline |

pricing/¶

Service pricing, packaging, and proposal guidelines.

Pricing Models: - Project-based (assessments, implementations) - Retainer/subscription (vCISO, managed services) - Hybrid (project + ongoing support)

partnerships/¶

Partner program strategy and ecosystem development.

Partner Categories: - Technology vendors (non-competing) - Complementary service providers - Industry associations - Referral partners

Key Metrics¶

Metric	Target	Frequency
MQL Generation	50/month	Weekly tracking
SQL Conversion	40% of MQLs	Monthly
Pipeline Value	$2M+	Quarterly
Win Rate	35%+	Quarterly
CAC	<$5,000	Quarterly
LTV:CAC	>3:1	Annual

Skills Integration¶

Primary Skill: Strategic Business Planning¶

The strategic-business-planning skill provides GTM intelligence with:

Market Positioning: - Competitive landscape analysis - Positioning map generation - Market opportunity identification - Differentiation strategy development

Channel Strategy: - Channel ROI modeling - Attribution analysis - Optimal channel mix recommendation - Performance benchmarking

Partnership Discovery: - Partner fit scoring - Ecosystem mapping - Partnership value quantification - Integration opportunity identification

Supporting Skills¶

Lead Intelligence (lead-intelligence): - ICP fit scoring for channel optimization - Intent signal detection for targeting - Lead scoring model alignment

Campaign Orchestration (campaign-orchestration): - Channel performance monitoring - Budget allocation optimization - Cross-channel attribution

SDK Integration¶

from sbp.sdk.gtm import GTMStrategy, ChannelOptimizer, PartnerScorer

# GTM strategy development
strategy = GTMStrategy(
    target_icp=["solo_it_director", "managing_partner"],
    service_focus="protect",
    budget=Money(100000, "USD")
)

# Channel optimization
optimizer = ChannelOptimizer(strategy)
allocation = optimizer.recommend_allocation(
    channels=["linkedin", "email", "webinars", "referrals"],
    objective="mql_generation"
)

# Partnership scoring
scorer = PartnerScorer(ecosystem="cybersecurity")
partner_fit = scorer.score("TechCorp", criteria=["audience_overlap", "service_complement"])

Subskills Used¶

Subskill	Purpose
`gtm-strategy.md`	Channel strategy and positioning
`competitive-intelligence.md`	Market positioning analysis
`partner-strategy.md`	Partnership development
`market-analysis.md`	Market sizing and segmentation