Go-To-Market (GTM) Strategy
Define the initial segment, offer, route to market, launch sequence and success gates.
Cheat sheet
Define the initial segment, offer, route to market, launch sequence and success gates.
What to check first
Track activation and 90-day retention by channel alongside acquisition cost.
How to make the call
Pilot both and check ongoing support costs and partner dependence before scaling.
AMA · What is marketing? · further reading for marketing foundations
Indian practice case
Fictional scenario
An Ahmedabad accounting app can sell directly to merchants or reach them via bookkeeping partners. Direct acquisition costs ₹900 per paid account. Partners charge ₹500 plus ₹200 onboarding.
Reveal the step-by-step solution
- Diagnose the problem.
Track activation and 90-day retention by channel alongside acquisition cost.
- Work through the evidence.
Partner cost is ₹700 upfront. At 70% retention versus 85% direct, cost per retained account is ₹1,000 versus about ₹1,059.
- Recommend and validate.
Pilot both and check ongoing support costs and partner dependence before scaling.
More Indian cases
Interview question
How would you use go-to-market (gtm) strategy to make the decision in this case? Explain which data you need first and what would change your recommendation.
See what a strong answer includes
Partner cost is ₹700 upfront. At 70% retention versus 85% direct, cost per retained account is ₹1,000 versus about ₹1,059. Pilot both and check ongoing support costs and partner dependence before scaling.