← Engagements
05

Product and Go-to-Market Strategy

"We have decided what to build. What we have not decided is who it is for, how it reaches them, or which markets get the money."

Fixed priceCPO, CCO or CEO
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Context

Who it is for
A CPO, CCO or CEO who has decided what to build, but not who it's for, how it reaches them or which markets get the money.
Why it matters
Every market has a case for investment when you look at it alone. Usually fewer segments deserve money than anyone expects, and most of the value comes from stopping spend.

Approach

First

Segment by behaviour

I rebuild the segmentation around how customers use the product, what they pay for and why they leave.

Then

Test how it reaches them

Pricing, packaging, channel and sales motion, tested against how those customers buy. I separate acquisition from retention, since the answer is usually in the difference.

Finally

A play per segment

Each segment gets one of four plays: reassess, harvest, fix retention or grow. The capability gaps behind lost renewals feed the roadmap.

Deliverables

Not included: campaign execution, sales hiring and product delivery.

  • A segmentation model based on behaviour
  • A play for each segment
  • The pricing and channel approach
  • The investment case
  • A session with the exec team

Terms

Fixed price, agreed after a short call. How I work →

Always open to a conversation.

martin@scalepointpartners.com
Or message me on LinkedIn.