Plan & Get Buy-In for Your GTM Strategy

How to Gain Managerial Approval for Your Go-to-Market Strategy

The term "go-to-market" (GTM) captures the essence of B2B marketing and sales all at once. Management buy-in is the most vital element of any GTM planning. Present critical data points that management needs to know.

After working with many enterprise clients to collaboratively develop solid go-to-market plans, I've discovered that management buy-in is the most vital element of any GTM planning. And management buy-in hinges on the quality and clarity of the GTM plan you put together.

The most critical slides are your opening slides in decks you create for key leadership and decision-makers. They should summarize what management really cares about: proposed revenue, GTM objectives and strategies, timeline, and scope. Provide this information in a succinct manner for easy digestion.

Present critical data points that management needs to know

Also, to ensure everyone is on the same page, let them know what is not in your GTM scope. Achieving departmentwide buy-in, in the beginning, is critical as you move through the implementation of your GTM plan.

Here's how to design GTM strategy components

GTM has three key components: Product, Sales, and Marketing. The way I recommend you show the information is based on a timeline and those three components. Identify your critical deliverables by Product, Sales, and Marketing based on this timeline.

Build your GTM plan based on 'prior, during, and post' GTM templates. Share the details and campaigns from these slides to educate your managers and key leadership on what you will do and when. Use tools and weekly meetings to monitor progress and seek input from management.

Management buy-in and support are key to GTM success

Develop a solid plan together and get management on your side. With their full support, you can move mountains and rally the team towards success. Learn more about GTM planning and strategy with these resources.