How do you define GTM strategy and which KPIs do you put there?

Great question - Because I am so focused on Industry Marketing right now, I have it divided between Product Marketing KPIs and Industry Marketing KPIs:

For Product Marketing:

• Conversions NARR
• Attachment rates - new logo and cross selling
• Product ASP - the sales price, keep a close eye on this

Industry marketers on the other hand look at:

• Industry/Segment NARR
• Gross Pipeline
• Win/close rates

GTM metrics depend on the product launch and stage of the product (pre-MVP, validation, growth, maturity stage). Top-of-mind GTM metrics to track:

▪️ Traffic from GTM

▪️ # of contacts, MQLs, SQLs, Opportunities, Customers

▪️ Conversion rates via the funnel

▪️ Onboarding metrics and product adoption

▪️ Customer acquisition cost and customer lifetime value (after GTM)

Here is the example of real goals & metrics for MVP go-to-market could be:

▪️ MVP launch with 5000+ signups at the end of the first quarter.

▪️ 40% MVP adoption rate (new engaged users /all signups) via smooth onboarding and UX.

▪️ Validate 10 Product-Market fit hypotheses to learn if the MVP solves users’ needs.