What Is Go-to-Market?
A go-to-market (GTM) strategy outlines how a business plans to launch new products or services into the market and attract customers. It typically includes defining target markets, choosing distribution channels, setting pricing, and planning promotional activities. With clear goals and tactics, a GTM strategy ensures that teams focus on delivering value to the right audience at the right time.
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What Is a GTM Motion?
A GTM motion describes the specific framework your organisation follows to reach and acquire customers. While a GTM strategy details the broader plan, the motion focuses on the methods and processes that drive customer engagement and revenue growth. Having the right GTM motion can reduce friction between marketing, sales, and product, helping you scale effectively.
Common GTM Motions
Sales-Led Growth
Sales-led growth is a traditional motion where the sales team is at the forefront of customer acquisition. The typical process involves prospecting, outreach, and demos, with marketing supporting brand awareness and lead generation. This GTM motion often suits complex enterprise solutions or high-ticket items that require strong personal relationships.
Product-Led Growth (Self-Serve)
Product-led growth hinges on the product itself as the primary driver of customer acquisition and retention. Users often sign up for a free trial or freemium version, experience immediate value, and then decide to upgrade. This motion works well for intuitive software, where customer onboarding can be automated, and the product’s strengths are apparent within days.
Hybrid Growth (Sales Assisted or Product Assisted)
Hybrid growth combines elements of both sales-led and product-led motions. In this scenario, customers can explore a self-serve product experience, but sales representatives remain available to assist with complex inquiries or larger deal negotiations. This approach provides flexibility, accommodating both high-volume, low-touch customers and those who need more hands-on engagement.
GTM Examples
Below are three well-known examples of go-to-market strategies:
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Salesforce uses a sales-led motion, leveraging a large sales team to engage directly with enterprise prospects. Their approach works well because they offer robust and customisable CRM solutions that require deeper conversations.
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Slack exemplifies product-led growth. New users often start with a free plan, quickly see the value of real-time collaboration, and upgrade to paid tiers without extensive sales intervention.
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HubSpot famously started with a hybrid approach. Users could explore its marketing and sales tools on a free or low-cost basis, but sales reps were always on hand to help larger customers with custom requirements.
You Can Improve GTM Effectiveness by Understanding
To make your GTM motion successful, focus on these core areas:
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The top three big problems your target buyer faces. Tailor your product messaging to show how you can solve those problems better than anyone else.
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The triggers that prompt buyers to seek solutions. For example, sudden growth targets or competitive pressures could drive them to explore new tools.
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The channels your audience uses to learn about products. Consider social media, industry forums, and events where they discuss relevant solutions.
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How your value proposition compares to competitors. Highlight your distinct advantages and articulate why they matter.
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Which aspects of your messaging resonate with your target customers, and which ones turn them away. Use data from customer interviews, analytics, and feedback to refine your GTM motion.
If you’re curious about other perspectives on GTM motions, you may find these resources useful:
GTM motions are even more powerful when combined with growth-focused tools. Growth Method gives you a unified platform to ideate, plan, and analyse your GTM efforts. Rather than juggling multiple apps, teams can keep track of experiment data, measure results, and iterate faster within one centralised environment. By adopting a single source of truth for marketing experiments, you can refine your GTM approach with real-time insights, speed up approvals, and align your entire team on what’s working.
About Growth Method
Growth Method is the only work management platform built for growth marketers. We help companies implement a systematic approach to grow leads and revenue.
“We are on-track to deliver a 43% increase in inbound leads this year. There is no doubt the adoption of Growth Method is the primary driver behind these results.”
Laura Perrott, Colt Technology Services
To date customers have recorded over 1000 marketing experiments in Growth Method. Learn more about us on our homepage or book a call with us here. We’re here to help you grow.