Business Leadership with Focus and Alignment The Go-to-Market Plan Business Leadership with Focus and Alignment Jack Liles SCRA Launch ‘n Learn May 29, 2018

My Goal…

Background Lots of successful and unsuccessful startups U.S. Naval Officer – 10 years 20+ Years in Sales and Marketing Leadership Roles Lots of successful and unsuccessful startups

75 Partners - CFO, CSO/CMO, COO, CTO, CEO On-Demand, C-level Executives that serve in fractional, interim and consulting roles with early/growth stage startups to the Fortune 500 75 Partners - CFO, CSO/CMO, COO, CTO, CEO Charleston area clients: Boomtown PeopleMatter PokitDok Atlatl Questis Blackbaud Zeriscope InsureSign OneDataSource

Why a Go-to-Market Plan is so Critical For Early Stage Companies: It’s Your Plan to Prove that scalable market fit exists Allows Investors to see that you have a plan, with contingencies Work from a PLAN that allows failure to be recognized quickly Recognize when you drift off-strategy… chasing shiny objects DO – THINK – DO

Simplicity over Complexity What are you Selling? (Product) Who will Buy it? (Markets/Consumers) How will you Sell it? (Sales)

PRODUCT Product, Service, or… both? Differentiation and Positioning Competition? A “me too” player? Value Proposition? Why buy? Pricing? Alignment with the Corporate/Business Strategy _____

Markets / Customers Targeted market large enough? Domestic? International? Market segmentation Buying processes / decision criteria Competitive options Buyer insights or personas Customer success plan _____

Sales Sales channels (inside/outside, online/direct) Sales architecture Talent management Revenue forecasting Leveraging customer success _____ ?

Go-to-Market Plan and Alignment Objectives & Strategies Corporate / Business Product Marketing Sales Finance Talent

TechCXO Partner - Strategy | Sales | Marketing cell 404-384-5294 Jack Liles TechCXO Partner - Strategy | Sales | Marketing cell 404-384-5294 jack.liles@techcxo.com Blog: www.jackliles.com