Go-To-Market Is an Engineering Problem
1 min readBy Kyle Chung
Distribution as a system
This assumes you already know what GTM actually is as distinct from the sales and marketing functions it coordinates. Most teams treat go-to-market as a series of one-off campaigns. The teams that compound treat it like a product: instrumented, measurable, and iterated.
Instrument everything
track('signup', { source, campaign, variant })If you cannot measure where a user came from, you cannot improve it.
Iterate on the funnel, not the feature
- Find the step with the steepest drop-off
- Ship one change
- Measure, then repeat
Here is a tweet I keep coming back to:
And a related talk:
