git:20260322.75aadc6 to git:20260427.953935b

1 added, 1 removed. Audit A to A.

---

name: developing-gtm-strategy

- description: Phase 3 — Customer segmentation, channel selection, and 90-day launch plan. Depends on Phase 2 PMF assessment. Use after validating-product-market-fit completes.

+ description: Develop customer segmentation, channel selection, and a 90-day launch plan from Phase 2 PMF assessment. Run after `validating-product-market-fit` (Phase 3).

compatibility: Designed for Claude Code

metadata:

stability: development

allowed-tools: Read, Write, Glob, Grep, WebSearch, WebFetch

argument-hint: [product-name]

---

# Developing GTM Strategy (Phase 3)

**Target**: $ARGUMENTS

Phase 3 of the GTM pipeline. Depends on Phase 2. Builds the actionable GTM

plan: customer segmentation, ICP definition, channel strategy, and launch

milestones.

## Mode Awareness

Read `config/mode.md` before starting:

- `concise` — Top segment, top 2 channels, 90-day milestones (bullet list)

- `detailed` — Full ICP profiles, channel analysis matrix, sequenced roadmap

- `conservative` — Proven channels (inbound, direct sales, partnerships); minimize burn

- `ambitious` — Multi-channel blitz, community-led + product-led hybrid, aggressive land-and-expand

## Inputs

- `results/phase-2/pmf-assessment.md` — PMF score and risk register

- `results/phase-1b/market-analysis.md` — Buyer personas and market sizing

- `results/phase-1a/competitor-map.md` — Competitor channel strategies

- `config/comments_gtm.md` — GTM preferences and constraints

- `config/mode.md` — Style and approach settings

## Workflow

1. **Read Phase 2 PMF output** — Use recommendation and risk register to shape strategy

2. **Define customer segments** — Prioritize 1-3 segments with ICP definitions

3. **Select GTM channels** — Evaluate and rank by reach/cost/fit for each segment

4. **Define positioning** — One-liner, value prop, key proof points per segment

5. **Build 90-day launch plan** — Milestones, owners, success metrics

6. **Validate against criteria** — Check `config/validation_criteria.md` Phase 3 gates

## Output

Write to `results/phase-3/`:

### `gtm-strategy.md`

```

# GTM Strategy

## Target Segments

### Segment 1: [Name]

- ICP: [job title, company size, industry, trigger event]

- Pain: [primary pain]

- Value prop: [one sentence]

- Proof point: [evidence or analogy]

## Channel Strategy

|---------|-------|------|-----|----------|

| [channel] | H/M/L | H/M/L | H/M/L | 1/2/3 |

## Positioning

### One-Liner

"[Product] is the [category] for [segment] that [differentiator]."

### Key Proof Points

1. [proof point]

## 90-Day Launch Plan

|------|-----------|-------|----------------|

```

## Rules

- ICP definitions must be specific enough to identify a named prospect

- Channel priority must account for budget tier from `config/comments_gtm.md`

- Every milestone needs a measurable success metric

- Align positioning against competitor weaknesses from Phase 1A