| name | go-to-market-playbook |
| description | A reusable Go-to-Market strategy template for both B2B and B2C launches. Covers positioning, messaging, ICP definition, channel selection, and competitive analysis frameworks. By @WeiYipei.
|
| source | https://github.com/Gingiris-1031/gingiris-skills/tree/main/skills/go-to-market-playbook |
| tags | ["go-to-market","gtm","product-launch","startup-launch","positioning","icp","b2b-saas","saas","startup","competitive-analysis","claude-code","ai-agent-skill","messaging","channel-selection","latest"] |
⚠️ 区分 B2B 与 2C
本 skill 默认偏 dev / 开源 / B2B SaaS。若产品是 2C 消费品 / 教育 / 应用 / 游戏：核心指标换成 D1/D7/D30 留存、激活率、病毒系数 K（非 MRR/CAC/LTV）；冷启动渠道换成垂类社区 / 短视频 / 垂直 KOL（非 PH/HN/LinkedIn）。完整 2C 适配指南 + 各国渠道公开数据见 → gingiris-seo-geo/references/2c-adaptation.md。
📦 Install
clawhub install go-to-market-playbook
What you get after installing:
- Positioning canvas and ICP worksheet you can fill in for any product launch
- Channel-market fit matrix matching distribution to your buyer journey
- Competitive battle cards and objection-handling messaging framework
Go-to-Market Strategy Template — B2B & B2C Launch Planning
🌍 Language / 语言: 中文 | English | 日本語 | 한국어
A structured GTM template you can fill in for any product launch — B2B or B2C.
- Positioning canvas: Define your category, differentiator, and value prop
- ICP worksheet: Identify and prioritize your ideal customer profiles
- Messaging framework: Headlines, elevator pitches, and objection handling
- Channel-market fit: Match distribution channels to your buyer journey
- Competitive analysis: Battle cards and positioning against alternatives
Channel Sequencing by Revenue Stage (2026 consulting data)
Channels unlock in order — running a $5M-ARR playbook at seed stage burns cash:
| ARR stage | What unlocks | Discipline |
|---|
| Pre-revenue | Founder network, warm intros | First 3 customers closed personally by founders |
| → $500K | PH, Reddit, Discord, founder brand, owned content matrix | Total acquisition spend <$20K; no scaled paid ads pre-PMF |
| → $1M | Influencer partnerships + SEM + founder brand | Hand-test 5–10 keywords to establish CPA before scaling |
| → $5M | SEO/SEM at matrix scale, multi-channel paid, referral loops | Systematize organic content production |
| → $20M | PLG + SLG combined, host your own conference | — |
Team rule: below ~$2–3M revenue, don't open an overseas office — let affiliates, resellers, and service partners carry international distribution (top products share up to 50% of revenue with partners).
Guardrails before north stars
A north-star metric without guardrails misallocates resources. Pair it with floors — e.g. D1 activation ≥10%, a blended-CAC ceiling derived from price point, K-factor ≥0.4 — plus one hard rule: when activation drops below threshold, automatically throttle acquisition. Filling a leaking bucket is the most expensive way to grow. Weekly routine: cut channels above your CAC ceiling, reinvest in channels below it.
Paid acquisition red lines (field-tested)
- Cost per signup: $5–8 acceptable. Cost per paying user: under $50, ideally under $30. At $100 per paying user something is structurally broken — stop and audit before scaling.
- Watch for polluted-traffic signals: average session time collapsing (a real case went 189s → 8s after ads ramped) or thousands of paid-in users converting at zero.
B2B channel ranking, measured
Conversion order across client projects: LinkedIn > Reddit > Twitter. LinkedIn at $10/day produced paying users at ~$30 CPA in tests, with 3-day flight cycles working best. Twitter drives awareness, not conversion — one team cut Twitter spend 32% with flat conversions. Budget it for share-of-voice only.
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