chapter  8
18 Pages

Getting started: the ninety-day go-to-market action plan

I n previous chapters, we looked at the major ingredients of a win-ning go-to-market strategy: targeting the right markets; aligning with the needs and behaviors of customers; choosing the right mix

and integration of channels to serve those customers; and defining a

winning value proposition and a compelling ‘channel-ready’ offering

to put into those channels.