4 results for tag: Go-to-Market strategy
Pricing Isn’t a Number – It’s a Story
By Lyn Blanchard FCMC
Let me tell you about the founder of a SaaS startup I worked with not long ago.
She had built an incredibly robust platform that automated compliance tracking for biotech startups. Her product saved teams dozens of hours—and potentially thousands of dollars—in regulatory headaches.
But she priced it at $49/month.
When I asked why, she said, “I want to make it affordable.”
A noble goal—but her price was telling the wrong story.
Because in go-to-market strategy, pricing isn’t a number. It’s positioning. It’s storytelling.
It’s your silent spokesperson, shaping how customers perceive your ...
The Channel Trap: Why More Isn’t Better in Your Go-to-Market Strategy
By Lyn Blanchard FCMC
When founders are gearing up for launch, they often make the same declaration:
“We’re going all in - email marketing, Google Ads, LinkedIn, webinars, influencer outreach, and maybe even some events.”
It sounds ambitious. It sounds bold. It also sounds like a trap.
Here’s the hard truth: More channels don’t equal more traction. In fact, spreading your efforts across too many can kill your momentum before it starts.
In today’s go-to-market (GTM) landscape, where attention is scarce and buyer trust is earned inch by inch, choosing the right channels - and saying no to the wrong ones - is one of the most ...
Your Product Isn’t the Hero—Your Customer Is
By Lyn Blanchard FCMC
When I ask startup founders to describe their product, they often light up.
“It’s AI-powered!”“We built it on top of blockchain!”“It’s 40% faster than anything else out there!”
That’s all impressive. But here's what I gently ask next:
“How does that help your customer?”
And that’s when the silence hits.
The Mindset Shift: Product-as-Sidekick
In storytelling, the hero isn’t the tool. It’s the person on the journey. Think Luke Skywalker, not the lightsaber as an example of the person on a journey seeking resolution.
Your product is important - but it’s not the star. Your ...
Minimum Viable Segment: The Secret to Early Traction
By Lyn Blanchard FCMC
“If we can just get 1% of a billion-dollar market…”
If I had a dollar for every time I heard this pitch, I’d be an angel investor.
Here’s the truth: you don’t need 1% of a massive market. You need 90% of a tiny one.
Enter the Minimum Viable Segment (MVS) - a game-changing concept in GTM strategy that helps you focus on where you can win now, not eventually.
Why Personas Aren’t Enough
Personas are helpful for empathy - but MVS is about strategy. It forces you to find the smallest addressable segment with an urgent, unmet need, where your solution is the obvious answer.
Ask:
Who is losing ...
