The GTM roadmap
Hour 1: Channel strategy & funnel math (60 min)
Exercise 1: Bullseye framework (30 min)
Brainstorm 15 traction channels. Pick 3 promising ones. Pick 1 to focus on 100%.
Exercise 2: Funnel math (30 min)
Work backwards from your goal.
Goal: $10k MRR in 6 months. Avg Deal: $100/mo. Customers needed: 100.
Conversion Rates (Conservative):
- Visit to Signup: 5%
- Signup to Paid: 10%
- Total Conversion (Visit to Paid): 0.5%
Traffic needed: 100 customers / 0.5% = 20,000 visitors. Weekly traffic goal: ~800 visitors.
Reality Check: If your chosen channel cannot deliver 800 visitors/week, adjust goals or strategy.
Hour 2: The launch plan (60 min)
Map out the next 4 weeks.
Week 1: Soft launch / Beta
- Invite waitlist/friends
- Goal: Bug fixes, testimonial gathering
- Channel: Direct email, DMs
Week 2: Content seeding
- Publish pillar content
- Goal: Build SEO/Social awareness
- Channel: LinkedIn/Blog
Week 3: The "Event" (Public Launch)
- Product Hunt, Social announcement, Press (if any)
- Goal: Spike traffic, big awareness push
- Channel: All hands on deck
Week 4: The Engine (Sustain)
- Regular posting cadence
- Outbound sales start
- Goal: Establish baseline growth
- Channel: Primary channel optimization
Hour 3: Success metrics & feedback loops (60 min)
Exercise 3: Scorecard (30 min)
Define 3 KPIs that matter. Ignore vanity metrics (likes).
- Acquisition: Verified Leads / Signups
- Activation: % who reach "Magic Moment"
- Revenue: MRR / Cash collected
Exercise 4: The feedback loop (30 min)
How will we learn?
- Automated: Email to new signups "Why did you sign up?"
- Manual: Founder calls every new user for first 50 users.
- Review: Weekly GTM review meeting (Friday 4pm).