Three GTM Strategy Frameworks for the B2B Businesses.

Read time: 4 minutes.

Welcome to the 54th edition of The Growth Elements Newsletter. Every Monday, I write an essay on growth metrics & experiments and business case studies.

Today’s piece is for 5,100+ founders, operators, and leaders from businesses such as Shopify, Google, Sage, Hubspot, Zoho, RateGain, Zaggle, Servcorp, Apollo and more.

Happy Monday!

3 GTM strategy frameworks for the B2B segment.

Here is the Who, What and How:

[1] 𝐍𝐨𝐭 𝐚𝐰𝐚𝐫𝐞 𝐨𝐟 𝐩𝐫𝐨𝐛𝐥𝐞𝐦 𝐨𝐫 𝐬𝐨𝐥𝐮𝐭𝐢𝐨𝐧

𝐓𝐚𝐫𝐠𝐞𝐭 𝐀𝐮𝐝𝐢𝐞𝐧𝐜𝐞

This approach is for potential customers who are not yet aware that they have a problem that needs solving or that solutions are available.

𝐄𝐱𝐚𝐦𝐩𝐥𝐞

SaaS that provides innovative energy-saving software solutions for manufacturing plants. The plants may not be aware of the inefficiencies in their energy consumption or that such solutions exist.

𝐆𝐓𝐌 𝐬𝐭𝐫𝐚𝐭𝐞𝐠𝐲 𝐛𝐚𝐬𝐞

Outbound + Demand Generation - Use marketing tactics like email, LinkedIn outreach, and Paid social ads to educate the market about the problem and introduce your solution.

[2] 𝐀𝐰𝐚𝐫𝐞 𝐨𝐟 𝐩𝐫𝐨𝐛𝐥𝐞𝐦, 𝐧𝐨𝐭 𝐨𝐟 𝐬𝐨𝐥𝐮𝐭𝐢𝐨𝐧

𝐓𝐚𝐫𝐠𝐞𝐭 𝐀𝐮𝐝𝐢𝐞𝐧𝐜𝐞

These prospects recognise they have a problem but haven’t found your solution yet.

𝐄𝐱𝐚𝐦𝐩𝐥𝐞

Cybersecurity SaaS specialises in protecting against a new type of cyber threat that businesses may not yet be familiar with.

𝐆𝐓𝐌 𝐬𝐭𝐫𝐚𝐭𝐞𝐠𝐲 𝐛𝐚𝐬𝐞

Outbound + Content Marketing - valuable content creation and establishing your brand as a thought leader using whitepapers, ebooks, guides, etc. Distribute this content via organic and paid social. This helps educate and nurture leads and guides them towards your solution.

[3] 𝐀𝐰𝐚𝐫𝐞 𝐨𝐟 𝐩𝐫𝐨𝐛𝐥𝐞𝐦 𝐚𝐧𝐝 𝐬𝐨𝐥𝐮𝐭𝐢𝐨𝐧

𝐓𝐚𝐫𝐠𝐞𝐭 𝐀𝐮𝐝𝐢𝐞𝐧𝐜𝐞

This group is already aware of both the problem and the potential solutions. They are actively seeking the best option.

𝐄𝐱𝐚𝐦𝐩𝐥𝐞

CRM software providers like Activecamapign or HubSpot, where businesses actively seek solutions.

𝐆𝐓𝐌 𝐬𝐭𝐫𝐚𝐭𝐞𝐠𝐲 𝐛𝐚𝐬𝐞

Inbound + Performance Marketing - focus on Paid Search and SEO to ensure they appear at the top of search results when businesses search for CRM solutions, thus capturing intent and qualified leads.

𝐅𝐢𝐧𝐚𝐥 𝐖𝐨𝐫𝐝𝐬

Each example demonstrates how businesses can craft their marketing strategies based on the awareness level of their target audience to guide them through the sales funnel effectively.

That's it for today's article! I hope you found this essay insightful.

Wishing you a productive week ahead!

I always appreciate you reading.

Thanks,
Chintankumar Maisuria