From Zero to Go-To-Market Engine
You'll walk away with a plan you can start executing Monday morning.
1
12-month GTM roadmap
2
Channel + sales clarity
3
Key plays + tools you can run solo
ay
by alper yurder
Step 1: Where Are You Now?
ICP & buyer personas
Who are you targeting?
Current messaging
How do you position your value?
Content assets
Website, deck, materials
Sales motion
Tools, scripts, follow-ups
Step 2: 12-Month Channel Strategy
Scalable Channels
Direct sales
Referrals
SEO via founder content
Non-scalable Channels
Events
Warm intros
Affiliates
Community network
Every startup needs 2 scalable + 2-3 non-scalable channels per quarter
Step 3: Who Are You Selling To?
End-user
Product users
Decision-maker
Budget authority
Procurement
Process gatekeepers
Buyer Panel
Multiple stakeholders
Step 4: Build a Repeatable Sales Funnel
Discovery
Demo
Follow-up
Close
Onboarding
Common gaps: No follow-up, not multi-threading, unclear value prop
Step 5: Scaling Belief Post First Clients
Events & Panels
High-touch engagement
Case Studies & Content
Proof of concept
Testimonials
Social validation
Pick your top 3 trust accelerators this month
Step 6: Smart Outbound That Lands
Relevance > Volume
Quality outreach wins
Triggers > Titles
Timing matters most
Momentum Sequences
Build relationship over time
Outbound provides fast signal testing and personalization wins
Step 7: Your Inbound Stack
Top of Funnel
Awareness content that attracts
Middle of Funnel
Consideration content that educates
Bottom of Funnel
Decision content that converts
Start with 10 content pieces across the funnel
Step 8: Be the Face of Your Startup
LinkedIn Presence
Hooks, value, rhythm
Share Lessons
Failures and wins
Behind-the-Scenes
Build in public
People buy the founder before the product
Step 9: Your Weekly Operating Plan
Outbound Engine
Targeted outreach
Inbound Credibility
Content that attracts
Founder Brand
Personal visibility
Trust Plays
Testimonials and proof
1 hour per day on GTM is enough
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