GO-TO-
MARKET
PRACTICE

• Customer purchase decision-making

• Customer media consumption

• Channel partners’ capabilities

• Competitors’ go-to-market approaches

• Current sales and marketing results

• Sales & Marketing productivity

• Channel partner productivity & Return on Investment

• Competitive benchmarks for sales, marketing, channels

• Pipeline & win / loss performance

• Pricing

• Go-to-market / Channel plan

• Sales & Marketing plan

• Return on Investment model for programs

• Resource requirements

• Projections for external stakeholders (board, investors, lenders)

• Marketing plans w/ business case

• Sales Compensation Plans

• Sales/channel training

• Collateral update as needed