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The GTM Process Map
27 steps. 4 phases. 3 gates. Templates, prompts, and tools for each step.

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The Go-to-Market Process

From investment memo to annual GTM strategy. Click any step to explore resources, templates, prompts, and tools.

Phase 1
Foundation
"What are we selling, to whom, and is the market big enough?"
Investment memo · Product & value mapping · TAM/SAM sizing · Competitive scan · Revenue math · MVP definition
Gate 1: Is the market big enough?
Yes: continue No: back to step 1
Phase 2
Validate
"Does our value land with the right people?"
ICP definition · Positioning & messaging · Pricing hypothesis · Target list · Design experiments · Run outreach · Review results
Gate 2: Enough signal to scale?
Yes: patterns emerging Not yet: refine & repeat
Phase 3
Scale
"How do we build the machine?"
Metrics & KPIs · Scale outbound · Sales process · CRM/infra · Inbound engine · Pricing · Content & playbooks · Forecasting · Onboarding · Win/loss
Gate 3: Repeatable motion?
Yes: pipeline velocity consistent No: fix the machine first
Phase 4
Strategy
"Where are we going for the next 12 months?"
TAM/SAM deep-dive · Unit economics · Customer expansion & retention · Annual GTM strategy
Execute · Measure · Iterate
Always running
Investment Memo ICP Definitions Pricing Product Experimentation Positioning & Messaging Customer Feedback
Each step comes with templates, workshops, AI prompts, and guides. Switch to the detailed view or click any step to explore.
Phase 1: Foundation "What are we selling, to whom, and is the market big enough?"
1
Investment Memo
Founder/CEO defines the value, the product, and the target market
Template
2
Product & Value Mapping
What does it do? What value does it deliver, for whom, versus what alternative?
Guide
3
TAM/SAM Sizing
How big is the addressable market? First-pass numbers before Gate 1
Template
Gate 1: Market big enough to continue?
Yes: continue No: back to step 1
4
Competitive Landscape Scan
Who else is in this space and how are they positioned? First pass — deep-dive comes in Phase 4
Template
5
Revenue Target Math
Work backwards from ARR: how many logos, what deal size, what sales motion?
Template
6
MVP Definition
Minimum needed to run real experiments and get meaningful signal
Guide
Phase 2: Validate "Does our value land with the right people?"
7
ICP Definition
Who exactly are we going after? Define with data points you can actually measure
WorkshopTemplate
8
Positioning & Messaging
What do we say, to whom, and why does it matter to them? Needed before you build a list or run experiments
WorkshopTemplate
9
Pricing Hypothesis
A number before outreach — prospects will ask. Deep pricing work comes in Phase 3
Guide
10
Build Initial Target List
Who specifically are we reaching out to? Sourced and enriched against ICP criteria
Template
11
Design Experiments
Min 2 ICP groups, ideally 4–6. What works here becomes your first inbound content
WorkshopTemplate
12
Run Outreach Cadences
Execute the experiments. Automate where possible with AI
Guide
13
Review Results & Customer Feedback
What are the numbers saying? What are prospects actually telling you?
Template
Gate 2: Enough signal to scale?
Yes: patterns emerging Not yet: refine ICPs and repeat
Phase 3: Scale "How do we build the machine?"
14
Metrics & KPIs Definition
Set the dials you'll manage by. You can't scale what you don't measure
Template
15
Scale Outbound
Validated ICP outreach generating consistent qualified pipeline
Guide
In parallel
16
Sales Process
How deals move from lead to close
Guide
17
CRM / GTM Infra
Systems that capture everything
Guide
18
Inbound Engine
Outbound learnings → content that pulls
Guide
19
Pricing
Now you have deal data. Value-based, cost-based, or competitive
WorkshopTemplate
20
Content Development & Playbooks
Messaging for prospects + playbooks for the team — built on real pricing data
TemplateGuide
21
Forecasting
Triangulate: cohort analysis, conversion rates, bottom-up, weighted pipeline
Template
Separate workstream
22
Onboarding & First Value
Customer gets to value. If this breaks, pipeline doesn't matter
Guide
23
Win/Loss Analysis
Why did we win? Why did we lose? Real learning lives here
Template
Gate 3: Repeatable motion?
Yes: pipeline velocity consistent No: go back and fix the machine
Phase 4: Strategy "Where are we going for the next 12 months?"
24
Full TAM/SAM + Competitive Deep-Dive
The full version of step 3. Now you have real data to back it up
Template
25
Unit Economics Validation
CAC, LTV, payback period. Is the GTM motion economically viable at scale?
Template
26
Customer Expansion & Retention
Revenue from existing customers: upsell, cross-sell, NRR. Often the most efficient growth lever
Guide
27
Annual GTM Strategy
Where you're going, how to get there, what it costs, and how you'll know you're on track
TemplateGuide
Execute · Measure · Iterate
Always running — these never stop
Each kicks in at a specific phase and keeps running from there.
Investment Memo
Updates as you learn what works
From Phase 1
ICP Definitions
New segments as the product evolves
From Phase 2
Product Experimentation
Does the value actually land?
From MVP (Phase 1)
Pricing
Refines as deals progress
From Phase 2
Positioning & Messaging
Sharpens with every conversation
From Phase 2
Customer Feedback
What are people actually telling you?
From Phase 2
Blueishprint Deliverables
TemplateSpreadsheet or doc you fill in
WorkshopTeam exercise with agenda
GuideDeep-dive article with how-to
The Rhythm
One GTM owner drives it all.
DailyOwner monitors
WeeklyReport to org
BiweeklyTeam deep-dive
QuarterlyStrategy review
AnnualFull GTM strategy

The Blueishprint by Third Vector · Click any step to explore resources