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GTM Strategy Document

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27 views1 page

GTM Strategy Document

Uploaded by

chamanchutiyab2b
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
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Section IV – Type of Interview Questions/Frameworks The BTC Handbook 2021

7. GTM Strategy
a. What is the goal? Is it to gain maximum market share? Or target any one customer
segment? Or anything else?
b. Use of the consulting frameworks ( A sample is given below. However, you might want
to check out the consulting case prep book). Ideally steps i-iii given below are to
collect information, and the main step is step iv, which is what you’ll be judged on. So
if you are actually doing this as a part of some question, you will likely have pieces of
info from i-iii already.
i. Market Opportunity?
1. Market Size: Guesstimate- Given in 3
2. Market Share: Give a rough estimate, and then benchmark against
competitors
3. Does it make sense to go with this much market share? Yes/No. Tie it
to the goal.
ii. Financial Viability?
1. Profitability?
a. Price Determination- Check Pricing – 4.f. above.
2. Break-even time? Check if they’re okay with this much time being the
breakeven time?
iii. Operational feasibility?
1. Value Chain
a. Production Challenges
b. Distribution Challenges
c. Marketing
2. External barriers? Country, legal, etc.
iv. Using a combination/findings from i, ii and iii above, determine the GTM:
1. STP – Would also depend on findings from i, ii, iii above
a. If not found from design question attached to the GTM, then
segment according to goal.
b. Otherwise if you found the segment, then figure out how to
target and position. Targeting depends largely on the
segment which closely meets your goal, and positioning
depends on the price you calculated earlier.
2. 4Ps- Would also depend on findings from i, ii, iii above
a. Product – If a separate GTM question, then should be given
in the question, or clarify separately. If it’s a product
question, then would have been clarified earlier itself
b. Price – Comes from Pricing part above
c. Position – Depends on price and segment, position
accordingly
d. Placement – Depends on questions. Options:
i. E-Comm
ii. Retail
iii. Mom and Pop
iv. Apps itself – like an enhancement to Swiggy would be
on the app itself, etc.
v. Summarize- Start with STP and 4Ps, then financial viability and breakeven

Go back to Table of Contents Page 21 of 202

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