Go-to-Market (GTM) Framework

// ICP → Positioning → Channels → Launch → Measure

// STEP 1: DEFINE ICP (Ideal Customer Profile)
//   - Industry / vertical
//   - Company size (employee count, revenue)
//   - Role of the buyer + role of the user (often different)
//   - Primary pain point your product solves
//   - Trigger event that creates urgency (e.g., hiring growth, compliance deadline)
//
// Example ICP: "Head of Operations at Series A-C SaaS companies (50-200 employees)
//               struggling with manual invoice reconciliation, typically triggered
//               by headcount growth past 50 employees."

// STEP 2: POSITIONING (who you're for + why you're different)
//   Template: "For [ICP] who [pain], [Product] is a [category]
//              that [benefit], unlike [alternative] which [limitation]."

// STEP 3: CHANNEL SELECTION
//   PLG channels: SEO, Product Hunt, viral/referral, free tier
//   SLG channels: outbound sales, partnerships, events, LinkedIn
//   Content: Blog + SEO, YouTube, developer documentation
//   Paid: Google Ads (capturing demand), Meta Ads (creating demand)

// STEP 4: LAUNCH SEQUENCING
//   Phase 1: Warm network (100 personal outreach, 10 beta users)
//   Phase 2: Community launch (relevant Slack/Discord/Reddit communities)
//   Phase 3: Product Hunt launch (coordinate votes, timing: Tuesday 12:01am PST)
//   Phase 4: Content SEO (build organic traffic 3-6 months out)
//   Phase 5: Paid acquisition (only after organic validation)

// STEP 5: MEASURE AND ITERATE
//   Week 1-4 KPIs: signups, activation rate, ICP match %
//   Month 2-3 KPIs: conversion to paid, retention, NPS
//   Pivot signal: < 40% activation or < 5% paid conversion after 100 signups