FREE DOWNLOAD at http://www.fourquadrant.com/product/questions-ask-building-go-market-plans/ Claim Your FREE guide “Questions to Ask When Building Go-to-Market Plans! Download this free Marketing Assessment Template to build a pragmatic plan to improve the organization and address the marketing needs of the business. Marketing needs to take a lesson form Sales–qualify before you act. Ask any good salesman the key to qualification and you will learn it is asking good questions early in the process. Now, what questions should you ask? Download this FREE guide entitled Questions to Ask When Building Go-to-Market Plans. These questions have been developed by a CMO on the following topics: * Marketing Strategy * Is Value Being Delivered * Product Marketing * Demand Creation * Maximizing Investment * Go-to-Market Download an review the list of Questions to Ask so that you are prepared to raise relevant, meaningful questions the next time a topic or request comes up for discussion. Asking good questions will help you navigate to the core of a request so that resources can be efficiently and effectively allocated to provide the desired results the first time you fulfill the request.   Download go to market planning templates at http://www.fourquadrant.com/products/

1. Questions to Ask When Building
Go-to-Market Plans
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2. Questions to Ask When Building
GTM Plans

3. Questions to Ask When Building
Go-to-Market Plans
Marketing Strategy
§ What is your brand promise to the market place?
§ Do you have a unique and compelling message that is consistent across all actions,
behaviors and communications?
§ What are the key messages and who communicates them?
§ What markets do you compete in?
§ What is the market opportunity for your offering?
§ What is your beachhead strategy?
§ How do your function’s goals support the company’s objectives?
§ Why are you building product x?
§ What is the business objective for development effort y?
§ What is the new product development process?
§ How do you build a product roadmap?
§ What is the distribution strategy?
§ Is there a compelling value proposition in the coverage model for all channels?
§ What is the cost of sale by channel?
§ How can you decrease the cost of sale by channel?
Is Value Being Delivered
§ Are products/solutions reaching their anticipated revenue targets?
§ Are Marketing programs engineered to deliver revenue or leads?
§ Is the sales organization spending enough time in front of prospects and customers?
§ Is the cost of sale at or below industry standards?
§ Have the economics of acquiring and retaining customers been maximized?
§ Are markets large enough to support growth objectives?
§ Are competitors growing faster?
§ Are win rates high enough?
§ Does product strategy include an appropriate balance of cash cows and rising stars?
Product Marketing
§ Do customers and prospects know if you are a technology leader or industry follower?
§ Do you have a product roadmap that shows improvements in TQC, value, organization
impact and/or penetration into new markets?
§ Do you know how your offering stacks up against your competition?
§ Do you know when and why you win and lose in competitive selling situations?
§ Do you experience high conversion rates in the lower half of your sales funnel?
§ Do you have a process to manage the development of new products?
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4. Next Steps
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