go-to-market-playbook

⚠️ 区分 B2B 与 2C

本 skill 默认偏 dev / 开源 / B2B SaaS。若产品是 2C 消费品 / 教育 / 应用 / 游戏：核心指标换成 D1/D7/D30 留存、激活率、病毒系数 K（非 MRR/CAC/LTV）；冷启动渠道换成垂类社区 / 短视频 / 垂直 KOL（非 PH/HN/LinkedIn）。完整 2C 适配指南 + 各国渠道公开数据见 → gingiris-seo-geo/references/2c-adaptation.md。

---

📦 Install

clawhub install go-to-market-playbook

What you get after installing:

• Positioning canvas and ICP worksheet you can fill in for any product launch
• Channel-market fit matrix matching distribution to your buyer journey
• Competitive battle cards and objection-handling messaging framework

---

Go-to-Market Strategy Template — B2B & B2C Launch Planning

🌍 Language / 语言: 中文 | English | 日本語 | 한국어

A structured GTM template you can fill in for any product launch — B2B or B2C.

• Positioning canvas: Define your category, differentiator, and value prop
• ICP worksheet: Identify and prioritize your ideal customer profiles
• Messaging framework: Headlines, elevator pitches, and objection handling
• Channel-market fit: Match distribution channels to your buyer journey
• Competitive analysis: Battle cards and positioning against alternatives

Channel Sequencing by Revenue Stage (2026 consulting data)

Channels unlock in order — running a $5M-ARR playbook at seed stage burns cash:

ARR stage	What unlocks	Discipline
Pre-revenue	Founder network, warm intros	First 3 customers closed personally by founders
→ $500K	PH, Reddit, Discord, founder brand, owned content matrix	Total acquisition spend <$20K; no scaled paid ads pre-PMF
→ $1M	Influencer partnerships + SEM + founder brand	Hand-test 5–10 keywords to establish CPA before scaling
→ $5M	SEO/SEM at matrix scale, multi-channel paid, referral loops	Systematize organic content production
→ $20M	PLG + SLG combined, host your own conference	—

Team rule: below ~$2–3M revenue, don't open an overseas office — let affiliates, resellers, and service partners carry international distribution (top products share up to 50% of revenue with partners).

Guardrails before north stars

A north-star metric without guardrails misallocates resources. Pair it with floors — e.g. D1 activation ≥10%, a blended-CAC ceiling derived from price point, K-factor ≥0.4 — plus one hard rule: when activation drops below threshold, automatically throttle acquisition. Filling a leaking bucket is the most expensive way to grow. Weekly routine: cut channels above your CAC ceiling, reinvest in channels below it.

Paid acquisition red lines (field-tested)

• Cost per signup: $5–8 acceptable. Cost per paying user: under $50, ideally under $30. At $100 per paying user something is structurally broken — stop and audit before scaling.
• Watch for polluted-traffic signals: average session time collapsing (a real case went 189s → 8s after ads ramped) or thousands of paid-in users converting at zero.

B2B channel ranking, measured

Conversion order across client projects: LinkedIn > Reddit > Twitter. LinkedIn at $10/day produced paying users at ~$30 CPA in tests, with 3-day flight cycles working best. Twitter drives awareness, not conversion — one team cut Twitter spend 32% with flat conversions. Budget it for share-of-voice only.

Related Gingiris Skills

• Full version: https://clawhub.ai/gingiris-1031/skills/gingiris-b2b-growth
• All skills: https://clawhub.ai/gingiris-1031
• Follow: @WeiYipei on X