⟴ Go-to-Market
Go-to-Market is a Growth-phase founder capability in the SKILLOS registry (category: original). Cross-references: 4 frameworks, 4 key metrics, 4 templates, 2 case studies, 3 mastery signals. Substrate applicability: 197 countries × 60 verticals × 99 SKILLOS sectors.
🔧 Frameworks
- Lenny Rachitsky B2C/B2B Research (40+ companies)
- PLG vs. SLG Motion Selection
- Product Hunt Launch Playbook
- Racecar Growth Framework
📊 Key Metrics
- Pre-launch waitlist conversion >5%
- First 100 customers in <90 days
- Organic vs. paid CAC ratio
- Launch-day retention at 30 days
📋 Templates
- GTM motion selector
- B2B outbound sequence template
- Product Hunt launch checklist
- Waitlist nurture email sequence
💡 Case Studies
Double-sided referral programme grew the user base from 100K to 4M in 15 months — a 3,900% lift with near-zero paid spend
PLG distribution through embedded scheduling links made every booked meeting a product impression; Calendly crossed $100M ARR with fewer than 5 marketing hires
Racecar Framework: Kickstart (campaigns, PR, launches) gets you moving. Engine (virality, content SEO, sales) keeps you moving. Turbo boosts (partnerships, press) accelerate. You need all three.
🎯 You've mastered this when…
- Organic signups exceed paid
- Customers tag product on social unprompted
- Sales cycle shortening over first 50 deals
Related skills in the Growth phase
Frequently asked about Go-to-Market
What phase of the founder journey does Go-to-Market belong to?
It is a Growth-phase skill in the SKILLOS registry. The seven phases are Foundation, Discovery, Capital, Build, Growth, Revenue, and Scale.
What are the most useful frameworks for Go-to-Market?
The four canonical frameworks are: Lenny Rachitsky B2C/B2B Research (40+ companies); PLG vs. SLG Motion Selection; Product Hunt Launch Playbook; Racecar Growth Framework.
How do I know when I have mastered Go-to-Market?
Mastery signals include: Organic signups exceed paid; Customers tag product on social unprompted; Sales cycle shortening over first 50 deals.
Which sectors does this skill apply to?
All 99 SKILLOS sectors — from AI & Machine Learning to Emerging Consumer Technology. The skill applies across every vertical in AJG's substrate of 197 countries and 60 commerce verticals.