GTM framework with innovators - PLG series - #4

Define the right GTM Framework with Innovators

The main goal: to validate product roadmap with Innovators for the first few (3-6) months (see reference in previous blog post).

What part of your USER’s workflow (set of tasks key to their job to be done) are you disrupting?

The main goals of this exercise:

• To understand the gaps between your understanding of the USER and their real pain points
• To force yourself (the team) to really understand your value proposition
• For this you want to run a ton of user interviews, asking them about their pain points, habits, workflow etc. Use The Mom Test. Check out this blog post where I share my notes and highlights of The Mom Test: https://www.indiehackers.com/post/talk-to-users-as-soon-as-possible-i-made-highlights-in-my-mom-test-copy-check-it-out-below-53a948f2c4

User personas

Document your user personas. Some great questions to ask from yourself are below.

• What are the common pain points that triggers users' solution search?
• Top 3-5 selection factors to try the offering?
• Specific, logical / emotional expected results before using your product?
• Negative prior try, wrong perceptions?
• How can you support your claims, what proof does matter to your users?

User Journey

A common user workflow would look like this:

1. User searches for solution to pain
2. User understands lightly how the solution potentially solves the pain
3. User starts trial
4. User experiences Aha! moment
5. User engages with product repeatedly
6. User advocates for team-wide adoption
7. We equip User with business case for Buyer
8. Advance Buyer in sales pipeline to purchase
9. User/Buyer experiences success
10. User/Buyer evangelize throughout the company

Depending on your product, some steps from the above might be irrelevant.

In this PLG series I'm posting my own experience and research findings about Product Led Growth. The goal is to share my insights with Indie Hackers. I'm happy to tailor the posts more to my audience's needs, so just drop a comment to give feedback.

Link to previous PLG post: https://www.indiehackers.com/post/market-segments-plg-series-3-62acf2d756