Your work is saved in the browser.

🔧 Add-on GTM Checklist

Comprehensive Go-to-Market Framework for Add-on Products

0 of 32 tasks completed (0%)
Product Definition
0/6
Define core functionality and feature set with clear technical specifications.
Create product roadmap from MVP to GA with clear milestones and timelines.
Document integrations, APIs, and technical requirements including core product dependencies.
Define dependencies on core product and impact analysis if core is disabled.
Establish development status tracking (Alpha/Beta/Pilot/GA) and release criteria.
Define support model and SLA requirements for the add-on product.
Positioning & Messaging
0/7
Identify target customer pain points and problems the add-on solves.
Define measurable business benefits and ROI proposition for customers.
Establish differentiators vs. competition and vs. core product functionality.
Create compelling narrative and storyline (2-3 slide deck format).
Develop elevator pitch (≤20 seconds, one compelling sentence).
Gather proof points including case studies, customer testimonials, and success metrics.
Prepare responses to top 3 objections and common customer concerns.
Pricing & Packaging
0/6
Define pricing metric (MAU, GB, transactions, seats, usage-based, etc.).
Design pricing models (flat, usage, % of core, freemium, dynamic pricing).
Create tiered packages and bundles that scale with core product plans.
Establish discount policy and promotional strategies for launch and early adopters.
Set upsell targets and minimum ARPA (Average Revenue Per Account) goals.
Define revenue recognition policies and billing implementation requirements.
Go-to-Market Plan
0/8
Assign clear ownership roles (PMM, PM, Sales Lead, Success Lead).
Define business objectives and success metrics (e.g., +5% ARR in 2 quarters).
Select distribution channels (direct sales, partners, marketplace, product-led).
Plan launch tactics (campaigns, webinars, nurture sequences, trials).
Implement CRM/CPQ system changes and quote configuration updates.
Create marketing materials (landing pages, datasheets, demo videos).
Develop launch timeline with go/no-go decision criteria and checkpoints.
Plan internal communication strategy (enablement emails, Slack AMAs, training).
Sales Enablement
0/7
Create battlecards covering value prop, competition, objections, and differentiators.
Develop 5-slide sales deck with compelling add-on story and demo flow.
Create demo environment and sandbox for hands-on product demonstrations.
Build pricing FAQ and ROI calculator tools for sales conversations.
Develop conversation scripts and discovery questions for add-on sales.
Create upsell/cross-sell playbook with timing triggers and data indicators.
Conduct training sessions, certification, and create recorded enablement content.
Metrics & Feedback
0/8
Track attach rate (% of new core deals that include the add-on).
Monitor adoption metrics (active users, feature usage, engagement levels).
Measure add-on revenue contribution as percentage of total ARR.
Track Time-to-First Value (TTFV) for add-on implementation and usage.
Monitor net retention and churn rates specifically for add-on users.
Collect NPS/CSAT feedback specifically for the add-on experience.
Create real-time dashboard for add-on KPIs in CRM/BI systems.
Establish feedback loops between Sales↔Product and Customer Success↔Product teams.
0 Completed
42 Remaining
0% Progress