Know how to win the market, not just which one to enter
The GTM (go-to-market) Playbook from Think & Grow is an end-to-end market launch; from validating and sizing your target market to a motion designed to land your first customers within six months. Enter with a strategy built to convert, with support from experts who’ve done it many times over.
A great product doesn’t sell itself in a new market, we’ll build you a playbook that will.
Companies engage Think & Grow for a GTM Playbook because…
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What is the GTM Playbook service?
A localised, ICP-led playbook that takes you from planning to first sales, with the target accounts, partners and hires to get there. From positioning and pitch, to pricing and how to sell to your ICP, through to engaging with channels and partners on the ground. Oh, and we can make it repeatable for multiple markets.
Many founders, CEOs, and Boards skip straight to GTM execution, but the GTM Playbook is the instrumental step - sequenced so you spend in the right order, on the right things, and specific enough that your team can pick it up and run it. That’s the difference between a stalled and successful market launch.
What you get with the GTM Playbook service
A tailored, GTM strategy, backed by real data, built in-house by our operators who’ve entered these markets themselves (no generic or AI-generated playbooks here). Depending on the market and how far along you are, it’s built from a menu of components, usually as part of a phased approach:
Case studies
A repeatable, partner first playbook for tough markets
Snowflake needed to expand into smaller, complex markets. We validated the opportunities, prioritised segments, built the partner segmentation and onboarding flows, and delivered a Top 100 target-account list for a repeatable GTM framework.
Successful market entry into Australia
We localised the value proposition, built an ICP-led playbook for local buyers, ran a launch event to generate demand, and hired the founding GTM team, resulting in 5 paying customers, 60 warm leads and 10 trial users in the first three months.
ANZ new market launch
Compete arrived in ANZ with no local base. Our operators ran founder-led roadshows across three cities and built the team behind the demand: 1,000+ ecosystem connections and 86+ customers in six months.
Our team hasn’t just studied growth, they’ve done it.
Our team has built and scaled companies into the exact regions you're weighing up, so the intelligence comes with experience and expert judgement, not just data.
And because the GTM Playbook sits inside our full Growth Stack, the plan doesn’t stop at a document, it flows straight into execution, the hires that carry it, and the partners that accelerate it.
Ready to scale your business beyond borders?
Let’s build your route to revenue.
Your Growth Centre of Gravity
The GTM Playbook is one of the services inside the Growth pathway. Customers often come from, or go onto:
A Growth Diagnostic (half day) Workshop to uncover growth blockers and opportunities.
Market Intelligence to confirm which market to back before you strategise entry.
Partnership Landscape to activate the partners the strategy calls for.
Programs
A defined entry point
Facilitated workshops for a structured, high-value engagement about your business
Growth Services
Support for expansion and scaling
GTM and market intelligence for ambitious companies scaling into new markets and phases.
People Services
Design your org for its next phase
Executive Search, Capability Review, and Organisational Design for scaling companies.
AI Services
Level up operational infrastructure
AI and digital transformation that’s grounded in commercial context, not just technical delivery.
Frequently asked questions
It’s a comprehensive GTM strategy, based on real data and Market Intelligence, for the chosen market (or markets), with the support to execute it; positioning, pricing, ICP, target accounts, the entry model, the sales motion and the first hires.
Most often, companies will engage us after going through the Growth Diagnostic Workshop, Market Intelligence or the AWS Passport Program. It’s imperative before expanding internationally that you have the data, gaps filled, and knowledge of your potential markets first.
All our GTM Playbooks are tailored to the business, which means they are all developed slightly differently. But, to give a high level overview: we start by understanding the business, including objectives, current trajectory, team capability, potential blockers (e.g. being in a highly regulated industry or entering a heavily regulated market), gaps in data, and desired markets (if any). This allows us to begin quantifying market opportunity (TAM, SAM, SOM) across various markets) to guide prioritisation. That’s when the fun can begin; from assessing direct and partner-led GTM strategies to identifying industry verticals based on complexity, and producing target account lists.
We deliver The Growth Stack – strategy, technology, and talent – with one team, under one roof. So, there’s no need for you to stitch together different partners and vendors or overspend on getting everything you need. The team that will work with you are made up of experienced operators who have scaled businesses multiple times over, so you have the support you need and the confidence that the moves you will make are the right ones.
Our Market Intelligence work is so unique that we will (almost) always insist on conducting it ourselves. It means we can guarantee that we’ll have the level of data, research, and insights we need to develop your GTM Playbook.
Book a call. We’ll talk through your target market and scope the right piece of work.
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