Go-to-Market & Sales Strategy Topics
Market strategy, sales operations, territory design, and market expansion. Covers segmentation, channel strategy, and competitive positioning.
Customer Acquisition and Channel Strategy
Covers the strategic design, evaluation, prioritization, testing, measurement, and scaling of multi channel customer acquisition and growth programs. Candidates should demonstrate frameworks for comparing and prioritizing channels by metrics such as cost per click, cost per lead, customer acquisition cost, lifetime value, return on ad spend, payback period, conversion rates, and blended acquisition cost. The topic encompasses trade offs between paid channels that scale quickly but raise unit cost, organic channels that require investment but improve unit economics over time, partnerships and distribution programs that may ramp slowly but provide multiplier effects, and product led approaches such as viral loops and referral programs. Important skills include estimating addressable scale for each channel, forecasting unit economics and contribution to lifetime value, allocating budgets across channels and over time, sequencing channels for a new product or market, and balancing short term growth with long term channel investment. Candidates should be able to design and interpret experiments and attribution approaches, explain instrumentation and cross channel measurement, detect channel saturation and diminishing returns, and recommend how to pivot or scale channels based on performance data. The scope also includes practical operational constraints such as team capacity, creative and landing page requirements, compliance and tracking limitations, and how marketing, product, and partnerships integrate to maximize funnel conversion and retention.
Go To Market Planning and Execution Roadmap
Structure a realistic go-to-market or growth plan that moves from strategy to execution. At junior level, this means: (1) Defining clear phases (Phase 1: Test and learn with 1-2 channels; Phase 2: Scale winning channels; Phase 3: Optimize and expand). (2) Identifying key dependencies and blockers (e.g., 'We need product team support for in-app messaging'). (3) Sequencing tactics logically—what happens first, what can run in parallel. (4) Being realistic about timelines and resources—juniors should acknowledge constraints and ask clarifying questions. (5) Identifying key milestones and go/no-go decision points. Show that you understand execution requires coordination and iteration, not just planning.
Strategic Framework Development
Covers the ability to design repeatable strategic frameworks for go to market strategies, market entry, and partnership models. Candidates should demonstrate how they structure problems, identify key hypotheses and assumptions, select segmentation and prioritization criteria, model revenue and unit economics, and define experiments and decision gates. Interviewers will evaluate how a candidate translates a framework into concrete next steps, communicates trade offs and assumptions clearly, and adapts the framework for different markets or partner types.