Improve GTM Strategy & Execution

1. Know the buyer.

Who is actively researching solutions in your market right now? What problems are they trying to solve? What resources are they using to find answers and complete their “jobs to be done?”

Experts at TechTarget and Enterprise Strategy Group™, TechTarget’s integrated strategy, research, advisory and validation division, provide better visibility into current and future market opportunities and detailed insights about who is buying in your market and why. We synthesize proprietary demand-side research and buyer activity insights to deliver:

Market validation
Market segmentation
Customer requirements
Purchase process insights
Buyer persona development and validation

2. Differentiate from competitors.

Which competitors are your target buyers researching? What vendor preferences do your targets have? What market opportunities can you capture that competitors have missed?

To effectively differentiate from the competition, it is essential to understand which vendors your target buyers are researching and why. Extensive buyer activity data from TechTarget, combined with Enterprise Strategy Group’s advisory services and market research, can identify which competitor content is viewed most by buyers, how to best differentiate your solution with respect to specific buyer challenges and where more market opportunities exist.

3. Develop positioning that resonates.

Does your solution/brand positioning clearly address specific buyer needs and preferences? Does it articulate your competitive differentiation so that buyers understand precisely why your solution best addresses their needs?

Enterprise Strategy Group analysts and TechTarget buyer activity experts provide ongoing advisory services and content consumption data that help tech vendors develop positioning and brand identity that resonate with buyer needs and better articulate their solution’s competitive differentiation, including:

Buyer persona development and validation
Competitive analysis
Strategy development and review
Solution/brand positioning

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4. Create content that educates and validates.

Does your content speak to the buyer’s problem and how your solution solves it? Does it address a buyer’s solution preferences and educate them about market trends? Does it utilize trusted 3rd-party input to validate your solution’s market fit and competitive differentiation?

When they research purchases, buyers want 3rd-party perspectives on the available solutions to meet their needs. Enterprise Strategy Group and TechTarget expert-authored custom content, interactive tools, and research and content sponsorships provide this independent perspective to help tech vendors engage prospects. To capture qualified leads and accelerate them through your sales funnel, we produce a full spectrum of custom content options:

5. Target active buyers in the right place at the right time with the right messaging and content.

Do you know when buyers are actively conducting buy-cycle research and exactly what content they’re consuming? Are you targeting only one “decision-maker” at each account, or can you observe the “buying team” and engage multiple critical players?

TechTarget’s Priority Engine™ purchase intent data, SEO experts and BrightTALK^®virtual event marketing professionals capture the insights tech vendors need to ensure their tactical execution aligns to their strategies and objectives. We provide extensive enablement services to help your sales team and partners alike to understand buyer needs and speak confidently about how your solutions address them.