Take an Indian product to the world

Sell to the US or the Gulf from Bengaluru or Chennai, and be trusted doing it.

5 steps, 20 questions underneath, read for breaking into gtm

1. 1
   Who you sell to

   Picking a customer worth chasing, and knowing early when a deal is not one.

   What is an ICP and how is it different from a persona? People use both words for the same thing. 4 → We have about fifteen customers and they are all different. How do I find an ICP out of that? 4 → The person who uses our product every day is not the person who pays for it. Which one is the ICP? 4 → Every deal seems to have five people in it. Who actually signs, and who am I wasting time on? 3 →
2. 2
   Positioning and messaging

   Making a buyer understand in one sentence why you exist and why you are the one to pick.

   What is positioning in plain English, and why does everyone insist we have got it wrong? 3 → How do I write a one-line description of what we do that a normal person actually understands? 4 → What is the actual difference between positioning, messaging and copy? I keep being asked for all three and they feel like the same job. 4 → Does our name actually matter? We keep arguing about it and I cannot tell if it is important or a distraction. 5 →
3. 3
   Brand and narrative

   The founder story as a GTM asset, a point of view that sells, and earning trust selling from India to the world.

   I am a founder with no marketing team. Is my own story actually a GTM asset or just vanity? 3 → What is a strategic narrative and how is it different from our pitch deck? 3 → Everyone says post on LinkedIn. What do I post if I am not an expert yet? 4 → What is the difference between brand and demand, in plain terms? 4 →
4. 4
   Pricing and packaging

   What to charge, what to charge for, how to package it, and how to change it later without losing people.

   I have no idea what to charge. How do I pick a first price? 4 → What is a value metric and why does everyone say it matters more than the number? 4 → Free trial, freemium, or demo first? How do I pick which door people come through? 4 → Should I bill monthly or annually when I am small and every rupee of runway counts? 3 →
5. 5
   Partnerships and alliances

   Tech and integration partners, co-selling, co-marketing, when a partnership is real, and your first partnerships hire.

   What does a partnerships person actually do all day? 4 → Referral, tech partner, reseller, SI: someone offered us a partnership, which one is it? 4 → A much bigger company wants to partner with us. Should we say yes? 4 → I have just been handed partnerships as my job. What do I do in the first 90 days? 5 →