Frame the market and define your position

Begin by establishing a shared understanding of the market. Outline the business category, its size, and major players before diving into any strategic discussions.

What to prepare

  • A clear product description and target industry

  • Your selected geographies and intended price range

  • A list of known competitors, including links to relevant research

Try this prompt:

Act as a B2B strategy analyst.

Goal: create a concise, one-page market overview for [PRODUCT] in [INDUSTRY], [REGION].

  • Define the business category in a single sentence.

  • Map adjacent categories and ambiguous areas.

  • Estimate TAM, SAM, and SOM using bottom-up methodology.

  • Provide a segmentation table by segment and region.

  • Name the top ten competitors along with their ACV tiers.

  • Summarize each competitor’s positioning in one line.

  • Develop a two-axis positioning map. Axes: [AXIS 1], [AXIS 2].

  • List relevant regulations and required certifications.

  • Share three unconventional insights worth testing.

  • Formulate ten questions to validate with customers.

Output: a concise summary, tables, and clear assumptions. Request missing numbers if necessary before proceeding.

Define customers and validate the problem

Your personas should focus on specific pains, not just job titles. Express these pains in terms of measurable impact.

Information you’ll need

  1. Details of your ideal customer profile

  2. The main reasons for recent wins or losses

  3. Procurement steps and security requirements

Try this prompt:

Act as a customer researcher for B2B software.

Objective: develop detailed personas and pain validation for [PRODUCT] targeting [ICP] in [INDUSTRY].

  • Create three personas covering the buying committee.

  • Develop a JTBD (Jobs-to-be-Done) statement for each.

  • Score their pains by severity and frequency.

  • List existing alternatives and current workarounds.

  • Specify success metrics and timelines.

  • Draft discovery questions clarifying stakes and urgency.

  • Map typical objections with supporting evidence to address them.

  • Detail procurement, security, and legal barriers.

  • Recommend a brief survey to further validate pain points.

  • Produce a weighted scoring table for fit.

Output: persona cards, JTBDs, fit scoring table, and an interview guide.

Shape your solution, pricing, and moat

Translate proven pains into a clear solution and logical packaging. Pricing should reflect both value and scope.

Effective packaging clarifies who your solution serves right now.

  • Request a sequential roadmap instead of a list of features.

  • Ask for clear rationale behind pricing and serving costs.

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Try this prompt:

Act as a product strategist.

Goal: turn validated pains into a product blueprint, development roadmap, and pricing strategy for [PRODUCT].

  • Draft a concise product vision in two sentences.

  • Define the smallest MVP that fulfills the core job to be done.

  • Lay out a four-quarter roadmap with milestones and outcomes.

  • Detail essential system and API integrations.

  • Highlight potential risks: technical, regulatory, and third-party.

  • Design three pricing tiers, specifying metric units.

  • Clarify price logic and target average contract values.

  • Set guidelines for discounts and packaging structure.

  • Describe your competitive moat and anticipated follow-on features.

  • List release requirements with clear acceptance criteria.

Output: organized tables for features, pricing, and risks. Ensure every aspect is testable.

Plan your go-to-market and revenue engine

Effective GTM aligns segments, channels, and your sales approach for scalable growth.

For in-depth sales messaging, explore the companion guide 25 AI prompts to build a SaaS sales playbook.

  • Clarify handoffs between marketing, SDR, and AE teams.

  • Define stage-specific exit criteria throughout the sales funnel.

Try this prompt:

Act as a B2B revenue leader.

Objective: deliver a GTM brief for [PRODUCT], targeting [ICP] with an ACV in [RANGE].

  • Segment target accounts using firmographics and intent signals.

  • Select primary channels: outbound, inbound, partners, product-led.

  • Craft a core value proposition with three supporting proof points.

  • Write two tailored cold email sequences with personalization tokens.

  • Develop SDR call scripts including key objection handling.

  • Outline partner types and a basic referral structure.

  • Detail the sales process, specifying exit criteria for each stage.

  • Propose a lead scoring model with weighted indicators.

  • Set weekly KPIs and benchmark conversion rates.

  • Plan for headcount, ramp timing, territories, and quota allocation.

Output: a concise GTM summary, example sequences, scoring criteria, and a KPI table.

Model the finances and test for risks

Connect your strategy to the numbers. Design a model that stands up to tough questioning.

  • Build models from drivers, not just fixed totals.

  • Show what happens in base, pessimistic, and optimistic scenarios.

Try this prompt:

Act as a finance analyst for a SaaS company.

Goal: create a 36-month model for [PRODUCT], covering all essential unit economics.

  • List inputs you’ll need and clarify any uncertainties first.

  • Model a revenue waterfall from leads to annual recurring revenue.

  • Include expansion, downticks, and customer churn.

  • Calculate CAC, payback period, and LTV to CAC ratio.

  • Estimate costs of goods sold and gross margin drivers.

  • Project OpEx by function along with headcount growth.

  • Show projected cash burn and monthly runway.

  • Include separate assumptions for base, bear, and bull cases.

  • Return a table for assumptions and related formulas.

  • Call out the top five key sensitivities to monitor.

Output: structured tables and a succinct memo outlining major risks and financial levers.

Centralize all outputs in a single workspace to keep your team connected. Many teams use platforms like Routine or Notion to unite GTM, delivery, and finance workflows.

FAQ

What is the significance of estimating TAM, SAM, and SOM?

Estimating TAM, SAM, and SOM is crucial for framing the market opportunity and resource allocation. It helps in identifying the potential max revenue and the practical segment you can realistically capture. Misjudging these metrics can lead to over or under-investment.

Why is defining customer personas so important in B2B markets?

Customer personas help in understanding user pain points, aligning your strategy with actual needs, and optimizing product-market fit. Inadequate personas can direct resources towards irrelevant features, hurting your bottom line.

How do system and API integrations affect product development?

System and API integrations streamline the user experience and extend functionality, increasing product appeal. However, overlooking integration complexities can lead to technical debt and customer dissatisfaction.

What are the risks of not having a detailed competitive analysis?

A poor competitive analysis can result in mispricing, mispositioned branding, and missed market opportunities. Without knowing your competitors, you fail to understand your unique selling points effectively.

How does a GTM strategy influence business success?

A well-constructed GTM strategy aligns your product offerings with customer needs and market demands, maximizing revenue and minimizing wasted efforts. Failure in executing GTM can waste significant resources and demoralize sales teams.

Why is it essential to model financial risks in pessimistic scenarios?

Modeling pessimistic scenarios prepares your business for market downturns and unforeseen challenges, ensuring sustainable operations. Overlooking this can lead to liquidity issues and drastic crisis management.

How can segmentation impact your marketing and sales efforts?

Segmentation helps tailor marketing messages and sales tactics effectively, increasing conversion rates and customer retention. A poor segmentation strategy can lead to wasted resources targeting the wrong audience.

What role does a two-axis positioning map play in market strategy?

A two-axis positioning map visually distinguishes your product against competitors, aiding strategic decisions. Misplacement on this map can lead to ineffective differentiation and decreased market visibility.