The M.O.V.E. Framework Strategy and planning processes have multiple frameworks that already exist. But GTM is about creating a transformation process and why we created the M.O.V.E. framework to help you transform and grow efficiently. The M.O.V.E. framework focuses on four key areas – market, operations, velocity, and expansion. As part of our mission to keep go-to-market simple, we distilled the framework into four key questions: Market: Whom should we market to? Operations: What do we need in order to operate effectively? Velocity: When can we scale our business? Expansion: Where can we grow the most? Regardless of the size of your business, which stage you are in, how much revenue you have made, or how many products you have launched, the questions will remain the same. Your answers will differ. And you keep revisiting these questions at every strategy and planning session. The four-question M.O.V.E. framework is designed to ensure that there is clarity and alignment among your executive team. Marketing, Sales, Customer Success, and product need to all be on the same page on the answers to these four questions. MOVE THE 4-QUESTION GTM FRAMEWORK Don’t focus on how big the market is. Focus on the market that WHO best matches the pain points that your product/service solves. Having a single source of truth in your data helps you make better WHAT business decisions. Have a plan to ramp up your staffing and your enablement efforts, so WHEN you can get ahead of volume, education, and change management within your organization. Have a plan for expansion that incorporates more than just your sales WHERE organization (e.g., partners & agencies, expand your coverage into new verticals or business types, or expand your product). @GTM Partners Your aim with your go-to-market framework should be to build a cohesive, trained, and responsive team that works together to understand, know, and serve the customer. © 2022 Go To Market Partners, LLC. All rights reserved.