Questions
Questions people ask before they get in touch.
Everything about the go-to-market strategy sprint: what it is, what it costs, what is in scope and what I need from you.
If any of these sound like your company, the sprint is built for you.
Our clients deal with account managers. Does a platform launch work for a business like ours?
That is the situation the sprint is built for. Clients used to a person will not move to a log-in because a product exists. The plan treats your account managers as the launch channel, gives them one story to tell, and decides which clients and segments the platform leads with, in what order.
We have invested in building a product and want growth to come from it. Is the sprint for us?
If you grew through people and are now building a platform your clients can use directly, yes. The sprint plans how product-led revenue sits alongside relationship-led revenue: which clients move first, what account managers do, and how the product earns its own pipeline over time.
We've built a new product beyond our core and growth is slowing. Is the sprint for that?
Yes. A second product usually arrives with a second story, a second price list and no decision about which one leads. Define settles the offer stack: what you sell, in what order, to whom. Get Set turns it into cross-sell decks your account managers will use. You finish with one lead offer and a sequence for the rest, not two products competing for the same meeting.
We're entering a new country. Nobody there knows us. Where does the sprint start?
With what you already know. Discover shows why you win where you win and which of that travels. Define positions you against the alternatives in the new market, including the local incumbents and doing nothing. Strategy picks the beachhead: one segment, one channel, the partners worth having, and how you arrive. If I have not worked in that market I will say so on the first call, and the plan is built to find out fast what the market thinks rather than assume it.
I've just joined as commercial lead and need a plan the board will back. Is this that?
Yes, and you are the sponsor the sprint needs. In three months you get a go-to-market strategy built with the leadership team, not handed to them, so it arrives already agreed. The fixed price and named deliverables give the board something to sign off before you start. Discover doubles as your first ninety days: every function interviewed, the story gaps on one page.
The founders and two or three sellers win our deals. Everyone else takes orders. Can that change?
Partly. The sprint cannot make a seller, but it can give the rest of your team what the founders carry in their heads: one story, in your buyer's words, cut into decks for new business and cross-sell, and a sales process with the tools it needs. The second string stops improvising. The founders stop being the only people who can open a room.
Everyone in our company tells a different story about who we are. Can the sprint fix that?
Yes, and it is usually where we start. In Discover I interview leadership, sales, account management, marketing and product and show you the five versions of your story side by side. In Define we agree one: who you are for, what you are up against and why you win. It becomes the sales narrative every team sells from.
We grew fast for years and now it's slowing. We don't know what has to change.
Nothing is broken. You have reached the limit of growth that ran on the founder, a strong product, referrals and account managers. That engine does not travel to a new market, product or buyer. The sprint works out why you win where you win, where to aim next, and the repeatable system that takes you there.
What the sprint is and what you get.
What is the go-to-market strategy sprint?
A three-month, fixed-price engagement in which I build the go-to-market strategy for your next product, platform or market with your leadership, sales, account management, marketing and product teams. It runs through five stages: Discover, Define, Strategy, Get Set and Grow. You finish with positioning, a sales narrative, a launch blueprint, your first sales decks and one launch campaign.
How much does the sprint cost and how long does it take?
£30,000, €35,000 or $40,000, fixed. About three months. Half on signing, half when the strategy is delivered, roughly two-thirds of the way through. There are no day-rate extras inside the sprint. If you want senior help running the plan afterwards, fractional support is priced separately, shaped to the scope.
What exactly is in scope, and what is not?
In scope: Discover interviews and a readout; positioning, offer stack, messaging and sales narrative; the launch blueprint of channels, markets, segments and cadence; and in Get Set the first sales decks, marketing plan, sales process and one launch campaign, built with you. Not in scope: running the launch, building your website or managing an agency.
Does the sprint include sales enablement?
Yes, the first layer of it. One sales narrative becomes a set of decks: new business, cross-sell for account managers, and partner or investor versions where you need them. I design the sales process and specify the key tools. Your sellers leave with one story and the materials to tell it, written in your buyer's words.
We know where we want to go. We don't know where to start or which product to lead with.
That decision is the sprint's job. Discover shows what is working and what is not. Define picks one buyer and one lead offer. Strategy sets the channels, the markets, the segments and the launch cadence. You finish with one starting point and a sequence for what comes next, agreed by your leadership team.
The objections, answered.
Do you run the launch, or plan it?
The sprint develops the strategy and builds the first pieces with you: sales decks, the marketing plan, the sales process and one launch campaign. Your team runs the launch. If you want senior help running it, I can stay on one or two days a week as fractional go-to-market and product marketing leadership.
Will this guarantee pipeline or revenue?
No, and anyone who promises that has not met your market yet. What I can promise is a focused plan your leadership team has agreed, one story every seller tells, and the first materials to take it to market. The fixed price and named deliverables mean you know what you are buying before you sign.
Should we hire a marketing leader instead?
Probably, eventually, and the sprint makes that hire work. A senior hire takes months to land and months more to learn the business, and then needs a strategy to run. The sprint gives you the strategy in three months, and the job description for the person who should own it.
We have one marketer. Can a small team act on the output?
That is why Get Set builds real materials with you, not slides for a drawer: the decks, the marketing plan, the sales process and one campaign ready to run. Everything else the blueprint needs is written up so your team or a partner can build it. The plan is sized to the people you have.
Do you know our market?
I have spent more than 15 years in senior B2B product marketing and go-to-market roles, mostly in data, identity, risk and regulated technology. If I have not worked in your market I will say so on the first call, and you can decide whether that matters. I do not claim buyer knowledge I do not have.
What I need from you.
What do you need from us?
One sponsor on the leadership team who owns the sprint, clears diaries for interviews and makes the call when teams disagree. Time with your people in Discover across leadership, sales, account management, marketing, product, technology, delivery and operations. And someone to own the plan when the sprint ends. Without a sponsor it stays a document.
Where are you based and where do you work?
I am based in Donostia-San Sebastián, Spain, and work with companies in the UK, Europe and North America. Most of the sprint runs remotely. I travel for the sessions that matter, usually the Discover interviews and the strategy readout.
Still have a question? Ask me.
About Pioneer PMM
Pioneer PMM is a go-to-market consultancy founded by Ryan Woodley-Mitchell, a B2B product marketing leader with more than 15 years in senior roles. It works with founder-led B2B technology companies at 20 to 50 million in revenue, in the UK, Europe and North America, that are launching something new: a platform their clients will use directly, a product beyond the core, or a new market. Most grew through account managers and long client relationships and have no product marketing or go-to-market function in seat. The core offer is a three-month go-to-market strategy sprint at a fixed price of £30,000, €35,000 or $40,000, which delivers positioning, a sales narrative and a launch blueprint. Ryan is based in Donostia-San Sebastián, Spain.