Author: Will Bachman@2024
Publisher: Umbrex Consulting LLC
Credit: CTO Vietnam Network, Umbrex
We understand that professionals like B2B business owners, entrepreneurs, CMOs, and marketing experts often juggle multiple priorities. That’s why The B2B Go-to-Market Strategy Handbook is tailored to your needs. Authored by Will Bachman, this resource is packed with actionable checklists and step-by-step guides, minimizing fluff and focusing on what matters most—helping you design and execute a winning go-to-market (GTM) strategy.
This handbook is a practical reference, whether you're launching a new product or expanding into a new market. It equips you with the tools to streamline your planning process and set your organization up for success. At SOSP Consulting Group, we highly recommend it for organizations entering dynamic markets like Vietnam.

Download: here
Why a Go-to-Market Strategy Matters
A GTM strategy is more than just a business plan; it is the blueprint that bridges your offerings to your target audience. Here’s why it’s crucial for B2B companies:
Identifies Market Opportunities: Gain clarity on where your product fits within the competitive landscape.
Aligns Teams and Resources: Ensures sales, marketing, and operations work cohesively towards shared objectives.
Enhances Customer Focus: Tailors your approach to meet the needs of specific market segments.
Optimizes ROI: Reduces wasted effort by focusing on the most effective strategies and channels.
For small and medium-sized enterprises (SMEs), especially foreign direct investment (FDI) companies entering new markets like Vietnam, having a robust GTM strategy is essential. It helps navigate unfamiliar market dynamics and adapt to the preferences and behaviors of a new audience.
What’s Inside the Handbook?
This comprehensive guide covers every aspect of building a GTM strategy, divided into 13 chapters:
Understanding Go-to-Market Strategy: Fundamentals, importance, and ownership.
Market Analysis: Techniques for identifying opportunities, segmenting customers, and forecasting demand.
Value Proposition Development: Crafting and communicating your unique value.
Product Positioning and Messaging: Positioning strategies and case studies.
Sales Strategy and Planning: From channel selection to sales team structure.
Marketing Strategy and Execution: Integrated campaigns, digital tactics, and lead nurturing.
Distribution Channels: Managing direct, indirect, and online sales.
Pricing Strategy: Models, optimization, and competitive analysis.
Customer Acquisition and Retention: CRM systems, onboarding, and retention tactics.
Metrics and Performance Management: Dashboards, data interpretation, and continuous improvement.
Technology and Tools: Insights into CRM, marketing automation, and analytics tools.
Implementation and Execution: Roadmap creation, cross-functional collaboration, and overcoming challenges.
Templates and Checklists: Ready-to-use resources to accelerate your planning.
How This Handbook Benefits FDI Companies
Launching your product or service in a new country, like Vietnam, requires deep local market understanding. This handbook will guide you through:
Conducting thorough market analysis to identify opportunities.
Developing a compelling value proposition tailored to the local audience.
Crafting a sales and marketing strategy that aligns with regional preferences and business practices.
Leveraging partnerships and distribution channels to maximize reach.
Navigating legal and competitive landscapes with confidence.
By following the principles in this handbook, you’ll be better equipped to overcome common challenges and achieve sustainable growth.
Download: here
Why Choose SOSP Consulting Group?
At SOSP Consulting Group, we specialize in providing tailored market research services—from Market Assessment and Pre-launch to Post-launch support. For GTM cases, our research insights help you prepare a robust strategy by understanding market fundamentals, competitive offerings, and customer needs.
Need Support for Your Vietnamese Market Entry?
Reach out to SOSP Consulting Group today for expert assistance with your Vietnamese market research. Let us help you create a GTM strategy that drives impactful results.
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