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Guide overview
  • 1. What Is a Go-To-Market Strategy?
  • 2. Best Go-To-Market Channels
  • 3. How to Create a Go-To-Market Strategy: 8 Step Framework
  • 4. B2B Go-To-Market Strategy
  • 5. B2C Go-To-Market Strategy
  • 6. Building a Go-To-Market Team
  • 7. Go-To-Market Tools & Software
  • 8. Go-To-Market Strategy for Startups
  • 9. Most Important Go-To-Market Metrics
  • 10. FAQ
  • 11. Glossary
Guide overview
  • 1. What Is a Go-To-Market Strategy?
  • 2. Best Go-To-Market Channels
  • 3. How to Create a Go-To-Market Strategy: 8 Step Framework
  • 4. B2B Go-To-Market Strategy
  • 5. B2C Go-To-Market Strategy
  • 6. Building a Go-To-Market Team
  • 7. Go-To-Market Tools & Software
  • 8. Go-To-Market Strategy for Startups
  • 9. Most Important Go-To-Market Metrics
  • 10. FAQ
  • 11. Glossary
  1. Go To Market Guide
  2. FAQ
  3. Go To Market Concepts

What Is Go-To-Market Messaging?

3 min read
Chris Mills
Chris Mills Vice President of Product Marketing and GTM, Wrike
See Wrike for marketing

What Is Go-To-Market Messaging?

When you launch a new product, you want to ensure that your potential customers know exactly why this product should be important to them. Having your audience understand and connect with your product’s story is key to converting people to paying customers — and it all starts with your go-to-market messaging.

What is go-to-market messaging?

Your product’s go-to-market messaging is how you communicate your product’s value in preparation for it hitting the market. This part of your go-to-market strategy is very important, as it sets the foundation for what your potential customers can expect from your product or service from the outset. 

Effective go-to-market messaging must strike a balance between being informative, clear, and concise while also connecting with your audience on an emotional level. Your go-to-market (GTM) messaging should stay aligned with your product — for example, if you are launching a new board game, your messaging should be fun and lighthearted. On the other hand, if your team is launching a new service to help with budget management, it should be more serious and informative. 

You can begin to form your go-to-market messaging early on in your GTM process by researching how your product resonates with your audience with a live demo or a focus group. Pay attention to the language your attendees use when engaging with your product. Make sure to ask them how they might use the product and how it will make a difference in their daily routines. This can provide the basis for how your go-to-market messaging will sound.

You can also pay attention to how your competitors frame their products and the language they use to promote them. How can you make your product stand out from the crowd?

Once you’ve settled on the phrasing and feeling of your go-to-market messaging, it’s important to ensure that everyone on your team has the right material to convey your message to your audience. Keep your language and messaging consistent across marketing materials and sales briefs, and keep a close eye on audiences’ reactions. If there is a serious issue with your GTM messaging, be sure to rectify it right away — your customers’ opinions matter most in ensuring your product is a success.

Further reading

blog post

The Ultimate Guide to Marketing OKRs

article

What Is Go-To-Market Launch?

article

What Is a Go-To-Market Pitch Deck?

article

How to Overcome Go-To-Market Challenges

Go To Market Concepts 5 questions
What Is Go-To-Market Enablement? What Is the Difference Between Go-To-Market and Marketing? What Is Go-To-Market Readiness? What Is the Go-To-Market Timeline? What Are Go-To-Market Best Practices?
Chris Mills

Chris is the Vice President of Product Marketing and GTM at Wrike, leading the product marketing, industry solutions, market intelligence, and go-to-market strategy teams. He has over 25 years of experience in the enterprise software industry, previously heading marketing teams at Salesloft, Hearsay Systems, and PROS. Chris combines analytical and people skills with business knowledge to build high-performing teams and drive cross-functional results. 

#go-to-market concepts
Go To Market Concepts
  • Go to market best practices
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  • Go to market messaging
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Go To Market Performance
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Go To Market Strategy
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