What is a GTM strategy?
A GTM (go-to-market) strategy is the plan for launching and selling a product, including target audience definition, messaging, distribution channels, pricing, and sales motions. It aligns marketing, sales, and product teams around a unified approach to reaching customers.
What is the difference between demand generation and lead generation?
Demand generation creates awareness and interest across the entire buyer journey, from first touch to pipeline. Lead generation is a subset focused specifically on capturing contact information. Demand gen builds the market; lead gen harvests it.
How do you calculate Customer Acquisition Cost (CAC)?
CAC is calculated by dividing total sales and marketing spend by the number of new customers acquired in a given period. For example, if you spend $100,000 on sales and marketing in a quarter and acquire 50 new customers, your CAC is $2,000.