Who is this service for?

IT vendors entering a new market, launching a new product, trying to scale beyond referrals, or those who have tried marketing activity that hasn't produced consistent pipeline. Also Microsoft partners building a Microsoft Copilot practice or expanding into new buyer segments.

What are the main deliverables?

ICP definition, persona profiles, competitive positioning statement, messaging hierarchy, channel strategy, content and campaign plan outline, and a sales enablement framework.

How do you ensure the strategy is actually usable?

We co-design the strategy with your sales and marketing leadership throughout - so it reflects what actually works in your market and what your team can realistically execute. We also offer a handover session to ensure everyone is aligned before execution begins.

Can this be combined with execution services?

Yes. Many clients commission a GTM strategy and then move directly into a demand generation or lead generation program with us. The strategy becomes the brief for every campaign we run.

How long does it take?

Typically four to eight weeks from kick-off, depending on the complexity of the market and the number of products or segments in scope.

01 - Go-To-Market Strategy

A GTM strategy that gives your sales team something to work with.

Structured GTM planning covering ICP definition, messaging hierarchy, channel mix, and sales enablement - so every market motion is deliberate, measurable, and repeatable.

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Go-To-Market Strategy

A GTM strategy that gives your sales team something to work with.

Structured GTM planning covering ICP definition, messaging hierarchy, channel mix, and sales enablement - so every market motion is deliberate, measurable, and repeatable.

Book a meeting How we deliver it

Overview

What Go-To-Market Strategy means in practice

Most IT vendors operate without a documented go-to-market strategy - relying on referrals, opportunistic outreach, and marketing activity that isn't connected to their sales motion.

We design GTM strategies that align messaging, targeting, channels, and sales enablement into a single, coherent plan - giving your team a growth motion they can repeat, measure, and scale.

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Key benefits

Ideal Customer Profile definition

We define your ICP with precision - including firmographic, technographic, and behavioral criteria that translate directly into campaign targeting.

Messaging hierarchy

We develop the messaging architecture from headline positioning through to feature-level proof points - consistent across every channel.

Channel strategy and mix

We recommend the combination of channels most likely to reach and convert your specific buyers - based on evidence, not assumption.

Our process

How we deliver Go-To-Market Strategy

Discovery and Market Analysis

We interview your leadership team, analyze your pipeline data, and map the competitive landscape before designing anything.

ICP and Persona Definition

We define your target customer profiles with enough precision that your sales and marketing teams can align on exactly who they're targeting.

Messaging and Positioning

We develop the messaging architecture that positions your offer clearly and compellingly against alternatives in the market.

Channel Plan and Sales Enablement

We define the channels, content types, and sales enablement materials needed to execute the strategy from week one.

Why xpandly

What sets us apart

We build structured GTM strategies for IT vendors entering new markets, launching new products, or trying to scale beyond referrals. From ICP to channel mix to messaging - a complete plan your team can execute.

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IT sector fluency

Our strategists have run GTM programs for Microsoft partners, software vendors, and IT resellers. We bring the context your market requires.

Sales-aligned strategy

We design GTM strategies in collaboration with your sales leadership - so messaging and targeting reflect what actually converts in your market.

Execution-ready output

Every GTM strategy we deliver is designed to be acted on immediately - with the assets, guidance, and sales enablement your team needs to start.

Microsoft

Microsoft Copilot Lead Generation - your next major pipeline opportunity.

IT buyers are actively evaluating Microsoft Copilot right now. xpandly runs purpose-built lead generation programs that put technology vendors and channel partners in front of those decision-makers - delivering qualified, intent-rich leads in as little as 5 days.

5 daysto first qualified lead

2,000+Copilot leads delivered

20+leads guaranteed per 8 week campaign

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Microsoft Copilot Lead

Example

Meridian Technology Solutions

IT Director • 85 employees • Atlanta, GA

Status

Actively evaluating

Budget

$25k - $50k

Timeline

Q2 2026 decision

Licences

50 to 100 users

Intent signals

Attended Microsoft Copilot for Business webinar (3 days ago)

Downloaded Microsoft Copilot ROI calculator

Visited M365 pricing page 4x in the last 7 days

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