The 90-Day GTM Plan¶

From Ron Davis — AWS Marketplace discovery & GTM · From listed to bought. SaaS Marketing Foundry toolkit.

The 12-week plan I run with coaching clients to turn a quiet listing into a working demand and co-sell motion. Three phases: fix the foundation → build demand → co-sell & scale.

How to run this: one focus per week, one output by Friday — don't run phases in parallel. Get found and choosable before you spend a dollar on traffic, and have traffic before you lean on co-sell. Each week pairs with a free tool from the library. Drop this into Notion and check off the outputs.

Phase 1 · Days 1–30 — Fix the foundation¶

Week	Focus	By Friday
1	Baseline & ICP. Score the listing (Listing Optimization Canvas + Agent-Ready checklist); tighten ICP to one role, one trigger.	A scorecard + a one-paragraph ICP.
2	Rewrite the listing. Outcome-first title, ≤280-char short, structured long description, search terms to claim.	Paste-ready listing copy, live.
3	Pricing & proof. Run the Pricing Story Worksheet — value metric, ladder, narrative — and add real proof.	A pricing story on the listing.
4	Procurement & agent-readiness. Clear security/contract blockers; make pricing, specs, terms machine-legible.	A listing a human can choose and an agent can parse.

Phase 2 · Days 31–60 — Build demand¶

Week	Focus	By Friday
5	Pick the wedge. One ICP, one outcome, one proof. Thesis: for [ICP], [outcome], proven by [proof].	A one-sentence thesis you can defend.
6	Stand up a destination. Newsletter / content hub / community where attention compounds; one next step everywhere.	A live destination + capture.
7	Launch the content sequence. 4 beats: POV → proof → offer → co-sell. Channel, asset, hook for each.	First 3 posts + 1 email, live.
8	Measure & cut. Define the one metric that says it's working. Kill what isn't; double what is.	A dashboard line — listing → pipeline.

Phase 3 · Days 61–90 — Co-sell & scale¶

Week	Focus	By Friday
9	ACE & the field. Register first opportunities; hand the field a 30-second pitch (Co-sell / ACE template).	3 ACE opportunities + a rep intro.
10	First co-sell motions. Outreach to reps / PDM framed to their incentive; map committed-spend deals.	One joint call booked.
11	Private offers & expansion. Build a private-offer path; find expansion in existing buyers.	One private offer issued.
12	Systematize. Document the motion so it runs without you; schedule the standing 30/60/90 review.	A repeatable playbook.

Track these the whole way¶

Phase	The one number	Healthy signal
1 · Foundation	Listing score	Up and to the right week over week; no empty fields.
2 · Demand	Listing visits	A repeatable traffic source you can name and grow.
3 · Co-sell	Qualified pipeline	ACE opportunities moving stage, not just registered.

The discipline that makes this work: one focus a week, one output by Friday, no parallel phases. The listing has to be choosable before traffic helps, and there has to be traffic before co-sell has anything to convert. Sequence is the strategy.

At day 90: re-score the listing, read the one number from each phase, and commit next quarter's bets.

Run the 90 days with me. Book a free 30-min call → https://calendly.com/itsrondavis/vellocity-gtm-discovery-30-min Weekly GTM teardown → https://itsrondavis.substack.com