Free Toolkit · 2 Hours
Fintech Go-to-Market Workshop
Pick the market you win first, the channels that reach it, and the plan for your next 90 days. A free board for your team.
The Agenda
- 5 min
Warm-up
What has to be true in 12 months for this year to count as a win?
- 20 min
1. Beachhead segment
Which market do we win first? Place every segment on a 2×2 of need against ability to win.
- 15 min
2. Ideal customer and triggers
Which companies in that segment buy, and what makes them buy now?
- 10 min
3. Sales motion
How do deals happen: sales-led, partner-led or product-led?
- 20 min
4. Channels
Where do these buyers find us? Place every channel on a 2×2 of effort against expected pipeline.
- 20 min
5. Pipeline targets
How much pipeline do we need? Work backwards from the revenue goal to meetings and target accounts.
- 25 min
6. 90-day plan
What happens first, and who owns it?
- 5 min
Next steps
Write the plan on one page and review the targets every month.
Examples on the board use a fictional payouts API. The method behind it is in our go-to-market strategy guide.
How to Run It
Who to invite
Three to six people: a founder, whoever sells, whoever markets, and whoever owns the numbers. Pick one facilitator who keeps time and stays neutral.
What to bring
Last year’s won deals with deal size and how long each took to close, the revenue goal for the next 12 months, and the channels you’ve tried with what came of them.
Start with positioning
If you can’t yet say why a buyer should choose you over what they use today, run the Fintech Positioning Workshop first. Channels and targets build on it.
Write first, talk second
Give every step three minutes of silent stickies before anyone speaks. One idea per sticky, then dot-vote to decide.
New to positioning? Start with the Fintech Positioning Workshop. Want to know what a normal win rate or sales cycle looks like? See the B2B Fintech GTM Benchmark.
Frequently Asked Questions
Is the workshop free?
Yes. The board is free to use with your own team. Duplicate it for each session.
What do we leave with?
One beachhead segment with a reason, a one-line ideal customer profile and its buying triggers, the main sales motion, two or three priority channels with owners, monthly targets for meetings and pipeline, and a 90-day plan with an owner for every task.
How is this different from the positioning workshop?
The positioning workshop decides what you say and why buyers should choose you. This workshop decides where you sell first, through which channels, with which targets and in what order. Run positioning first if it isn’t settled.
Where do the win rates and sales cycles come from?
Use your own numbers from last year’s deals. To compare them with other B2B fintech teams, contribute to the B2B Fintech GTM Benchmark and get a private comparison.
Want a second pair of eyes?
Fuente Digital builds go-to-market strategies for B2B fintech and payments companies, and the systems that run them.
See GTM Strategy