069 Gtm 56eb2633

# Launch Checklists

GTM launch playbooks for Tier 1, 2, and 3 product releases.

---

## Table of Contents

- [Launch Tier Definitions](#launch-tier-definitions)
- [Tier 1 Major Launch](#tier-1-major-launch)
- [Tier 2 Standard Launch](#tier-2-standard-launch)
- [Tier 3 Minor Launch](#tier-3-minor-launch)
- [Launch Metrics Dashboard](#launch-metrics-dashboard)

---

## Launch Tier Definitions

| Tier | Scope | Prep Time | Budget | Audience |
|------|-------|-----------|--------|----------|
| 1 | New product, major feature | 6-8 weeks | $50-100k | All prospects + press |
| 2 | Significant feature, integration | 3-4 weeks | $10-25k | Customers + select prospects |
| 3 | Small feature, improvement | 1 week | <$5k | Existing customers |

**Tier Selection Criteria:**

```
Tier 1 if ANY true:
- [ ] Net-new product line
- [ ] Revenue impact > $500k pipeline
- [ ] Press coverage expected
- [ ] Competitive response anticipated

Tier 2 if ANY true:
- [ ] Major feature request (top 10 customer ask)
- [ ] New integration with strategic partner
- [ ] Pricing or packaging change

Tier 3 otherwise:
- [ ] Bug fixes
- [ ] UI improvements
- [ ] Minor enhancements
```

---

## Tier 1 Major Launch

### Phase 1: Foundation (Weeks -8 to -5)

**Week -8: Kickoff**

- [ ] Schedule kickoff meeting (Product, Marketing, Sales, CS)
- [ ] Define launch goals:
  - Pipeline target: $______
  - MQL target: ______
  - Press hits target: ______
  - Adoption target: ______% in 90 days
- [ ] Assign roles (RACI matrix):
  - PMM: Launch lead, positioning, messaging
  - Product: Feature readiness, demo environment
  - Demand Gen: Campaigns, paid ads, email
  - Content: Blog posts, case studies, videos
  - Sales: Enablement, outbound campaign
- [ ] Create project timeline in Asana/Monday/Notion
- [ ] **Validation:** All stakeholders confirm goals and timeline

**Week -7: Strategy**

- [ ] Develop positioning and messaging (see positioning-frameworks.md)
- [ ] Create GTM channel plan:
  - Owned: Email, blog, social, webinar
  - Paid: LinkedIn ads, Google ads
  - Earned: Press, influencers, partners
- [ ] Define target segments (ICP, personas)
- [ ] Allocate budget by channel
- [ ] Draft press release (embargo date set)

**Week -6: Content**

- [ ] Build landing page (product page, demo request form)
- [ ] Write blog post announcement
- [ ] Create sales deck updates (5-10 new slides)
- [ ] Design social media graphics (5+ variants)
- [ ] Produce demo video (3-5 minutes)
- [ ] Draft email sequences (announcement, nurture)

**Week -5: Enablement**

- [ ] Create sales battlecard (competitive positioning)
- [ ] Write demo script (new feature walkthrough)
- [ ] Build FAQ document (top 20 questions)
- [ ] Develop objection handling guide
- [ ] Schedule sales training session
- [ ] Recruit beta customers for testimonials
- [ ] **Validation:** Sales team can demo feature confidently

### Phase 2: Preparation (Weeks -4 to -1)

**Week -4: Launch Prep**

- [ ] Set up HubSpot campaign (UTMs, attribution)
- [ ] Launch teaser campaign (social, email hints)
- [ ] Pitch press and analysts (NDA briefings)
- [ ] Create webinar registration page
- [ ] Finalize partner co-marketing plans
- [ ] QA all landing pages and forms

**Week -3: Ramp Up**

- [ ] Activate paid ads (LinkedIn, Google) at 50% budget
- [ ] A/B test landing page headlines
- [ ] Send pre-launch email to VIP customers
- [ ] Conduct sales training (2-hour session)
- [ ] Confirm webinar speakers and content
- [ ] Prepare launch day runbook

**Week -2: Final Prep**

- [ ] Increase paid ad spend to 75%
- [ ] Send webinar reminder emails
- [ ] Finalize press embargo lift time
- [ ] Complete dry run (website, forms, CRM workflow)
- [ ] Create launch day social posts (scheduled)
- [ ] Brief customer success team

**Week -1: Pre-Launch**

- [ ] Final approval on all assets
- [ ] Send VIP preview to top 10 customers
- [ ] Confirm press embargo release
- [ ] Sales team ready (trained, quotas set)
- [ ] CS team ready (docs updated, chat staffed)
- [ ] Test all systems one final time
- [ ] **Validation:** All checklist items green

### Phase 3: Launch (Weeks 1-4)

**Launch Day**

- [ ] Press release distribution (wire + direct pitch)
- [ ] Email blast to full database
- [ ] Social media posts (LinkedIn, Twitter, Facebook)
- [ ] Paid ads at 100% budget
- [ ] Sales outbound blitz (top 100 accounts)
- [ ] In-app announcement to existing users
- [ ] Monitor metrics every 2 hours:
  - Traffic, signups, demo requests
  - Press pickup, social engagement
  - Sales pipeline created

**Days 2-7**

- [ ] Daily metrics review (conversion rates, funnel)
- [ ] A/B test optimizations based on data
- [ ] Sales follow-up (<4 hour SLA on leads)
- [ ] Respond to press and analyst inquiries
- [ ] Host webinar (Day 3 or 4)
- [ ] Post customer testimonials
- [ ] Adjust paid ads (pause underperformers)

**Week 2-4**

- [ ] Publish post-launch blog content
- [ ] Create customer case study from early adopters
- [ ] Conduct win/loss interviews (5+ deals)
- [ ] Optimize converting channels (+20% budget)
- [ ] Pause non-converting channels
- [ ] Weekly launch status report to executives
- [ ] **Validation:** Pipeline on track to goal

### Phase 4: Post-Launch (Weeks 5-12)

**Month 2**

- [ ] Launch retrospective meeting
- [ ] Document learnings (what worked, what didn't)
- [ ] Scale winning channels
- [ ] Expand to new segments if successful
- [ ] Update positioning based on customer feedback
- [ ] Plan sustaining campaigns

**Month 3**

- [ ] Final launch report (vs. goals)
- [ ] Calculate ROI (pipeline / spend)
- [ ] Publish additional case studies
- [ ] Integrate learnings into next launch plan
- [ ] Archive launch assets for reuse

---

## Tier 2 Standard Launch

### Timeline: 4 Weeks

**Week -4 to -3: Preparation**

- [ ] Define feature and target audience
- [ ] Create positioning and key messages
- [ ] Build landing page or product page update
- [ ] Write blog post announcement
- [ ] Update sales deck (2-3 slides)
- [ ] Create email announcement
- [ ] Brief sales team (30-min call)

**Week -2 to -1: Setup**

- [ ] Set up HubSpot campaign tracking
- [ ] Schedule social posts
- [ ] Set up paid ads (limited budget)
- [ ] QA landing pages and forms
- [ ] Notify customer success team

**Launch Week**

- [ ] Send email announcement
- [ ] Publish blog post
- [ ] Post on social media
- [ ] In-app notification to users
- [ ] Sales mention in active deals
- [ ] Monitor initial metrics

**Week +1 to +2: Follow-up**

- [ ] Analyze launch metrics
- [ ] Optimize based on data
- [ ] Collect customer feedback
- [ ] Document learnings

---

## Tier 3 Minor Launch

### Timeline: 1 Week

**Day -5 to -3: Prep**

- [ ] Write changelog entry
- [ ] Update support documentation
- [ ] Create in-app notification copy
- [ ] Brief CS team

**Day -2 to -1: Review**

- [ ] QA feature in staging
- [ ] Approve changelog copy
- [ ] Schedule in-app notification

**Launch Day**

- [ ] Deploy feature
- [ ] Trigger in-app notification
- [ ] Publish changelog
- [ ] Update support docs (if needed)

**Day +1 to +3: Monitor**

- [ ] Check for support tickets
- [ ] Monitor feature adoption
- [ ] Address any issues

---

## Launch Metrics Dashboard

### Leading Indicators (Track Daily)

| Metric | Target | Day 1 | Day 3 | Day 7 |
|--------|--------|-------|-------|-------|
| Landing page visitors | 5,000 | | | |
| Demo requests | 100 | | | |
| Free trial signups | 200 | | | |
| MQLs generated | 150 | | | |
| Pipeline created ($) | $500k | | | |

### Lagging Indicators (Track Weekly)

| Metric | Target | Week 1 | Week 2 | Week 4 |
|--------|--------|--------|--------|--------|
| SQLs generated | 30 | | | |
| Demos completed | 50 | | | |
| Deals closed (#) | 5 | | | |
| Revenue ($) | $100k | | | |
| Feature adoption (%) | 40% | | | |

### Channel Performance

| Channel | Spend | MQLs | CPL | Pipeline | ROI |
|---------|-------|------|-----|----------|-----|
| LinkedIn Ads | $10k | | | | |
| Google Ads | $5k | | | | |
| Email | $0 | | | | |
| Organic | $0 | | | | |
| Webinar | $2k | | | | |
| **Total** | **$17k** | | | | |

### Post-Launch Report Template

```
LAUNCH: [Product/Feature Name]
DATE: [Launch Date]
OWNER: [PMM Name]

EXECUTIVE SUMMARY:
- Goal: $500k pipeline in 30 days
- Actual: $[X] pipeline (X% of goal)
- Status: ✅ On Track / ⚠️ Behind / ❌ Missed

KEY RESULTS:
| Metric       | Goal    | Actual  | % of Goal |
|--------------|---------|---------|-----------|
| MQLs         | 150     |         |           |
| SQLs         | 30      |         |           |
| Pipeline     | $500k   |         |           |
| Feature Adoption | 40% |         |           |

TOP PERFORMING:
1. [Channel/Tactic] - [Result]
2. [Channel/Tactic] - [Result]

UNDERPERFORMING:
1. [Channel/Tactic] - [Result] - [Action taken]

LEARNINGS:
1. [What worked and why]
2. [What didn't work and why]
3. [What we'd do differently]

NEXT STEPS:
1. [Action item] - Owner - Due date
2. [Action item] - Owner - Due date
```