Project On Lean GTM

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Lean GTMs are the ones that are BAU, that you do once or twice in a month:

OKR Impact : Low
Time: Constraint
Effort: Low
Frequency: 1-2/Month

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Pre- GTM

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Step 1: Problem & Context

Shoffr is a Bengaluru based EV cab service. What started out as "Airport Taxi Service" has now evolved into 3 categories;

1. Airport Taxi Service - Constituting the majority of its business
2. City Rental - Targeting corporates who have to go around the city for meetings
3. Outstation - Designed for families for weekend getaways
   

It's 13th October. The corporate city rentals is recently launched. My OKR is onboard 300 companies to book at least 12000 bookings by the end of the financial year. The month of October has a target of 1500 city rental bookings. I have projected 1200 bookings with our existing corporate client base. There is delta of 300 bookings to be achieved in 17 days

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Step 2 : Goal

Step 3 : Input Levers​

For achieving the Goal
--> Onboard New Corporates --> Leads to 4/5 New rides in 15 Days Per Corporate

--> Activate Existing Parnerships --> Can Lead to 10 extra bookings from them.

--> User base of 100k --> Leads to referral to their respective corporates

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Total Booking --> 300

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Step 4 : The Users & Segmentation

1. MNC/Startups
   >200 People
   CXOs
   Senior Leadership
   Administration / HR / EA
   
2. Hotels
   5 Star and above
   Travel Desk

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Step 5 : Channels and Distributions

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Step 6 : Project Planning

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Step 7 : Cross Fuctional Alignment

1. Tech Team & Sales Team - Create a CRM Form and access to the leads coming in for the Sales team
2. Marketing, Design and Content Team - Create Collaterals and content for the Collaterals
3. Marketing Team & Tech Team - To push out Notifications
4. Sales, Operations and Tech Team - To deliver the promised offer/program to the customers

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During GTM

Step 1 : Milestones

Milestone for ICP 1

Number of Bookings - 70% - By 25th October

Milestone for ICP 2

Referrals recieved - 50% - By 25th October

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Step 2 : Analyse & Communicate

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Scenario : If the trajectory is not going towards the desired target by 20th October

Action : Change the communication and/or increase the discount

Communicate : With Sales, MIS and Marketing team to react to the changes quickly. Daily Catch up of 10 mins on the new campaigns

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Post GTM

Step 1 : User Calls

Call users to understand;

• What worked
• Were the expectations matched
• Did the discount or program work seamlessly
• What more is expected from Shoffr

Step 2 : Look At Data

Collate data on referal program

Analyse the impact of the "Priority Program" post the campaign, does it lead to more normal bookings on Shoffr

Step 3 : Debrief

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Document to the Founder, Sales, Marketing and Product Head. Stating the effects of Priority program and schedule a brainstorming session on how it can be done on a larger scale.
Also mention if the strategy worked, why did it work and if not, then why not. What are the ways that can be looked at do make it better the next time.

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