ONVO GTM Tactical Framework
The first 120 days _ The next 180 days
ONVO’s IVP has a set of capabilities and a series of features marked as V-1.0 ready for Market release on Nov 2022.
This Execution Framework is to be carried out riguroursly through Sep 2023
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C.A.R. = COMERCIAL APPROACH READINESS
Overview
These “Ready for Release” capabilities and features at any given point will be the CURRENT PRODUCT STATE (Spanish: Estado Actual del Producto).
The GTM Commercial Roadmap must identify the Spaces that can be adequately serviced* with the CSP at any given time / any given time period. The forward release of betterments, new capabilities and features, as well as new found use cases must be determined ahead of time to ensure a rollout that will generate incremental (measurable) traction. This traction must come from the execution of the Strategic mapping of the Spaces [and granularity within the Spaces] which will map the road to scalability that must materialize in ONVO’s Phase 2.
Adequately serviced*: To adequately serve and service a Space, ONVO must have a carefully defined combination of:
1. Our Product in its' current state fits this spaces/merchants essential needs
2. The costs / fee structures of the target are within reasonable reach of our Unit Economics.
3. We can approach this target with low friction / reasonable entrance barriers
4. ONVO can Resolve / Solve a particular problem and or pain point from the specific Sub-Space that is replicable in/towards other similar members of that Space / Sub-Space
5. Using ONVO will add solutions *(Utilitarian Use of the ONVO Tools) but also increase value to the Merchant that can be visible in metrics and data.
6. It is a Case that can be scaled and replicated across other similar players of said Space / Sub-Space
7. Adding ONVO will enable the Target to gradually but consistently add incremental transactional value to the Merchant. - “The success of our Merchant is our success”
8. ONVO tools and services will truly make the Merchant SELL MORE AND SELL BETTER
9. Our Sales and Ops teams CAN develop a relationship with the Merchant that will create magnet effects that will result in the low churn and low desertion of our clients, and we must be able to leverage on the relationship to minimize dissatisfaction and desertion
10. CUSTOMER SUCCESS & RETENTION capabilities are sufficient to service this merchant's needs ( Product and Support Teams ) with no challenge to ONVO's current state resources
“We didn’t come just to be another alternative tu run your customers’ cards. We have come to propel you to Sell more and Sell better.”
Elements
- USP
- SMART COST STRUCTURE (Smart for ONVO and Smart for the Merchant)
- ANSWER FIRST approach to WHY AND HOW ONVO makes their “X” / “Y” / “Z” better
- IDENTIFY THE “X”, THE “Y” AND THE “Z” for each specific Space, Sub-Space, Merchant
- TTV
- TRACTION
- SHOPPER ACCOUNTS [USERS]
The Elements of ONVO’s GTM will be applied to the Spaces defined as PRIORITY targets based on the combination of two sets of conditions:
- Which adds the most TTV / has the most TRACTION POTENTIAL / Organically contributes to adding SHOPPER ACCOUNTS
- Which is serviceable with the CST. If not serviceable with CSP: The Binary Decision Matrix must be applied for EVERY Use Case and documented for inclusion in the Roadmap and Backlog
ONVO's Phase 1 is Transactionality*, followed soon by Phase 2: Scalability.
Our Transactionality* Phase must and will roadmap all the relevant Sectors / Spaces we will approach and penetrate assigning them a Priority Order, an Effort Sizing and a Backlog or Re Visit placement
How and when are we "ready" to approach a Space?
Carefully selected Spaces / Subspaces / Merchants will be mapped and scheduled to be approached.
The timing of the approach will be executed when a combination of ELEMENTS makes ONVO Bullet Proof with a high level of success expectation, yet sustained in an objective/realistic assessment of the approach's potential.
The USP must be clear and always carefully defined/designed.
Merchant Space Map
. The first 120 days:
The Product ready and tested will go live and put to Real Life activity, likely the first 3 to 4 weeks will require adjustments but the Baseline is that ONVO 1.o is Merchant Ready
We will initiate our GTM Phase 1 preparations, finish the full GTM Tactical Framework in al detail and begin execution. All activity must be documented in our CRM.
Simultaneous efforts will be done to evaluate TMV's and run prospects through our Binary Decision Matrix
From this point forward: No commercial effort should be fortuitous. Everything has to respond or fall into our Strategy and Planning. Go!
. The next 180 days:
Leveraging on the experiences of the first 60 days, the following 120 blend in a controlled chaos environment. The [CSP] will be challenged, but Management must keep [CSP DELTA] in check and always relative to the main KPI generation now much better understood and validated.