Choose an initial segment and buying situation. Position your value against existing alternatives, test one channel and define handoffs between marketing, sales and customer success. End the plan with a metric and a decision rule.
RA LAB practical guide · published 16 October 2026 · based on the library’s GRI / GTM sources.
GOAL
Connect segment, value, channel and sales in a testable plan.
VALUABLE FINAL DELIVERABLE
A one-page GTM plan: segment, offer, channel, budget, metrics and owners.
From problem to decision
1. Choose a segment
Describe the buying situation and the alternative to your product. State who is not yet a fit.
Segment, buying trigger, alternative and decision criterion.
2. State the value
Connect product differentiation to a customer outcome. Separate proven benefits from hypotheses.
For whom, which job, what outcome and what evidence?
3. Align channel and handoffs
Start with one channel. Define lead qualification and ownership of every transition.
Channel, budget, lead criterion, sales action and onboarding owner.
4. Evaluate the launch test
After the test, review the funnel and economics. A weak channel and a weak offer require different changes.
Actual metrics, duration, cost and next decision.
How to judge whether it helped
You should leave with a document that supports a decision and a next action. Completing steps does not guarantee a commercial result. Measure the chosen change separately over an agreed period. If evidence is missing, state that and plan how to collect it.
How this differs from S01–S13
This is a user route for a specific problem. The GRI AI research stages S01–S13 and the 13-week programme remain in the library as separate methodological work. This route is not a validated GRI diagnostic scale.
Your route0 / 4 · 0%
Completed 0 · remaining 4
Next action: Choose a segmentThe percentage measures completed steps, not proven business growth.
PRACTICE / 1
Choose a segment
Describe the buying situation and the alternative to your product. State who is not yet a fit.
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