# Go-to-market desk

Position, price and reach your first customers.

Canonical URL: https://worldenterprise.org/insights/topic/gtm/
Last updated: 2026-10-10
Publisher: World Enterprise, run by World Enterprise Group Incorporated

Start with a one-page positioning statement made of five parts a buyer can check. Turn it into a landing page that says what the product does. Choose your first channels by what each one asks of you, and write the test before you run it. Learn what CAN-SPAM requires before you send a cold message. Structure founder-led sales calls in six parts. Work out where value sits before you set a price. Decide how a customer first meets the product: a demo, a pilot, a trial or self-serve. Read what the FTC rules say before you quote a customer. Read a two-version page test with the NIST statistics handbook. Read marketplace documentation before you build a listing. Each article ends with a section on what it cannot tell you.

## Reading order

1. [A one-page positioning statement](https://worldenterprise.org/insights/a-one-page-positioning-statement/)
2. [Writing a landing page that says what the product does](https://worldenterprise.org/insights/writing-a-landing-page-that-says-what-the-product-does/)
3. [Choosing your first channels](https://worldenterprise.org/insights/choosing-your-first-channels/)
4. [Cold outreach that follows CAN-SPAM](https://worldenterprise.org/insights/cold-outreach-that-follows-can-spam/)
5. [Founder-led sales calls: a structure](https://worldenterprise.org/insights/founder-led-sales-calls-a-structure/)
6. [Pricing a first SaaS: value, packaging and the questions to ask](https://worldenterprise.org/insights/pricing-a-first-saas-value-packaging-and-the-questions-to-ask/)
7. [Trials, demos and self-serve: how a customer first meets the product](https://worldenterprise.org/insights/trials-demos-and-self-serve-how-a-customer-first-meets-the-product/)
8. [Customer references and case studies without breaking FTC rules](https://worldenterprise.org/insights/customer-references-and-case-studies-without-breaking-ftc-rules/)
9. [Landing page tests you can read](https://worldenterprise.org/insights/landing-page-tests-you-can-read/)
10. [Marketplaces and partner channels: when a listing helps](https://worldenterprise.org/insights/marketplaces-and-partner-channels-when-a-listing-helps/)

## Articles

- [A one-page positioning statement](https://worldenterprise.org/insights/a-one-page-positioning-statement/): A five-part method for writing down who your product is for, what it replaces and why it differs, with an invented example and a three-buyer test.
- [Choosing your first channels](https://worldenterprise.org/insights/choosing-your-first-channels/): Pick one or two places to look for first customers: start from the buyer, score what each channel asks of you and write each test down before you run it.
- [Cold outreach that follows CAN-SPAM](https://worldenterprise.org/insights/cold-outreach-that-follows-can-spam/): What the U.S. CAN-SPAM Act and the FTC compliance guide say about commercial email, quoted from the sources, with questions to bring to counsel.
- [Customer references and case studies without breaking FTC rules](https://worldenterprise.org/insights/customer-references-and-case-studies-without-breaking-ftc-rules/): What the FTC Endorsement Guides say about customer quotes, case studies and connections to customers, quoted from the rules, with questions to take to counsel.
- [Founder-led sales calls: a structure](https://worldenterprise.org/insights/founder-led-sales-calls-a-structure/): A six-part structure for a first sales call run by a technical founder, a note template, and what the U.S. wiretap statute says about recording.
- [Landing page tests you can read](https://worldenterprise.org/insights/landing-page-tests-you-can-read/): How a technical founder can plan and read a two-version landing page test using the NIST statistics handbook, with invented numbers and no benchmarks.
- [Marketplaces and partner channels: when a listing helps](https://worldenterprise.org/insights/marketplaces-and-partner-channels-when-a-listing-helps/): How a technical or remote founder can read marketplace documentation to judge whether a listing helps, with each platform's rules attributed, none ranked.
- [Pricing a first SaaS: value, packaging and the questions to ask](https://worldenterprise.org/insights/pricing-a-first-saas-value-packaging-and-the-questions-to-ask/): How to find where value sits in a first SaaS, package it into plans, and which questions to put to customers, billing platforms and advisors.
- [Trials, demos and self-serve: how a customer first meets the product](https://worldenterprise.org/insights/trials-demos-and-self-serve-how-a-customer-first-meets-the-product/): The mechanics of demos, pilots, trials and self-serve, what each asks you to build, and what a U.S. statute says about recurring online charges.
- [Writing a landing page that says what the product does](https://worldenterprise.org/insights/writing-a-landing-page-that-says-what-the-product-does/): A section-by-section plan for a first landing page in plain language, with accessibility basics from W3C and Digital.gov and a check you can run without code.