Go-To-Market — messaging, pricing, scripts & contracts¶
Owners: Sagar (positioning & pricing) · Nidhi (reviews every compliance claim before it reaches a client).
This folder is the playbook for winning and closing deals: how we talk about SnowOps, what we charge, who we sell to, what we say on a discovery call, and the documents we send once a prospect is ready to sign.
Our sales motion is simple: reach out to the right companies directly, offer a free Discovery Audit as the opening move, then walk qualified prospects toward a paid engagement.
What's in here¶
| File | What it's for |
|---|---|
| Y0 — GTM Operating Doc | The overall game plan for sales |
| Y1 — Positioning & Messaging | How we describe SnowOps and why it matters |
| Y2 — Pricing & Packaging | What we charge and how packages are structured (placeholder numbers — Sagar finalizes) |
| Y3 — ICP & Target Accounts | Who we sell to, and how to spot a good-fit prospect |
| Y4 — Cold-Outreach Kit | Templates for first-touch outreach |
| Y5 — Discovery Script | What to ask on a discovery call |
| Y6 — Proposal & SOW Templates | The documents we send to propose a deal |
| Y7 — Compliance Coverage Matrix | Which compliance frameworks we cover, and how |
| Y8 — Capabilities Deck & One-Pagers | The slide deck and one-page leave-behinds |
| Y9 — Proof & Case Studies | Sample audit and case study material |
| Y10 — Nurture Sequences | Follow-up emails for prospects who aren't ready yet |
| Y11 — CS & Expansion | Growing an account after they've signed |
| Y12 — Contract & Legal Pack | NDA, MSA, SOW, and DPA templates |
| Y13 — Sales Pipeline & CRM Config | How deals are tracked in the CRM |
| Reference Architectures (Z-Series) | Example client setups by industry, used in proposals |
One rule that matters more than any other¶
Never say something to a prospect that isn't true or isn't real yet. SnowOps sells to companies going through a compliance audit — if we overstate what we can do, it can sink a deal or worse. If you're ever unsure whether a claim is safe to make, or a piece of wording mentions "(roadmap)" next to it, check with Nidhi before it goes to a client.