PREPARING FOR TAKEOFF 1. Identify your app’s ideal customer profile (ICP). Before Launching Get your target audience down in writing. Your AppExchange Building your app’s target customer profile will help you visualize your audience and give App everyone in your organization more clarity when it comes to how to market, sell, and position your product’s value proposition. The first step in creating a go-to-market 2. Create a well-defined value proposition. strategy is knowing the type of customer What is your app designed to do? What you — as a Salesforce partner — want to challenges will your app specifically help reach. Having a strong understanding of businesses solve? To effectively market and your target audience will help you build sell your app, you need to explicitly and directly a pricing strategy, convey the benefits of explain its value to customers, Salesforce, and your product to potential customers, and your team. Be sure to mention what makes more. The following steps are critical to your app unique. What makes you stand out your launch strategy. from competitors?