Course · Originally built in-house for IKEA
B2B Go-to-Market Masterclass: from plan to pipeline in 90 days.
The GTM framework I designed as an internal program for IKEA, rebuilt for B2B SaaS and services teams. Five modules, the templates I use with clients, and a plan you can run the week you finish.
5 modules12 lessons4.5 h video6 templatesLifetime access
IKEA
WHAT YOU'LL LEARN
Six things you'll be able to do by the end.
Build a GTM plan your CEO can defend in a board meetingDefine an ICP that marketing and sales agree on — in one workshopPick channels by expected ROI with a scoring template, not by gutTurn the plan into a 90-day execution calendar with owners and budgetsSet up attribution and KPI reporting before the first campaign shipsKnow when to pivot, when to scale, and how to enter the next market
CURRICULUM
12 lessons · 4 h 30 min · workshop exercises after each moduleFive modules. One go-to-market engine.
01
Market AnalysisTAM / SAM / SOM, competitive landscape, buying behaviour and where the real demand sits.
3 lessons · 55 min
02
ICP & PositioningIdeal Customer Profile, value proposition and a messaging framework sales will actually use.
3 lessons · 70 min
03
Channel StrategyInbound, outbound, PLG, partners, events — scored and prioritised by expected ROI, not fashion.
2 lessons · 45 min
04
Launch ExecutionCampaign planning, content, paid, sales enablement and automation — the 90-day plan.
2 lessons · 60 min
05
Iterate & ScaleKPI tracking, attribution, A/B testing and expansion into new segments and geographies.
2 lessons · 40 min
WHO IT'S FORFounders launching a new product or entering a new marketCMOs and Heads of Growth moving from founder-led sales to a repeatable playbookMarketing teams at 50–2,000 FTE B2B companies that need one shared GTM languageProduct marketers pivoting from PLG to enterprise — or the other way round
YOUR INSTRUCTORMichal Glinka15+ years building GTM engines for B2B SaaS, software houses and MedTech — Sharefox (+230% YoY), Sphere, IFS Aero, Atlassian. I built this program for IKEA first, then for my own clients.
FAQ
Questions before you enrol.
Is this the same program you built for IKEA?Same structure and templates, generalised for B2B SaaS and services companies. The IKEA-specific data and examples are replaced with anonymised cases from Sharefox, Sphere and IFS Aero.
How long does it take?About 4.5 hours of lessons plus the workshop exercises. Most teams complete it in two to three weeks alongside their day job.
Do I get the templates?Yes — the ICP canvas, channel scorecard, 90-day GTM plan and reporting dashboard are included and yours to keep.
Can you run it live for my team?Yes. The in-company version is a two-day workshop plus a 30-day follow-up; ask on the consultation call.
Join the waitlist for the GTM Masterclass
Next cohort opens soon · waitlist gets first access and the early price · lifetime access · all templates