GO TO MARKET STRATEGY: ONE-OFFER DECISION WORKSHEET
An original Space Office template | Published October 14, 2026
Guide: https://www.spaceoffice.ai/blog/go-to-market-strategy

Use one copy for one offer and one first customer segment. Label assumptions,
link evidence, and choose review limits before starting. This worksheet supports
a business decision; completing it does not establish market demand.

DOCUMENT CONTROL
Business / offer:
Owner / decision approver:
Version / preparation date:
Status: draft / approved / under review
Pilot start / review date:
Scope of this approval:

1. FIRST CUSTOMER AND BUYING SITUATION
First segment:
Buying trigger / why now:
Problem experienced in a real recent situation:
User / evaluator / budget approver / ongoing owner:
Current alternative, including doing nothing:
Groups excluded from this pilot and reasons:
Evidence supporting the segment (source, date, observation):
Contradictory evidence:
What we still need to learn / research owner:

2. OFFER AND REASON TO SWITCH
For [buyer facing trigger], we deliver [bounded result or deliverable],
through [method], for [price basis], with [credible proof].

Included deliverables and quantities:
Completion / acceptance conditions:
Required customer inputs, access, and review time:
Excluded work / unsupported use cases:
Price basis / payment arrangement:
How extra scope changes the price:
Proof and where it can be inspected:
Switching effort and how we address it:
Claims awaiting evidence / claims not approved:

3. ROUTE COMPARISON
Use this record for each of two or three candidate routes.

Route name:
Discovery channel / evidence the audience uses it:
Sales motion: self-service / assisted / partner / product evaluation / other
Steps from discovery to a useful delivered result:
Evidence or demonstration the buyer needs:
Owner of each next step:
Partner participation or access required:
Likely decision timing / basis of assumption:
Cash and selling time required:
Delivery and support dependencies:
Biggest unknown / smallest useful test:
Reason to choose or reject this route:

Chosen primary route:
Why it fits this segment and offer:
Fallback if the required access or participation does not materialize:
What evidence would cause us to change the route:

4. ECONOMICS AND CAPACITY
Unit sold: project / order / customer-month / other
Realized selling price after discounts:
Variable nonlabor delivery costs per unit:
Delivery hours per unit:
Internal hourly labor allowance and basis:
Variable delivery cost = nonlabor costs + delivery hours x hourly allowance:
Contribution per sale = realized price - variable delivery cost:

Pilot acquisition cash expenses:
Pilot selling hours x hourly allowance:
Total pilot acquisition cost (do not count delivery labor twice):
Research and one-time setup costs, recorded separately:
Target new paying customers:
Acquisition cost at target = pilot acquisition cost / target customers:
If there are zero customers, record spend and zero sales; do not divide by zero.
Contribution after acquisition = customers x contribution - acquisition cost:
Other overhead, setup costs, and taxes excluded from this figure:

Available delivery hours:
Expected hours per customer:
Capacity = available hours / expected hours, rounded down:
Maximum concurrent customers:
Support or onboarding constraint:
Cash spending cap / hours cap / contingency:

DOWNSIDE CHECK
If half as many customers buy:
If delivery takes two extra hours per customer:
If payment arrives later than expected:
Which cash or capacity limit stops new commitments first:
Recurring offer: observed retention period / unknown retention assumptions:

5. PILOT AND DECISION GATES
Main hypothesis:
Offer version / price version:
Eligible customer definition:
Primary route / owner:
Start date / review date:
Maximum exposure, introductions, or inquiries (define the unit):
Maximum cash / selling hours / customers / concurrent work:

DEFINE EACH STAGE BEFORE COUNTING
Suitable inquiry:
Qualified conversation:
Proposal:
Paid order:
Completed delivery:
Repeat use or retention, if relevant:
System or record used / permitted access:
Campaign naming convention, where relevant:
How source connects to actual sales and delivery:

CONTINUE with another capped test if:
CHANGE a specific part of the route if:
STOP or pause commitments if:
Insufficient evidence: what is missing and what bounded test may resolve it:
Decision owner / review participants:

6. OPTIONAL SPACE OFFICE REVIEW PACKET
Provide approved source files, relevant URLs, customer notes, cost assumptions,
capacity, and a named human owner. Missing account access remains a gap.

Sodium: organize buyer situations, alternatives, sources, and contradictions.
Oxygen: compare routes; draft offer, assumptions, and pilot decision gates.
Hydrogen: coordinate and review the packet against the brief.
Human owner: verify evidence and arithmetic; approve route, spending, account
access, customer promises, and launch actions.

Required outputs:
[ ] Source-linked evidence summary with dates and gaps
[ ] Route comparison with choice and rejected alternatives
[ ] Checked economic and capacity calculations
[ ] Pilot definitions, limits, and decision gates
[ ] Named approvals and unresolved questions

7. REVIEW RECORD
Review date / offer version:
Observed counts at each defined stage:
Actual acquisition cash / selling hours:
Actual delivery costs / hours / completed work:
Customer objections and unexpected needs:
Results against each original gate:
Important data gaps / limits of this sample:
Decision: continue / change / stop / insufficient evidence
Reason for the decision:
Approved next commitment and limits:
Owner / next review date:

Keep the original assumptions with the review. A small pilot provides local
evidence and learning; it does not guarantee future conversion, revenue,
search rankings, or customer outcomes.