About this course
Most B2B go-to-market playbooks were written for SaaS — single buyer, short sales cycle, self-serve trial. None of that holds when you're selling silicon, network infrastructure, autonomous-vehicle subsystems, or industrial sensors.
This free course reframes GTM around the realities of deep-tech: who you're actually selling to, what the OEM/carrier qualification gauntlet looks like, and how to use standards bodies and ecosystem partners to multiply your reach.
Who this is for
- Founders and CEOs of seed-to-Series C deep-tech startups
- VPs of Sales, Marketing, or Product at companies selling into OEMs, carriers, or Tier-1 integrators
- VCs evaluating portfolio companies' GTM readiness
What you'll learn
- Identify the four stakeholders in every deep-tech deal — and which one signs
- Map an OEM or carrier qualification cycle and budget realistic timelines
- Decide when consortium membership or standards-body work is worth the investment
- Draft a deep-tech GTM plan tailored to your stage and ecosystem position
Included
- 5 lessons + a knowledge-check quiz
- Practical frameworks and a downloadable plan checklist
- Real case studies including OpenFog → IEEE 1934, NTT qualification cycles, and automotive Tier-1 dynamics
- Free certificate of completion
Estimated effort: 35–45 minutes. This course draws on $100M+ raised across deep-tech startups and direct experience qualifying products with global carriers, Tier-1 OEMs, and standards bodies including IEEE, TIA, ETSI, and SEMI.
Curriculum
Foundations: Why Deep-Tech GTM Is Different
- The Consumer Playbook Doesn't Work Here content 7m
- The Four Stakeholders You're Actually Selling To content 8m
Qualification & Ecosystem Realities
- OEM & Carrier Qualification Cycles content 9m
- Partner Marketing & Consortium Dynamics content 9m
Application
- Building Your Deep-Tech GTM Plan content 9m
- Knowledge Check quiz 5m