Scientific Product Go-to-Market Readiness Checklist

Use this to assess whether a scientific product, equipment platform, or technical service is clearly positioned, commercially credible, and ready to sell.

Project Snapshot

Add the project context you already know. Leave unknown fields blank.

Organization or product Prepared by Target customer or market Expected Project Start

Current stage

Concept or validation Pre-launch Actively selling Repositioning or scaling

Before you begin: Check the boxes for work already completed or decisions already confirmed. The remaining gaps will help frame project priorities, scope, and the support you may need.

1. Customer & Problem

A specific customer segment and operating environment are prioritized.
The problem is frequent, consequential, and important enough to fund.
Customer interviews, workflow observation, usage, or sales data validate the need.
The cost of the current approach is understood in time, money, risk, or lost capability.

2. Product & Proof

Product scope, intended use, limitations, and required customer inputs are explicit.
Performance claims are supported by credible technical, operational, or customer evidence.
Implementation, validation, training, service, and support requirements are understood.
Relevant safety, quality, regulatory, data, and facility constraints are addressed.

3. Positioning & Differentiation

The real alternatives include competitors, internal workarounds, outsourcing, and doing nothing.
The value proposition explains the outcome, target customer, and reason to act now.
Differentiation is meaningful, defensible, and relevant to the buying decision.
Messaging avoids unsupported claims, technical ambiguity, and features without customer value.

4. Buying Process & Stakeholders

Users, technical evaluators, champions, budget owners, procurement, and blockers are mapped.
Budget source, planning cycle, approval path, and typical sales timeline are understood.
Evaluation criteria, proof requirements, objections, and switching barriers are documented.
Early adopters and credible reference customers are identified or being developed.

5. Offer & Economics

The offer clearly defines what is included, optional, customer-provided, and out of scope.
Pricing reflects customer value, competitive context, delivery cost, and margin needs.
Installation, onboarding, consumables, service, support, and renewal economics are modeled.
Demo, pilot, trial, and contract terms support progress without creating open-ended commitments.

6. Messaging & Sales Enablement

The website and core pitch explain who the offer is for, what it solves, and why it matters.
Technical and business messages are tailored to different buying stakeholders.
Sales tools include credible proof, use cases, objection responses, and next-step guidance.
RFP, proposal, follow-up, CRM, and lead-qualification processes are usable and consistent.

7. Launch & Channels

The launch sequence focuses on a reachable market where the team can learn quickly.
Demand generation, sales, technical evaluation, delivery, and support have owners.
Direct sales, distributors, partners, conferences, and digital channels have defined roles.
Operations can deliver, onboard, support, and learn from initial customers reliably.

8. Metrics & Learning

Metrics cover qualified demand, conversion, sales cycle, adoption, retention, and economics.
Customer feedback, usage, support issues, and win/loss reasons are captured systematically.
Evidence can change positioning, pricing, product priorities, or target segment.
Decision gates define when to invest, refine, expand, partner, or stop.

Using Your Results

Unchecked items are assumptions to test, not reasons to delay indefinitely. Prioritize gaps that affect customer need, proof, differentiation, buying access, and delivery economics.

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