# BrandsTrack Sales & Go-to-Market Playbook

## ICP
Mid-market and enterprise companies with meaningful reputational exposure; communications/PR teams; regulated industries; agencies managing multiple brands.

## Positioning
One workspace for monitoring, evidence, executive intelligence, reputation, crisis response and communications outcomes.

## Sales motion
Discovery -> monitoring audit -> tailored demo -> pilot -> security review -> procurement -> rollout -> expansion.

## Demo
Show a live company dashboard; trace a change to evidence; explain impact; compare competitors; open a crisis; draft/approve communication; show post-action measurement.

## Agency strategy
Offer multi-workspace agency accounts, client reporting, permissions and API access.

## Marketing
Thought-leadership reports, reputation benchmark content, executive briefings, webinars, case studies and targeted outbound.

## KPIs
Qualified pipeline, demo-to-pilot, pilot-to-paid, sales cycle, CAC, ARPA, retention, expansion, gross margin and source/AI cost per customer.