# Go-To-Market Plan

## Market Entry Focus

Start with gated residential estates and property managers that already have visible pain around visitor approval, gate logs, resident complaints, and guard accountability.

The strongest initial market fit is likely:

- estates with 50-300 units
- active daily visitor traffic
- one or more controlled gates
- resident committees or estate managers with budget authority
- existing manual visitor logs or WhatsApp-based approvals
- leadership concerned about security visibility

## Ideal Customer Profile

Best-fit customers:

- use guards at gate posts
- have residents who receive regular visitors, deliveries, artisans, or ride-hailing pickups
- need a cleaner record of visitor entry and exit
- have management that can approve a recurring subscription
- are willing to onboard resident and guard records

Poor-fit customers:

- no controlled gate or visitor process
- no one accountable for maintaining resident data
- unwilling to pay recurring software fees
- unwilling to use OTP, mobile, or web-based workflows

## Buyer Personas

| Persona | What They Care About |
| --- | --- |
| Estate chairperson | Resident satisfaction, security confidence, cost control |
| Estate manager | Faster operations, clean records, fewer disputes |
| Security supervisor | Guard accountability, incident visibility, clear workflows |
| Property management firm | Standardized operations across multiple estates |
| Developer/landlord | Premium estate experience and brand value |

## Sales Motion

Recommended motion:

1. Identify estates with visible gate friction.
2. Run a discovery call with the estate manager or committee.
3. Map current visitor workflow.
4. Demonstrate resident pass creation and guard check-in.
5. Show dashboard, audit, and incident value.
6. Propose a 30-day pilot or paid onboarding.
7. Import residents and train guards.
8. Review usage metrics and convert to monthly/annual plan.

## Qualification Questions

Ask prospects:

- How many units or resident households are in the estate?
- How many gates and guards are active daily?
- How are visitors approved today?
- Are visitor entries recorded on paper, spreadsheet, WhatsApp, or another system?
- How often do residents complain about visitor delays?
- What happens when internet connectivity fails at the gate?
- Who approves software purchases?
- What payment cycle does the estate prefer?
- Is there an existing resident database?
- Are incident reports currently tracked?

## Launch Channels

Recommended channels:

- direct outreach to estate committees and facility managers
- property manager partnerships
- security company partnerships
- demonstrations at estate association meetings
- referrals from residents in target communities
- LinkedIn outreach to facility/property managers
- local events for real estate and facility operations

## 90-Day Launch Plan

### Days 1-30: Foundation

- finalize brand name and product one-pager
- confirm plan pricing and pilot offer
- prepare demo estate data
- define onboarding checklist
- create sales discovery script
- identify first 30 target estates or managers

### Days 31-60: Pilot

- run demos with target customers
- sign 2-3 pilot estates
- onboard residents, guards, and estate admins
- train gate teams
- track check-ins, visitor passes, incidents, and support tickets
- collect testimonials and objection notes

### Days 61-90: Conversion

- convert pilots to paid plans
- publish one case study
- refine onboarding process
- build partner pipeline
- define enterprise package requirements
- review pricing against usage and support load

## Core Sales Message

"GateWise replaces manual visitor logs with a secure, estate-specific visitor pass and gate verification system. Residents invite visitors, guards validate access, and estate managers get a clear audit trail."

## Common Objections

| Objection | Suggested Response |
| --- | --- |
| Guards are not technical | The guard workflow is narrow: scan QR, enter manual code, check in, check out, report incident. |
| Internet is unreliable | Offline bootstrap and sync are part of the backend design. |
| Residents may not adopt it | Start with residents who receive frequent visitors, then expand through estate communication. |
| We already use WhatsApp | WhatsApp can notify people, but it does not create structured audit logs, access rules, or check-out records. |
| Pricing is high | Position against security risk, guard efficiency, manual admin time, and estate reputation. |

## Sales Assets To Create Next

- short demo script
- slide deck
- pricing sheet
- onboarding checklist PDF
- resident announcement template
- guard training guide
- pilot agreement template
- case study template

