90-Day GTM Experiment Plan

4 min read

90-Day GTM Experiment Plan

Window: May 8 to August 6, 2026

gantt
    title 90-Day GTM Experiment (May 8 – Aug 6, 2026)
    dateFormat YYYY-MM-DD
    axisFormat %b %d

    section Foundation
    TISAX status check (CRITICAL)        :crit, w1a, 2026-05-08, 7d
    BearingPoint outreach                :w1b, 2026-05-08, 7d
    VDA Mittelstandstag registration     :w1c, 2026-05-08, 14d
    Rethink! Smart Mfg application       :w1d, 2026-05-08, 14d

    section June Prep
    MobiCon co-presentation prep         :w3a, 2026-05-22, 14d
    GBA Townhall attendance              :w3b, 2026-05-22, 14d

    section June Events
    MobiCon                              :milestone, 2026-06-10, 2d
    VDA Mittelstandstag                  :milestone, 2026-06-15, 2d
    Rethink! Smart Manufacturing         :milestone, 2026-06-28, 3d

    section July
    Tractus-X Community Days             :milestone, 2026-07-02, 2d

    section Conversion & Prep
    Post-event follow-up conversion      :w11a, 2026-07-13, 14d
    automotiveIT Kongress prep           :w11b, 2026-07-13, 25d

Week 1-2: Foundation (May 8-21)

1. TISAX status check (CRITICAL)

Confirm whether Think-it holds TISAX Level 2 or has begun the assessment process. If not started, engage an ENX-accredited auditor immediately. Timeline: 3-12 months; cost: EUR 30,000-80,000. ISO 27001 covers ~70% of ISA requirements (3-month fast track if held). This gates Cofinity-X listing and Catena-X certification.

2. BearingPoint outreach

Email Manuel Schuler (Global Leader Automotive). Pitch: “We run 150+ EDC connectors in MDS production. Your advisory clients need a managed connector provider with open-source operator credentials and steward ownership.” BearingPoint is advisory-only with no managed-connector product; referral economics are clean.

3. VDA Mittelstandstag registration

Contact VDA for June 2026 event in Bonn. Request speaking/demo slot. The audience is ~200 Geschaeftsfuehrer of Tier-2/3 automotive suppliers under OEM mandate pressure.

4. Rethink! Smart Manufacturing application

Apply for exhibitor/speaker slot (Jun 28-30, Berlin). Only five exhibitor positions available. ~150 executives; cost-per-qualified-conversation estimated at EUR 200-500.

Week 3-4: June Events Preparation (May 22 - Jun 5)

5. MobiCon co-presentation

Coordinate with MDS and TUeV Association for Jun 10-11 booth presence. Leverage Think-it’s MDS partnership for co-presentation slot.

6. GBA Townhall attendance

Check GBA website for next open Townhall; apply for Data Exchange Working Group observer status. 17 consortia testing real-world battery passport implementation with results expected June 2026.

Week 5-8: Execute June Events (Jun 6 - Jul 3)

7. VDA Mittelstandstag (Jun 2026, Bonn)

Geschaeftsfuehrer-level messaging: “Your OEM customer mandated Catena-X. We handle the connector so your IT team doesn’t have to.” Target: collect 20-30 CEO contacts. Follow up within 72 hours.

8. MobiCon (Jun 10-11, Berlin)

Co-present at MDS booth. Mercedes-Benz CTO Joerg Burzer and Daimler Buses CEO Till Oberwoerder are confirmed speakers. Target: 5-8 qualified conversations with OEM data leads evaluating managed MDS connector operations.

9. Rethink! Smart Manufacturing (Jun 28-30, Berlin)

Speak/exhibit. Bring an AAS / digital twin demo using Kaphera’s AAS Part 2-compliant Digital Twin Registry. Target: 10-15 qualified conversations with Head of Production and Head of Digitalization at Manufacturing-X companies.

Week 9-10: Tractus-X and Builder Persona (Jul 2-14)

10. Tractus-X Community Days (Jul 2-3, Stuttgart)

Attend as community participant, not vendor. Identify Battery Pass Viewer App contributor organizations (ZF, Bosch, BMW engineering teams) facing make-or-buy decisions on production connector management. Offer: “We run 150+ EDC connectors in MDS production; let us run yours.” Collect competitor intelligence on Sovity, MHP, T-Systems positioning.

Week 11-12: Post-Event Conversion & automotiveIT Prep (Jul 14 - Aug 6)

11. Follow-up conversion

Personalized outreach within 72 hours of each event. Offer: free 30-minute “Catena-X readiness assessment.” Goal: 20% conversion to booked calls. Measure against 3% reply-rate threshold.

12. automotiveIT Kongress preparation

Book tickets (EUR 1,225-1,550; early-bird deadline ~July 31). LinkedIn attendee mapping for Oct 14. Pre-book 8-12 CIO meetings. This is the first commercial moment: thirteen days after October 1 GA.

Events to Ignore in the 90-Day Window

EventReason
Battery Show Europe (Jun 9-11)Wrong persona: battery engineers, not IT infrastructure buyers. No EDC/dataspace track.
Gaia-X Summit (Nov 19-20)Outside window; zero pipeline value. 200M+ euros spent with no tangible results.
IAA Transportation (Sep 15-20)145K visitors; pre-GA invisibility for an unknown startup.
Smart Country Convention (Oct 13-15)12-24 month public procurement cycles; too slow for the 90-day window.
LogiMAT / Hannover Messe 2026Already passed.

Strategic Outlook (Post-August Dynamics)

Beyond August 2026, three dynamics reshape the channel landscape:

  1. October 1 GA converts credibility into pipeline. automotiveIT Kongress (October 14) and BVL Supply Chain CX (October 21-22) become the first events where Kaphera has a production product to sell.

  2. DPP regulatory cascade widens the market. Battery Passport mandatory February 2027, textiles Q2 2027, tyres 2027. Each delegated act opens a new sector. Data Spaces Symposium 2027 becomes strategically important for pan-European credibility.

  3. Manufacturing-X transitions to operations. 108 partner organizations (27 SMEs) across 16 sector-specific projects become active prospects as Factory-X and sub-projects shift from development to production.

Maintain a 70/30 budget split favoring pipeline over credibility channels through 2027.

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