How Stakeholder-Centric Models Are Replacing Product-Centric Strategies: https://bullstern.substack.com/p/web3-gtm-paradigm-from-product-centric

Web3 fundamentally rewrites the relationship between projects and users. Here's why traditional GTM fails in token ecosystems and what successful protocols must do instead 🧵🧵:

1/ In Web2, customers care about product value. In Web3, users are stakeholders who evaluate both immediate utility AND long-term token appreciation potential.

This dual-value proposition changes everything about how we approach go-to-market strategy.

2/ After analyzing successful protocols like EigenLayer, Base, and Optimism, I've identified five critical pillars that Web3 projects must implement for effective GTM:

4/ 𝗣𝗶𝗹𝗹𝗮𝗿 #2: Token-weighted community governance
Projects must implement mechanisms like quadratic voting to prevent whale domination, ensuring governance reflects genuine community consensus.
The stakes are higher when users own governance power.

5/ 𝗣𝗶𝗹𝗹𝗮𝗿 #3: Algorithmic narrative defense
When sentiment directly impacts token value, protocols need to deploy on-chain verification bots to combat FUD with verifiable data.
MakerDAO's real-time reserve audits during Terra's collapse = masterclass in crisis management.

6/ 𝗣𝗶𝗹𝗹𝗮𝗿 #4: L2-native partnerships
Growth increasingly depends on strategic collaborations. Projects must pursue partnerships with Layer 2 solutions through:

a) Gas fee grants
b) Shared security models
c) Co-marketing pools

7/ 𝗣𝗶𝗹𝗹𝗮𝗿 #5: Progressive decentralization
The most sustainable projects must execute a carefully staged transition from foundation-led to community-led GTM, transferring control at a pace that matches governance capacity.

8/ Seth Godin's "Smallest Viable Market" concept is even more powerful in Web3. ENS exemplifies this by first focusing exclusively on dedicated Ethereum users seeking human-readable addresses.

By serving this small market deeply, they created passionate evangelists.

9/ Tokenomics design is perhaps the most powerful GTM lever in Web3. Done right, it solves the cold start problem. Done wrong (looking at you, STEPN), it creates mercenary capital that vanishes at the first sign of trouble.

10/ The future belongs to modular GTM strategies that adapt messaging across chains:

a) Emphasizing different benefits on Arbitrum vs. Solana.
b) Creating cross-chain narratives.
c) Tailoring campaigns for different cultural contexts.

11/ What pillars do you think I missed? Which protocols have executed this playbook most effectively? Would love to hear your thoughts!

3/ 𝗣𝗶𝗹𝗹𝗮𝗿 #1: Mission-constrained flexibility
Unlike Web2 pivots that alienate users, Web3 projects must allow product evolution while maintaining unwavering commitment to core values.

Rarible shifted to NFT infrastructure while keeping "creator empowerment" as their north star.