You have created a new feeture that’s ready to smash the market?
This article talks about SAAS go to market process and its guidelines.
The scope of the feature we are discussing? A major feature that gives more value to the company and to our customers.
Can either allows us to approach new customers and requires coordination between the GTM team and the regions in advance.
Or a featrue that can bring a lot more value to our existing customsers and make us distinct in the market.
If you are not sure whether a feature is a good match or not, ask yourself the following :
1. Different pricing
2. Regional translations
3. Regional product fit
4. The need came from several verticals ( Stakeholders, Product, Sales, Marketing)
If you have a solid yes, than you should consider starting with a SAAS go to market process
Release kickoff: When should we start working on the GTM?
The product is mature enough – or will be by the GTM date (A fluid definition, for GTM team decision).
Relevant customer types set Regions are set and onboard and aware of the feature. We also have a clear qualification process and pricing.
Why are we doing this process? Make a buzz Get leads Upsell features- set an upsell goal.
Market enabler – pipeline clients/ number of leads from the marketing campaign.
How it works? We will set a GTM date and strategy. Some parts of the GTM requires a long prepare, such as Testimonials and case studies.
The leadership approval is also needed, we will share the strategy with them and get their feedback in a timeframe that allows us to make more changes.
The bottom line
A proper SAAS go to market is a process, that requires communication with our peers, setting goals and expectations.
The better we prepare for it, the better the odds that we will meet our mile stones and goals.