Saas GTM Assessment - Part 2

Assessments are not new; not even for Saas. A decade back companies have given assessments as complimentary and earned Customer’s trust and eventually their business. This is one of the best growth and revenue hacks. I have already posted nine questions in GTM assessment in part 1. Here are the remaining nine questions in the Saas gtm assessment.   

A score also can be assigned to analyse the current gtm motion and improve it from that point onwards. These saas gtm assessment will help in executing go to market tweaks, feedback loops and more ... 🏍️

10 - What are obstacles in revenue growth? If there is a magic wand to increase revenue and meet annual goals - what would that be? A lot of times it is very hard to gauge the TAM and/or upper ceiling and for obstacles to be visible or even known. 

Trust me they exist. 

11 - Have we done any pricing experiments? Any negotiation stories from customers will help. Are we feeling price pressure from customers? Frankly speaking, it is hard to agree that pricing experiments in Saas products, components, geography, channels exist. However, without those, how will we get the first handful of customers? 

In the early stages of a product or component we need the flywheel to be working; hence the price can and should be flexible … 💰 

12 - Are we doing NPS for both users and customers? Sampling during the NPS is key. It can be started with the buyers and users who wish to participate in the NPS. However, a mature approach to NPS is to sample the participants really well to get the best results so those can be acted upon. 

I have seen that in the initial stages the NPS is not good/ to be spoken about in public and that is how it should be. So there is a lot of improvement that can be made. 

13 - What is Your Company’s CAC, sales spend %, marketing, seo, paid ads, social media, demand gen, events spend, incentives to teams, leads list, sales crm tools, etc? Please provide a break up.

Measuring this quarterly and acting on it has really worked well for me … 🥇 

14 - How CAC and sales spend are trending over time and how they are correlated to revenue in the past 2-3 years? There is a correlation between spend and revenue; there is no second thought. However, we need to understand how much of the growth is bought and how much is organic and sustainable in the long run. 

15 - What teams get involved in free to premium? What is the conversion from free to premium? Any seasonality from consumer, customer, partner, vendor side?

GTM leaders should reduce the number of customer touch points as well as organisation wide touch points. I have seen that higher the touch points lower maybe the customer satisfaction. 

16 - Please mention the size of the saas gtm/ sales team, their domain experience, sales experience, tenure in the company, hierarchy, etc. 

What I feel in 2025 is that a combination of people and AI done well is unbeatable … 🏆 

17 - What are the collaterals, playbooks, enablement, onboarding, objections, training, etc.? Ai is making this faster, the message can be consistent and so on. 

18 - What key product (MAU), adoption, transaction (renders) metrics we are tracking across products? Ex - free to premium conversion, CLTV, credits used, premium renewed, etc.

I am ready to bet on this. The existing customer base for Saas always acts as a goldmine. What are the product use cases which are working, in which industry, in which geography, and so on. Selling those stories is a path to Saas growth … 👍 

There you go. I gave 18 questions to trickle your brain and to play with. 

Hope this helps you grow and scale your Saas. 

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Picture above - do temples and churches have gtm? Think about it.

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Swagat Irsale is a Growth and Scale Advocate. He works with start ups and scale ups and helps them grow revenue and build enterprise products which users use.

You can connect with him on Linked in.

https://www.groadv.com/post/grow-revenue-the-journey-zero-to-one-billion-swagat-irsale

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