# SaaS go-to-market strategy template

From pruthvianasune.com/guides/saas-go-to-market-strategy-template. Free to copy and adapt.

## 1. Target customer

_Everything else depends on knowing exactly who you are selling to first._

- Company type and industry:

- Company size and stage:

- The trigger that makes them look for a tool like yours now:

- Must-haves they will not compromise on:

- Who is not a fit, and why:

## 2. Buying group

_B2B deals involve several people, and each one needs a different reason to say yes._

- Champion: the person who uses it every day:

- Economic buyer: the person who signs:

- Others who can block the deal (IT, security, finance, legal):

- What each of them needs to hear:

## 3. The problem and current alternatives

_Buyers compare you with what they do today, which is often a spreadsheet, an in-house build or doing nothing._

- The problem, in the words customers use:

- What they do today instead:

- What the status quo costs them in time, money or risk:

## 4. Positioning statement

_One sentence the whole team, and an AI assistant, can repeat._

- For [target customer] who [problem], [product] is a [category] that [key benefit]. Unlike [main alternative], we [key difference].:

- The proof behind the key difference:

## 5. Messaging

_Positioning turned into words for the homepage, sales calls and LinkedIn._

- One-line description of what you do:

- Three proof points:

- The top three objections, and your answer to each:

- Words and claims to avoid:

## 6. Pricing and packaging

_Pricing is part of positioning, and for AI products it also decides your margins._

- Pricing metric: seats, usage or outcomes:

- Plans and what each one includes:

- Free trial, free plan or demo first:

- How model and usage costs affect margins at your price:

## 7. Sales motion

_How a buyer goes from interested to paying, and who helps them along the way._

- Self-serve, sales-led or a mix:

- Who runs the first call:

- Expected length of the sales cycle:

- What has to be true for a deal to close:

## 8. Channels

_Two or three channels done well beat six done halfway._

- For each channel: why your buyer is there:

- The first experiment you will run:

- What success looks like after 30 days:

- Options: founder-led LinkedIn, communities, partnerships, search and AI answers, outbound, events:

## 9. Launch moments

_Each release is a reason for buyers to look again._

- The next two launches on the roadmap:

- The story behind each one:

- Date and owner for each:

## 10. AI search presence

_More buyers now start software research in an AI assistant._

- The ten questions buyers ask an AI assistant before buying a tool like yours:

- Who gets named in the answers today:

- The pages and mentions you need to earn:

## 11. Metrics

_Decide up front how you will know what is working._

- North-star metric:

- Leading indicators: demo requests by source, activation rate, pipeline created, win rate:

- How you will learn where each buyer first heard of you:

## 12. 90-day plan

_The strategy turned into work with owners and dates._

- Weeks 1–4: goals and owners:

- Weeks 5–8: goals and owners:

- Weeks 9–12: goals and owners:

- The decision you will make at day 90: