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Expected Output
An effective GTM strategy for SaaS is more than a launch strategy. It enables you to do the following: establish commercial models to sustain company growth, in parallel with new customer acquisition; build effective sales and marketing processes; reduce friction from the customer experience from the pre-sales stage to renewal; and set team and individual-level responsibilities, including revenue quotas and product adoption goals. The ability to measure effective product utilization is an important differentiator for SaaS. A data-driven GTM plan can help you manage churn risk (for example, low adoption) and identify expand selling opportunities (for example, utilization patterns that indicate up-sell or cross-sell potential). Therefore, a successful GTM plan should include measurable product adoption expectations. This data will inform you whether the GTM strategy has ultimately been executed successfully.
