SaaS Go-to-Market Do's and Don'ts

SaaS Go-to-Market Do's and Don'ts

DO's

DONT's

Validate ICP with users, then build

Build first; hunt ICP later

Pick 1–2 channels that match your ICP profile

Spraying and praying on marketing channels

Treat marketing as your biggest growth lever

Investing in sales and product, ignoring marketing

Map ICP → offer → channels → pricing → KPIs

Skipping the GTM strategy step

Expecting marketing to fix weak product.

Make sure product solves a real pain damn well

Win one niche and expand later

Widening the audience too early

Decide using your ICP, data, and edge

Copying competitors

Validate with ICP and price-test first

Creating and adding features randomly

Price to reflect value; test, learn, iterate

Setting pricing that makes sense to you, not to your customers