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
SaaS Go-to-Market Do's and Don'ts
Inna Shevchenko
Created on September 15, 2025
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Transcript
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