Best Go-To-Market Tools for Scaling a SaaS Business

As a SaaS Leader, I'm often asked what tools I recommend for scaling a SaaS business. In this video, I share three key principles and the best go-to-market tools that I use for every single SaaS business that I own or help grow.

First, Instrument Your SaaS Business

You need to track your metrics from acquisition to referrals to make sure your flywheel is moving. This includes:

• Acquisition: How many leads or pipeline are you generating?
• Activation: Are they actually engaging in the process?
• Revenue: Are they converting and are you retaining them?
• Referral: Are they referring you to more future customers?

There are a million GTM tools out there but establishing my flywheel makes sure that I’m only spending time and money on tools that are going to move the revenue needle.

Second, Use the Right GTM Tools

Once you have your go-to-market strategy in place, you need to have the right tools to execute it.

1. ⚡️ Instant helps our GTM Teams quickly launch high converting Landing Pages for our Lead Magnets and track the key metrics (in the flywheel) to ensure we’re generating quality pipeline.
2. Mixpanel: For product-led companies to track metrics in your product and to ensure trials and users are activating in your product and you’re working to retain them.
3. HubSpot CRM: For sales-led companies to track the sales process and implement a proper sales methodology.
4. Megaphone: helps our GTM Team monitor our best customers and get them to introduce us to our future customers.

Lastly, Iterate on your GTM Strategy to Improve Metrics

By tracking the metrics of your SaaS business from acquisition to referrals using the recommended tools, you can gain valuable insights that inform how you iterate on your SaaS GTM Strategy.

For example, if you notice that your activation rate is low, you may need to adjust your onboarding process or messaging to better engage with users. If your SaaS Referral Pipeline is not generating as many leads as expected, you may need to adjust your referral program or try a different incentive. 

By continuously analyzing and iterating on your strategy based on these metrics, you can differentiate your business and win in the market.

In Conclusion

Incorporating these principles and tools has helped me and others kickstart growth, profitability, and subsequent rounds of funding. So, if you want to scale your SaaS business, start by instrumenting your business, using the right tools, and revamping your GTM Strategy.