What this covers
- First acquisition paths and channel sequence
- Founder-led pitch, deck, demo, and objection handling
- How outreach, pricing, and proof come together in real selling
Back to GTM checklist
In progressFounder decisions linked
GTM pillar
Demand and Sales Readiness
Turn the strategy into a credible early sales motion: how conversations start, what assets support them, and how the founder can sell consistently.
Why it matters in GTM
A SaaS GTM is not launch-ready because the story exists in docs. It is ready when the founder can open the right conversations, use a repeatable pitch, and carry buyers through the first commercial exchange without improvising everything live.
Where we are now
We know the likely sales motion, and the first proof-claims, pricing, and one-pager drafts now exist. What is missing is the polished founder sales kit.
Biggest gap
We still need the full sales deck, the demo path, and founder validation on the proof claims and one-pager.
Underlying items
The strategic and tactical work inside this pillar
In progressFounder decision
Demand channels
The repo does not yet contain a finished channel plan, but it strongly implies a sensible beta sequence: founder-led direct outreach and warm pilot selling first, with the website acting as credibility infrastructure rather than the primary demand engine.
Open tactical detailIn progress
Sales motion and demo readiness
The raw material for a credible founder-led sales motion already exists: website narrative, pricing logic, pilot posture, and real walkthrough signal. What does not exist yet is the portable package that makes that motion repeatable without live explanation.
Open tactical detailFounder decisions
Calls affecting this area
Needs a call
Approve the EUR pricing and beta package rules
Keep the public anchors at Starter EUR 260 per seat per month, Foundation from EUR 1,750 per month, Growth from EUR 5,850 per month, and Enterprise as contact us. Approve the included capabilities explicitly and keep unenforced usage limits, support exceptions, and pilot-to-annual terms inside proposals and live conversations.
Review in readiness checklistNeeds a call
Approve the gates for widening sales beyond founder-led beta
Keep founder-led pilots and explicitly approved referrals as the current perimeter. Widen only after the contracting identity, privacy/DPA minimum, product-maturity map, proof rules, support capacity, and approved sales promises are in place.
Review in readiness checklistNeeds a call
Decide who owns outbound sales, and when we go wider than founder-led selling
Keep founder-led selling as the current perimeter, name the owner for outbound, and agree the observable signals that unlock a wider motion so it does not happen by accident.
Review in readiness checklistAppendix briefs
Evidence links