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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.

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

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

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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.

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In 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.

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Decisions to be made

Calls affecting this pillar

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Decide now

Decide which price anchors become public in beta

Publish the current beta price anchors and keep everything beyond those anchors conversation-led: Starter at GBP 220 per seat per month, Foundation from GBP 1,500 per month, Growth from GBP 5,000 per month, and Enterprise as custom. Only do this if plan definition, entitlements, and usage tracking are tightened enough that the page stays honest.

Review on decisions page
Decide now

Set the gating strategy for broader beta selling

Start with founder-led pilots only. Define the unlock milestones now: minimum DPA and procurement pack, at least one usable proof or permissioned case-study path, and explicit founder sign-off on what broader selling is allowed to promise.

Review on decisions page