The Essential Role of Founders in Go-to-Market Strategy

Alexander Estner helps SaaS founders to hit the first €1 million in ARR. He is based in Munich, Germany, and has more than 10 years of experience in SaaS and marketplaces, from being the first employee of a fast-growing SaaS-enabled marketplace to being a Co-founder of a SaaS startup.

It is interesting to learn how founders and GTM practitioners bump into similar mistakes and biases on their GTM paths. 

With Alex, we discussed mental barriers, misconceptions, and tackled other myths such as: 

• “We do not have any competition”

• “Free trial will fix everything”

• “Our ICP (ideal customer profile) is everyone, from solopreneurs to enterprises”

• “We do not care about the churn; acquisition is what matters”

• “We need to have a free plan to grow faster”

Links:

10 +1 GTM Mistakes

Alexander on LinkedIn: linkedin.com/in/alexander-estner 

Alexander’s Ideal Customer Profile Framework template on Miro: https://miro.com/miroverse/customer-profile-framework-saas-template/

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GTM Strategist Substack: https://gtmstrategist.substack.com/ 

Maja Voje on LinkedIn: https://www.linkedin.com/in/majavoje/