Question 1

When should a SaaS startup invest in marketing leadership?

Accepted Answer

After you have initial product-market fit signals but before you try to scale. You have paying customers and organic demand, but messaging is inconsistent and marketing is ad hoc. Investing at the Seed to Series A stage lets you build the foundation right.

Question 2

What does building GTM from scratch involve?

Accepted Answer

Five integrated components: category positioning and differentiation, narrative framework and messaging, demand architecture and first programs, sales enablement and pipeline structure, and team and operating model. Typically 3-6 months with a foundation phase followed by build and execution.

Question 3

Can I build GTM without a full-time head of marketing?

Accepted Answer

Yes. A fractional CMO provides senior GTM leadership on a flexible basis at a fraction of the full-time cost. The goal is to build the structure and transition to permanent leadership when the company is ready.

Question 4

What should a Seed-stage SaaS company's marketing budget be?

Accepted Answer

Typically $5,000 to $25,000 per month covering leadership, tooling, content, and initial demand programs. Spend on structural clarity first, then scale demand programs once the foundation is right.

Question 5

How do I know if my startup is ready for GTM investment?

Accepted Answer

You're ready when you have paying customers, some organic inbound, a sales cycle showing a pattern, an articulable value proposition, and enough runway for a 3-6 month buildout. Before product-market fit, focus on product first.

Question 6

What is the biggest mistake SaaS startups make with GTM?

Accepted Answer

Scaling tactics before establishing structural clarity: hiring SDRs without a clear ICP, running ads before messaging converts, building content without a category narrative. Structure first, scale second.