All SaaS products are busy replacing one another. How can data help in GTM planning ?
1. SaaS industry Sales is more driven by replacements. Competitive intelligence is becoming more useful. For example, AWS can check the GCP, Azure, and DigitalOcean users. BrowserStack can check the users of LambdaTest and vice versa.
Key here is to figure out the users (of competitor products) that can be replaced. Hence, software renewal dates have become important. In case software renewal dates are not there, then one can use the usage duration.
This analysis can give you a good sector/industry view, Geo view that is used in GTM planning.
This can further be used for sales planning such as territory planning.
2. SaaS players will prioritize to grow with Eco-system. Which eco-system should you choose?
Salesforce, hubspot, Oracle, Apple, or AWS ? Well, it depends on the user type that comes there.
You can use the data to figure out the # of future customers on these platforms.
Recommendation example – Go to Pipecandy before SalesForce because there are more mid-market and non-IT customers there than Salesforce.
Grow with Eco-systems because it increases your credibility, decreases your marketing spend.
How do you build your GTM ? What data do you use ?
