Three Phases of SaaS GTM fit
Typically, companies will go through three phases to reach Go To Market Fit and it’s a bad idea to proceed to the next phase before you reached the milestone of the previous one:
1. Founder Sales
You will have successfully completed the Founder Sales phase after your founders have sold to about 30 paying customers, each of which has similar characteristics (similar companies buying for similar reasons).
2. Professional Sales
You will have successfully completed the Professional Sales Phase once at least three non-founders, probably professional sales people will have sold your product to several similar paying customers.
3. Scaling Sales
You will have successfully completed the Scaling Sales phase and can claim Go To Market Fit once you have successfully hired and onboarded a large group of new sales people who are now hitting quota. These new sales people weren’t trained by observing the founders, but rather by a formal training program and by receiving instruction on a well-documented sales process.
