Services
Go-to-Market Consulting for B2B SaaS
Operator-led GTM consulting that scales the motion that got you here into the one that gets you to $10M ARR and beyond.
The five workstreams
1. Segmentation & ICP
Most growth-stage SaaS companies have a 3x looser ICP than they think. We pressure-test your segments against revenue data, win rate, payback period, and expansion behavior — then concentrate go-to-market spend on the segments that actually compound.
2. Positioning & messaging
A category statement that survives a sales call, a website that converts the right visitor, and outbound copy that doesn't read like a template. Built from customer interviews, not from a brand workshop.
3. Pricing & packaging
Pricing is the highest-leverage GTM decision you'll make this year. We rebuild pricing pages, tier structure, and discounting policy against willingness-to-pay data — typical lift on average ACV is 20–40% within two quarters.
4. Sales motion design
PLG vs sales-led vs hybrid, founder-led vs AE-led, SMB velocity vs enterprise ABM. We design the motion that matches your ACV, sales cycle, and product complexity — and write the playbook the team will actually use.
5. Revenue operations
The reporting layer, the CRM hygiene, the funnel definitions, the forecast cadence. The stuff nobody wants to do that determines whether your board updates feel honest or theatrical.
Engagement models
- Full GTM Advisory — from $2,000/month: strategy plus execution across segmentation, positioning, pricing, sales motion, and revenue operations. Most clients start here on a 90-day engagement.
- Fractional SDR — from $1,500/month: when GTM strategy needs an outbound motion attached, we operate an SDR pod alongside your team.
- SDR Coaching — from $1,000/month: playbooks, mock calls, and weekly enablement for an existing SDR or AE team.
Custom scopes are available on request. We bill flat monthly retainer — never hourly, never success-only.
Recent outcomes
- Scaled an APAC SDR function from 10 to 23 reps; SQLs per rep moved 2 → 6 per month. Read the playbook.
- Lifted MQL-to-SQL conversion from 10% to 25% for a logistics-tech client. Read the playbook.
- Rebuilt SaaS pricing model; average ACV up 38% in 4 months.
- Designed and shipped a US market-entry GTM for an EU SaaS company; first $1M ARR pipeline in 5 months.
Who's behind it
GrowthStack Advisory was founded by operators who built and scaled the GTM functions at Apollo.io, Locus, and the IKEA Group. We've sat in your seat — closed the deal, hired the rep, missed the quarter, fixed the funnel. The advice is field-tested, not slide-tested.
Frequently asked
What's the difference between GTM consulting and lead generation consulting?
Lead generation builds the outbound engine. GTM consulting works one layer up — segmentation, positioning, pricing, sales motion design, revenue operations, and the cross-functional system that turns leads into revenue. Most clients need both; we run them as separate but coordinated workstreams.
When should we engage GTM consulting?
Three signals: (1) you're hitting a CAC ceiling and don't know why, (2) you've raised a round and need to scale the motion that worked at $2M ARR to $10M, or (3) you're launching a new product line or geography and need a tested GTM playbook rather than a hypothesis.
How long are typical engagements?
Most clients run a 90-day Full GTM Advisory engagement starting at $2,000/month, with month-to-month continuation thereafter. Shorter diagnostic sprints and longer embedded engagements are available on request — pricing is always flat monthly retainer, never hourly.
Do you write the strategy or also execute?
Both — but we won't be in-seat operators forever. The engagement model is: we co-design the strategy, embed alongside your team to ship the first 90 days of execution, then hand over with a documented playbook so your team owns it. PowerPoint without execution is academic.
What outcomes have you delivered?
Recent: scaled an APAC SDR function from 10 to 23 reps while moving SQLs per rep from 2 to 6 per month; lifted MQL-to-SQL conversion from 10% to 25% for a logistics-tech client; rebuilt a SaaS pricing model that lifted average ACV 38% in 4 months. Anonymized case studies on request.
Do you work with pre-revenue startups?
Rarely. GTM consulting works best when there's enough customer data to find patterns — typically $1M+ ARR and 30+ paying customers. Below that, we'll point you to founder-led sales advisors who specialize in zero-to-one motion design.
Related
For execution-only outbound, see B2B lead generation consulting. For self-serve pipeline math, try the pipeline & SDR capacity calculator.
Curious whether GTM consulting is the right next step?
Book a 30-minute call. We'll listen, ask hard questions, and tell you honestly whether you need a consultant, a hire, or just a fresh pair of eyes.
Book a strategy call