Just pop in your numbers and let the spreadsheet take care of the formulas to track your GTM metrics.
Drawing from 10 years of working on a variety of startups, there’s a simple spreadsheet that is effective for gaining clarity on the B2B (and B2C) SaaS go-to-market motion. I’ve found that most early-stage CEOs (even some series A companies) are missing any version of this seemingly basic tracking method.
A clear understanding of the go-to-market motion is crucial to successfully navigating the complexities of building a successful B2B SaaS.
See what tracking the following conversion rates metrics does for your GTM pipeline:
✅ Visitors to Contacts CR%
✅ Visitor to MQL CR%
✅ Contact to MQL (marketing qualified leads) CR%
✅ MQL to PQL (product qualified leads) CR%
✅ PQL to SQL (sales qualified leads) CR%
✅ SQL to Opportunity CR%
✅ Opportunity to Customer CR%
✅ Additional High-Level Metrics to Monitor like CAC, Average MRR etc.
Regular monitoring of these metrics are how you identify the weaknesses and strengths of the go-to-market engine and optimize towards goals.