SaaS GTM Motion Design Skill

Overview

The GTM motion is the master upstream decision in any SaaS plan. It determines pricing structure, sales-team design, marketing channel mix, customer-success operating model, and the entire financial profile. This skill forces an explicit, defended GTM-motion choice — not the lazy default of "we'll do sales and marketing."

Use When

• A new SaaS plan is being built — run this before Section 07 detailing
• The current GTM is producing inconsistent results (suggests motion-mismatch)
• The plan combines incompatible motions (e.g. $50k ACV with 30-day cycle)
• Considering a motion expansion (PLG → enterprise; or sales-led → channel)

Do Not Use When

• The plan has already secured PMF and a working channel, and the motion is established and producing healthy economics