As part of my series on scaling a SaaS startup, I want to share some thoughts about distribution. According to Tomasz Tunguz, saas companies spend 80% of their revenue on sales and marketing. Thus distribution is essential for achieving success and sustainable Growth. Understanding the three faces of Growth can help you to better understand your distribution strategy: Traction is where startups begin, Transition is when the foundations of their marketing plans are set, and Growth is how you scale. As we are first laying the foundation of your campaign, the company is in the traction stage. Five steps are necessary to create a go-to-market strategy: 1. Define Marketing-Revenue Goals: Set up SMART goals and break down each goal into small steps with set KPIs. 2. Defining target users: Create a persona of who your clients are and all the attributes that will lead them to buy your product 3. Identify the channel and the strategy: Prioritize the channel where you have the highest ROI and Power. However, remember that it is not always about Growth but also about client retention. In this stage, you will focus on catching and retaining customer attention. This is especially important nowadays since we are in retention and money will be scarce in the next 6-18 months. 4. Document and discuss: It's important to take a step back and prioritize the successful strategies and redo those that weren't. 5. Scale your SaaS: Prioritize new opportunities and new markets based on profit margins, control, market size, and scalability opportunities. How do you create a go-to-marketing strategy?  #marketing #marketingstrategy #saasstartups #growth #marketstrategy