Go-to-market (GTM) consulting for B2B SaaS companies
Checkpoint GTM is a Berlin-based go-to-market consultancy for Seed to Series B B2B SaaS companies. We define your ICP, positioning, channel mix and sales motion, then build it into your CRM, reporting and enablement, so the strategy runs instead of sitting in a deck. Defining and building the motion into your CRM typically takes 6–12 weeks. Fixed-scope projects cost €15K–€90K; ongoing embedded support runs €6K–€25K per month on retainer, all prices excl. VAT. Most engagements start within two weeks. Founders still selling every deal themselves can start with the GTM Kickstarter, a four-week sprint at €2,000 fixed. As a HubSpot Platinum Partner with 80+ implementations, we ship the revenue operations behind the plan in the same engagement.
How does a GTM consulting engagement run?
| Phase | What happens | What you get |
|---|---|---|
| 1. Discovery | Audit your funnel, market position, data, and team. Find what's working and what's leaking. | A written audit of your funnel, data and team: what works and where pipeline leaks |
| 2. Design | Define ICP, positioning, channel mix, and sales motion. Build the GTM blueprint. | A written ICP and positioning doc, channel plan and sales-motion playbook, signed off before Build |
| 3. Build | Turn strategy into systems: CRM configuration, automation, content, sequences, and dashboards. | CRM configuration, automation, sequences and dashboards live in your stack |
| 4. Launch | Roll out with structured enablement, documentation, and clear success metrics. | Enablement sessions, documentation and agreed success metrics |
| 5. Optimise | Weekly metrics reviews and quarterly pivots based on what the data says. | A weekly metrics review and a quarterly plan, on retainer if you want us to keep running it |
GTM consulting that ships, not another slide deck
We help B2B SaaS teams design a go-to-market that works: ICP, channels, messaging, sales motion, then build it into your CRM, reporting, and enablement. One partner for the strategy and the execution.
What a GTM consulting engagement covers
ICP & Segmentation
Define your ideal customer profile with firmographic, technographic, and behavioural criteria. Build segments that drive targeted outreach and resource allocation.
Channel Strategy
Identify which channels will drive pipeline for your specific market. Prioritise inbound vs outbound, paid vs organic, partner vs direct based on data, not gut feeling.
Messaging & Positioning
Craft positioning frameworks and messaging hierarchies that resonate with different buyer personas and stages. Test and iterate based on conversion data.
Sales Motion Design
Define your sales methodology, qualification framework, and deal stages. Build the playbooks and sequences that turn strategy into daily execution.
Launch Planning
Structure product launches, market entry plans, and campaign calendars with clear owners, timelines, dependencies, and success metrics.
GTM Analytics
Build the measurement framework that tells you what's working. Attribution models, cohort analysis, and funnel metrics that inform real decisions.
GTM consultant, agency, or in-house hire?
| In-house hire | Traditional agency | Checkpoint (embedded) | |
|---|---|---|---|
| Time to impact | 3–6 months to hire and ramp | Fast to start, execution depth varies | Embedded in ~2 weeks |
| Execution | Rests on a single hire | Decks and recommendations | We build it in your CRM and stack |
| Typical cost | €120K+/yr plus equity | Retainer, scope varies | €15K–€90K project · €6K–€25K/mo |
| Main risk | A wrong hire costs quarters | Strategy that never ships | External partner, built to run without us |
Is GTM consulting right for your stage?
- Early-stage teams going from founder-led sales to a repeatable GTM motion
- Companies entering new markets or launching new products
- Revenue teams with traffic but poor conversion and unclear positioning
- Leaders tired of strategy decks that never become reality
- VC portfolio companies needing standardised GTM playbooks
Common questions about GTM consulting
What does a GTM consultant do?
A GTM consultant defines how a B2B SaaS company takes a product to market: ICP, positioning, channels, pricing, and sales motion, and, in our case, builds it into your CRM and reporting. We don't stop at a strategy deck; we ship the revenue operations behind it.
How much does GTM consulting cost?
Our GTM consulting runs €15K–€90K for project-based work or €6K–€25K/month on retainer, depending on scope and stage. Most engagements start within two weeks. Every package and range is on our pricing page.
When should a B2B SaaS company hire a GTM consultant?
Usually when founder-led sales stops scaling, a new market or product launch is coming, or pipeline is growing but conversion and forecasting are unreliable. We work with Seed to Series B companies. Still selling every deal yourself? The GTM Kickstarter is our four-week, fixed-price sprint for that stage.
What's the difference between GTM consulting and RevOps?
GTM consulting sets the strategy, who you sell to and how. RevOps builds the operating system that runs it: CRM, data, process, and reporting. We do both, which is why the strategy actually ships.
How long does a GTM consulting engagement take?
A focused GTM build is typically 6–12 weeks. Many clients keep us on as an embedded RevOps partner to run and optimise the system after launch.
Which CRM do you build the go-to-market in?
Mostly HubSpot, where we are a Platinum Partner with 80+ implementations behind us, and Salesforce, where our team holds the Salesforce Advanced Administrator certification. If your current CRM no longer fits the motion, we plan the migration as part of the engagement.
Do you work outside Germany and in other languages?
Yes. We are based in Berlin, Prenzlauer Berg, and deliver in six languages: English, German, Italian, French, Spanish and Japanese. We have worked with 100+ B2B companies across 12+ countries.
Further reading on go-to-market strategy
- Checkpoint pricing: projects, retainers and fixed-price sprintsEvery package and price range on one page.
- The ten meetings rule for founder-led GTMWhat a founder should do before hiring a RevOps consultant.
- The ICP-fit gate: block lifecycle entry or score within itHow to turn an ICP definition into a rule your CRM enforces.
- Why a GTM engineer is not a RevOps leaderTwo different roles, and what happens when you hire one for the other.
- Case study: GTM infrastructure for a US market entryA European SaaS company entering the US: €2.1M pipeline in 90 days.
Where GTM consulting connects
Revenue Operations
The operating system that runs your GTM: CRM, data architecture, and process across marketing, sales, and CS.
Explore RevOps consulting →HubSpot Implementation
Where most of the build lands. Full portal buildouts and optimisation from a HubSpot Platinum Partner.
See HubSpot implementation →CRM Migration
Moving off Salesforce, Pipedrive, or Attio? We migrate the data and rebuild the workflows with zero downtime.
See CRM migration →Ready for a GTM that executes?
Tell us your stage and your biggest GTM gap. In 30 minutes we'll map your current state and show you where the pipeline is leaking.
Book a GTM consulting call