A go-to-market (GTM) strategy is not just about launching a product—it is about building a repeatable, scalable system for growth. Many founders think they have a GTM problem when, in reality, they have an ICP issue, a messaging gap, or a broken sales funnel.

This document provides 50 critical GTM questions designed to:

1. Identify weak spots in your ideal customer profile (ICP)
2. Assess the effectiveness of lead generation and demand generation
3. Uncover sales process inefficiencies that slow down deals
4. Align marketing, sales, and customer success around revenue growth
5. Improve customer retention and expansion revenue

Most early-stage and growth-stage SaaS founders operate in survival mode—moving fast, solving problems on the fly, and adjusting strategies as they go. But without structured GTM clarity, this leads to wasted marketing dollars, misaligned teams, and unpredictable revenue.

By answering these 50 questions, a founder will:

• Pinpoint the real GTM bottlenecks holding back revenue
• Clarify their ICP and messaging for stronger lead conversion
• Align sales and marketing efforts to avoid wasted motion
• Refine pricing, packaging, and retention strategies for sustainable growth
• Stop guessing and start optimizing based on real insights

If revenue is not scaling as expected, these questions will uncover why. Answer them honestly, and the next steps for fixing your GTM motion will become obvious.