This Stack Planner helps SaaS founders, RevOps leads, and GTM strategists design the right GTM stack based on their motion, stage, persona, and tactical play mix.
Choose the stage that best fits your sales org maturity. Each level implies different needs and tool complexity.
| Stage | Traits | Team Size | Stack Maturity |
|---|---|---|---|
| Early | Founder-led sales, validating GTM | 1–2 sellers | Lightweight, scrappy |
| Mid | First reps, repeatable processes | 3–7 reps | Tool layering begins |
| Late | Multi-channel + forecasting | 8+ reps | Full RevOps motion |
Start by selecting the primary motion that reflects how your company goes to market today — or where you’re headed:
| Motion | Best For | Example Companies |
|---|---|---|
| Inbound | High intent, content-driven funnels | Vanta, Gusto, Puzzle |
| PLG (Product-Led Growth) | Fast onboarding, low friction, land & expand | Linear, Zapier, Superhuman |
| PLS (Product-Led Sales) | Usage-based sales cues, sales-assist layer | Airtable, Retool, ClickUp |
| SLG (Sales-Led Growth) | High ACV, outbound-led, multithreaded sales | Rippling, Benchling, Ramp |
These are inflection points that should influence your stack or play selection.
| Trigger | What It Unlocks |
|---|---|
| Launching free tier | PLG loop + product analytics |
| Product-Market Fit | Add outbound stack, lead routing |
| $1M+ ARR or Series A | Expand usage-based GTM, PLS tools |
| 3+ reps ramped | Standardize CRM, sales engagement |
| Rising churn | Add support stack, onboarding automation |
Mix and match plays based on your motion and trigger profile:
| Tactical Play | Description | Best Fit |
|---|---|---|
| Community-Led Growth | Organic evangelism, UGC | PLG, Inbound |
| Data-Led GTM | Usage and firmo data in funnel ops | PLS, SLG |
| Ecosystem Co-Sell | Partner integrations, channels | PLS, SLG |
| Inbound Engine | SEO, content, lead magnets | Inbound, SLG |
| Product-Led Sales Assist | CSM/AE intervention at usage thresholds | PLS |
| SDR Outbound | High-volume outreach to ICPs | SLG |
| Self-Serve Flywheel | Free to paid upgrade loop | PLG |
| Usage-Based Expansion | Metered plans, feature upsell | PLG, PLS |
Now assemble a right-sized stack based on your motion, stage, and plays. Below are modern tool recs by category — with notes for context.