SaaS & Ventures Advisory
Customer acquisition, channel strategy, pricing, and the sales motion that converts pipeline into revenue. GTM advisory for SaaS and AI companies that want a commercial engine — not just a sales deck.
The Problem
Most early SaaS traction is founder-led — and most early SaaS GTM strategies are really just the founder selling. The transition from founder-led to a repeatable, scalable commercial motion is one of the hardest things a SaaS business does, and most get it wrong the first time.
SaaS companies default to channels that are familiar — outbound sales, content, paid — without rigorous analysis of which channels are actually cost-effective for their ICP, deal size, and sales cycle. The result is spread capital and slow learning.
Value-based pricing is straightforward in principle and consistently underexecuted in practice. Most SaaS companies price based on cost or competitive benchmarking rather than the economic value the product delivers to different customer segments — leaving significant revenue uncaptured.
What This Covers
Defining the ideal customer profile with enough precision to make resource allocation decisions — which segments to pursue, which to avoid, and how to sequence market entry to build revenue and reference customers efficiently.
Identifying and prioritising the acquisition channels that fit the product, the ICP, the deal size, and the stage of the business — and building the channel model that allows the business to test, learn, and scale without spreading resource too thin.
Designing the commercial motion that fits the product and the market — whether that is product-led growth, inside sales, field sales, or a combination — including the process, the enablement, and the metrics that determine whether it is working.
Pricing strategy grounded in the value the product delivers across different customer segments — covering price point, model (seat, usage, outcome), packaging, discounting policy, and the expansion motion that drives net revenue retention.
Translating product positioning into the commercial messaging that supports the sales and marketing motion — how the product is described, the objections it needs to address, and the proof points that accelerate buyer confidence.
Defining the metrics that tell you whether the GTM motion is working — CAC, payback period, win rate, pipeline coverage — and building the operating cadence that keeps leadership close to commercial performance without micromanaging the team.
Why It Works
Patrick Rechsteiner has been a buyer of SaaS products inside senior commercial roles in digital retail — which means the GTM advice is informed by what actually moves enterprise and mid-market buyers, not just what looks good in a playbook.
GTM advice that ignores the product positioning, the competitive context, and the stage of the business produces generic recommendations. The work starts from the specific situation the company is in — not from a standard framework applied regardless of fit.
For SaaS companies looking to grow in Australia and New Zealand, or to use ANZ as a launchpad for the Asia-Pacific region, local market depth matters. The practice brings direct experience of how enterprise and mid-market buying decisions are made in the ANZ context.
Who This Is For
Early-stage companies transitioning from founder-led sales to something repeatable — working out the right ICP, the right channels, and the commercial model that can scale without the founder being personally in every deal.
SaaS businesses that are growing but burning too much on acquisition, struggling with conversion, or finding that the GTM motion that worked at Series A is not working at Series B. The question is not whether to grow, but how to grow efficiently.
SaaS and technology companies based outside Australia and New Zealand that are planning market entry or have entered and are not gaining traction — and need a grounded view of how the ANZ market is different and what the commercial motion needs to account for.
Get in Touch
Share the commercial challenge or GTM question in front of you. Patrick will respond with a direct view on whether and how the practice can help.
Prefer to email directly? patrick@rechsteiner.io