"SaaS Is Dead" — No It's Not. But Your GTM Playbook Might Be.
SaaS is not dead, but the GTM playbook that built the last generation of SaaS companies might be. What replaces it: The Wolf Pack GTM.
Read the issueWolf Pack Power framework · Move 02 of 03 · Customer journey
The Trail
The second move is the path. Deals stall when nobody owns the way from first touch to signed deal, so the Trail gives every team the same map.
The move
Customer journey: what it takes.
Follow the trail. Build the customer journey that actually works: clear steps from first touch to renewal, one focus and one expected outcome at every stage, and the buying signals that tell the pack when to move.
Expected outcome
A journey every team can run, measure and improve.
Without it: Deals stall because nobody owns the path from first touch to signed deal.
The customer journey, stage by stage
- 1
Attract
Focus
Reach accounts that fit your ICP with a message that names their problem.
Expected outcome
The right buyers raise their hand.
- 2
Engage
Focus
Marketing and sales follow up together, guided by real buying signals.
Expected outcome
First conversations with qualified buyers.
- 3
Evaluate
Focus
Map the buying group, from the technical evaluator to the budget owner, and answer each concern with proof.
Expected outcome
A shared view of the problem and a clear path to a decision.
- 4
Decide
Focus
Remove risk, agree the plan, and align on timing and price.
Expected outcome
Bigger deals, closed faster.
- 5
Expand
Focus
Customer success and partners keep delivering value after the sale.
Expected outcome
Renewals, referrals and growth inside the account.
How it connects
One of three moves, run in order.
- 01ICPThe PreyOne target list your whole team believes in.
- 02You are hereThe TrailA journey every team can run, measure and improve.
- 03ExecutionThe HuntOne motion. One scoreboard. Clear owners.
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FAQ
Straight answers.
The questions people ask before they book, answered plainly.
Follow the trail. Build the customer journey that actually works: clear steps from first touch to renewal, one focus and one expected outcome at every stage, and the buying signals that tell the pack when to move. Expected outcome: A journey every team can run, measure and improve.
Without it: Deals stall because nobody owns the path from first touch to signed deal.
The five stages are Attract, Engage, Evaluate, Decide, Expand. Attract: The right buyers raise their hand. Engage: First conversations with qualified buyers. Evaluate: A shared view of the problem and a clear path to a decision. Decide: Bigger deals, closed faster. Expand: Renewals, referrals and growth inside the account.
The Wolf Pack Power framework has three moves in order: The Prey, then The Trail, then The Hunt. The Trail is move 2 of 3, and it works together with The Prey and The Hunt.
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