The 10 Best Go-to-Market Tools for RevOps Leaders

Your go-to-market (GTM) strategy is all about defining who your target audience is, what kinds of messaging they’ll connect with, and how to best position your product for launch for your chosen ideal customer profiles (ICPs). 

This is a big job, and it’s no surprise that so many B2B and SaaS brands struggle to find their footing here.

The good news is that the right tools can make all the difference. 

In this post, we’re going to look at ten of the best go-to-market tools for RevOps teams that are on the market right now, and we’ll share some tips on how to find every tool in your tech stack that you need. 

What Are Go-to-Market (GTM) Tools & Why Do You Need Them? 

Your GTM strategy focuses on understanding your audience and how you can fit your brand into the market for a successful launch.

GTM tools, therefore, are any kind of tool or software that can help you achieve this purpose.

This can be anything from project management software to advanced analytics.

For the purpose of this post, we’re going to focus predominantly on strategic tools that RevOps leaders need. So, we’re going to go beyond project management tools (which are still important–and for the record, Asana has our vote!). 

Instead, we’ll look more at the specialized software that can help you better position your product and understand your audience—and get it right the first time. 

The 10 Best Go-To-Market Tools for RevOps Leaders in 2024

There are plenty of different GTM tools that RevOps leaders will be interested in, but we’ve narrowed this list down to a tight ten that will cover your bases. With these ten tools, you should be able to create a strong GTM strategy that gets you started off on the right foot. 

Let’s take a look at each one. 

Go-To-Market Tools #1: Breadcrumbs 

We know we’re not the most biased, but we firmly believe that Breadcrumbs (and its associated tools) belong at the top of this list of GTM tools for RevOp leader! 

Breadcrumbs is a co-dynamic contact scoring SaaS tool that utilizes first-party data from multiple sources to help you determine which leads are the best firmographic and activity fit to convert. Create different models (including split testing models) to get real-time data about which leads are most likely to convert and what factors (both in terms of firmographic fit and recent interactions) indicate their sales readiness. And since we consider recency and frequency, you know that the data is always actionable. 

We say contact scoring instead of the more conventional “lead scoring” because our tool includes leads, but it’s not limited to leads. You can also use Breadcrumbs’ different templates to look for cross-selling, upselling, and re-engagement opportunities, too.

If you aren’t sure where to start with your scoring models, use Copilot to automatically generate scoring models based on your specific data in just a few clicks and just a few seconds. Copilot will also leverage machine learning to improve your models as more data is processed. 

Finally, use Reveal for ICP discovery and data analysis. All you need to do is sync with data sources like HubSpot or Salesforce, tell us which segment of contacts you want to use to define success (like high-paying customers or those on a particular plan), and then let us do the rest. 

Use this information to learn more about your audience, build lead scoring models, and improve your overall marketing with better positioning that can connect with the audiences you truly want to reach most. 

Book your free demo here.  

Go-To-Market Tools #2: Unkover

Competitive intelligence tools help you set up your competitive intelligence program by gathering, analyzing, and presenting you all the info you need about your competitors.

Many CI tools are available on the market, each with unique features and capabilities. My go-to choice is Unkover.

While they’re a new player in the field, you can already find a lot of value if you are already doing some competitive intelligence in a fragmented way and you don’t have time for a fully-fledged (and expensive) product.

They offer a free trial, setup takes only 5 minutes and you’ll immediately be able to:

1. Integrate with Slack, so all the information gathered is available to you (and your team) directly where you can see them.
2. Identify the websites of all your competitors and the specific pages you want to track (not sure? We’ll give you some suggestions)
3. Show your competitors’ email marketing flows
4. Read your competitors’ G2 reviews
5. Get a detailed analysis of your competitors’ content marketing activities.

Go-To-Market Tools #3: ActiveCampaign  

There are so many great customer communication platforms that have strong automation features, but ActiveCampaign is my go-to choice.

ActiveCampaign really covers all your needs here for a large number of marketing platforms. These are some of the features that are useful for RevOps leaders getting their GTM product launch strategies and campaigns in place: 

• Email marketing features, including high-converting templates and designs 
• Marketing automation features 
• CRM and sales automation features 
• Customer service and support tools 

As you’re creating your campaigns, this is a great platform to use. You can split test emails with new leads to see what they respond to, helping you finetune the messaging of your GTM strategy. 

You can set up streamlined marketing automation so that, for example, send a 1:1 email when users click a specific link in another email. This will help your team be ready for launch, ensuring you have an efficient and streamlined approach from the get-go. 

Go-To-Market Tools #4: PartnerStack 

Launching a product is hard to do on your own, and having the right partnerships in place can undeniably help.

Finding the right partnerships, of course, is essential. PartnerStack can help with that.

“Partners” here really means affiliate partners in most cases— people who already have an engaged following that trusts them and their recommendations. They’ll learn about your product and help spread the word to get people excited and signed up in time for launch.

PartnerStack will help you identify and recruit the right partners that have the right audiences. It also comes with an entire suite of tools to help onboard new partners, track their conversions, and reward them accordingly. This even includes flexible or customizable offers for each individual partner you have, giving you more options for how you want to work. 

Go-To-Market Tools #5: Userpilot 

Userpilot is a product growth analytics platform that has a wide range of features that can be dead useful for brands creating and implementing their GTM strategy.

This is one of the tools we recommend having ready and on deck both for beta testing and the official launch stage.

They have the kind of growth insights that can help you discover how to increase product stickiness to reduce churn, showing you how to optimize the user experience based on different customer personas and ICPs. This is made possible with pure data and split testing capabilities thanks to the tool. 

This includes product management, product adoption features, and UX design help. 

Their features start at user onboarding and it goes all the way through to customer retention. 

There are also their engagement and customer feedback features to consider.

The engagement features allow you to set up in-app offers or suggestions that will be triggered by users’ actions or the segment they belong to. 

And for the feedback feature, you can send out customer surveys and receive invaluable, direct first-person feedback from the people who matter most: The ones who use the tools themselves. 

Go-To-Market Tools #6: Gong 

Gong has described itself as a “revenue intelligence” tool, and we’d say that’s pretty right on the money. 

This is an intensive analytics tool that will give you massive visibility into how well your deals are working, how well your team is performing, and what’s happening in your chosen market. 

One thing that we really love about this particular tool is that its insights are real and actionable; you aren’t just getting fields of data that you need to interpret for yourself.

When it comes to team member recommendations, for example, each individual team member will get detailed suggestions that can help them improve on their sales calls. Maybe Mike needs to talk less about pricing because that’s not your core value offer, and Allie needs to talk much more about benefits to really sell to the customers. 

These are small details that could otherwise be missed, even by great managers, but that can make a massive impact on your overall revenue.

As far as RevOps GTM tools go, this is an invaluable one. 

Go-To-Market Tools #7: ZoomInfo 

Most GTM strategies that include a RevOps team focus on aggressive growth and sales periods early on. 

ZoomInfo can be a useful tool when you’re looking to rapidly sell and launch your product effectively.  It’s another analytics tool that has insights you can use for sales, marketing, operations, and even finding the right candidates for open positions.

Some of their best features that make it a relevant GTM tool for RevOps teams include:

• Conversation intelligence based on sales communications 
• Data-powered website chat functions
• Phone and email automation
• Contact and company search to give you an enormous database of leads to contact
• Buyer intent tracking
• Website visitor tracking 

Go-To-Market Tools #8: Kaspr 

Kaspr is another prospecting tool in the same category as ZoomInfo, but they this tool is designed for individual SDRs and small teams looking to build prospect lists quickly. 

One of the biggest assets of Kaspr is their integrated LinkedIn features. You can either search through LinkedIn Sales Navigator to build lists, or use their LinkedIn Extension to capture lead information (including name, company, job title, and contact information) while browsing on LinkedIn itself.

Kaspr also has automated workflow and outreach options, so you can speed up the process of sending that all-important first LinkedIn message.

Whether you want to reach people to test or promote your tool or you want to reach out to potential clients to start the selling process, this tool’s can provide reliable and often accurate contact data to get you started. 

Go-To-Market Tools #9: Seismic 

Seismic is an unbelievable sales enablement tool that can be a gamechanger during the GTM stage. It’s designed to support your customer-facing team with content, tools, insight, and even skills development that can improve the customer experience and help you scale your business.

You can use this platform to do the following:

• Facilitate training for your sales team.
• Automate repetitive tasks.
• Get AI suggestions for improved marketing campaigns.
• Deliver content customers need most more effectively.
• Foster relationships across multiple platforms, including social media, SMS, and email.
• Create immersive pitch decks and leverage digital sales rooms. 

Seismic can solve a lot of problems on the client-facing side of the equation, making it a great tool for RevOps leaders looking to improve the customer experience. 

Go-To-Market Tools #10: Paddle 

A common pain point of any new business (and especially SaaS startups) is struggling to determiner the right price point and pricing model. You don’t want to undersell your product and eat into your profit margins, and in many cases, you need to change your pricing as your business grows. 

Paddle is an outstanding tool that can help with this. It’s a subscription management and revenue platform that gives businesses full control over pricing. Sales reps can customize quotes, you can change pricing structures for new customers only (grandfathering existing customers into their old pricing), or set up tiered pricing plans.

This platform also makes it easy to set up recurring billing, upgrade or downgrade subscriptions, and manage international payments. 

Go-to-Market Tools: Final Thoughts 

Creating a solid GTM strategy and implementing it is no easy task, and it’s absolutely a high-pressure one. If you want a successful product launch to get things going strong right from the beginning, you need to have the right strategies and tools in place.

Each of these ten GTM tools is a great fit for RevOps teams that are focused on rapid revenue growth in the early stages of your brand. They can give you actionable insight, provide some automation, and help you not only gain new data but interpret it accurately. The importance of each can’t be overstated.

Want to kick off your GTM strategy with the right tools? Book your free demo with Breadcrumbs today.