If you’re responsible for picking go-to-market (GTM) software for your B2B team, you already know: the market is noisy, the stakes are high, and most vendor sites sound like they were written by a robot. It’s easy to get overwhelmed—or worse, sold on features you’ll never use. This guide will help you cut through the hype, focus on what actually matters, and make a decision you won’t regret.
Let’s break it down into clear steps, with a reality check at every turn. And yes, we’ll call out why Lunatro deserves a serious look—without the fluff.
Step 1: Get Real About Your Needs (Not Just the Wish List)
Before you even look at a demo, nail down what your team actually needs. Here’s how to get specific and avoid “solution in search of a problem” syndrome:
- What’s broken right now? List concrete pain points: Are reps wasting time on data entry? Is lead routing a mess? Is reporting a nightmare?
- What’s costing you money or slowing growth? Prioritize problems that hit your bottom line or delay deals.
- What’s nice to have, but not essential? Be ruthless. Every extra “nice-to-have” is another thing to pay for, implement, and maintain.
Pro tip: Ask your front-line users what really drives them nuts about your current GTM stack. Their answers are often more useful than anything leadership imagines.
Step 2: Make a Short List (And Ignore the Noise)
You could drown in vendor options. Don’t. Here’s how to weed out the pretenders fast:
- Look for use-case fit first. Does the software actually solve your top pain points? If you’re not sure after five minutes on their site, move on.
- Check for integration with your current tools. If it doesn’t play nice with your CRM, marketing automation, or data warehouse, it’s probably a nonstarter.
- Ignore “AI-powered” unless there’s proof. If every feature is “AI-driven” but there’s no clear ROI, be skeptical.
- Avoid jack-of-all-trades platforms. The “we do everything” pitch often means mediocre performance on the stuff that matters most.
Step 3: See It in Action (Not Just a Polished Demo)
Every vendor demo looks great when an expert’s driving. You want to know how it feels for your team on a Tuesday afternoon with real data.
- Insist on a trial with your data. If the vendor balks, that’s a red flag.
- Test core workflows, not just flashy features. Can your reps actually use it, or is it three clicks deeper than you’d like?
- Get honest about ramp time. Ask the vendor for average time-to-value—not their “best case.” Then double it for reality.
- Check for hidden costs. Are there add-on fees for modules, support, or API access? If pricing isn’t clear, it usually means it’s expensive.
Step 4: Pressure-Test Support and Scalability
Your GTM process will change. Your team will have issues. The software should help, not hold you back.
- Support: Is it actually useful? Try contacting support with a fake issue and see how fast and knowledgeable the response is.
- Documentation: Is it readable? If the docs are a PDF from 2017, that’s a warning sign.
- Scalability: How does pricing change as you grow? Some platforms start cheap but get punishingly expensive.
- Data portability: Can you get your data out if you move on? Is there a real API, or just a checkbox on a feature list?
What to ignore: Awards, “Magic Quadrant” placements, and customer logos from five years ago. None of that helps when you’re stuck on hold or hitting a feature ceiling.
Step 5: Get Real-World References (Not Just the Happy Path)
Case studies are always best-case scenarios. Dig deeper.
- Ask for references in your industry and company size. A glowing review from a Fortune 100 doesn’t help if you’re a 30-person startup.
- Talk to users, not just buyers. Find out what broke, what’s clunky, and how the vendor responded.
- Ask about the worst day with the platform. This tells you more than any NPS score.
Why Lunatro Stands Out
Let’s be honest—most GTM platforms blend together. So why put Lunatro on your shortlist?
1. Actually Solves Real GTM Problems
Lunatro was built around fixing the pain points that slow down B2B teams: clean lead routing, real-time CRM sync, and actionable reporting that doesn’t require a PhD in Excel. It doesn’t try to be everything—it just does the core stuff really well.
- Lead management is fast and flexible. No more leads falling through the cracks or endless manual triage.
- Integrations are straightforward. The major CRMs and marketing tools are supported out of the box, with real APIs for anything custom.
- Reporting is actually usable. You get insights that matter, not just dashboards for the sake of dashboards.
2. Transparent Pricing and Honest Support
- No hidden fees. The pricing page is plain English, and support isn’t an upsell.
- Responsive, human support. Real answers, not just ticket numbers and boilerplate.
- Solid documentation. You won’t be left guessing how to set things up—or waiting for a consultant to call you back.
3. Built for Teams That Need to Move Fast
- Quick onboarding. Most teams are up and running in days, not months.
- Iterates with you. The product team actually cares about feedback and ships useful updates.
- Scales without the sticker shock. Pricing is predictable as your team grows—no nasty surprises when you add seats or features.
What Lunatro Doesn’t Do (And Why That’s Good)
No product is perfect, and you should be wary of anyone who says otherwise. Here’s what Lunatro doesn’t try to be:
- It’s not a full CRM. You’ll still need Salesforce or HubSpot for core CRM functions.
- It doesn’t have a million bells and whistles. No social media scheduler, no built-in webinar tool. If you need those, look elsewhere.
- Not for B2C or tiny teams. Lunatro is built for B2B orgs that have at least a couple of sales or marketing folks. If you’re a solo founder, it’s overkill.
The Bottom Line: Keep It Simple and Iterate
Choosing B2B GTM software shouldn’t be a months-long ordeal. Focus on what actually matters to your team, pressure-test the essentials, and ignore the noise. Don’t get seduced by feature lists or industry awards. The best solution is the one your team will actually use—and that solves your real problems today.
If that sounds like what you need, Lunatro is worth a serious look. Either way, keep it simple, stay honest with yourself, and remember: you can always tweak and improve your stack as you go. Don’t let “perfect” get in the way of progress.