If you’re running a growing B2B business, you’ve probably heard the pitch: “This GTM platform will transform your sales, align your teams, and double your pipeline overnight.” Sure. Maybe. But you’ve also got a stack of tools, a set way your team works, and a budget that’s not infinite. So how do you figure out if Kular is actually a fit for your company—or just another shiny object?
Here’s a practical guide to cut through the noise and help you make a real decision, minus the buzzwords.
1. Get Clear On What “GTM Platform” Means (For You)
“Go-to-market” (GTM) software is a vague term. It can mean anything from sales enablement to marketing automation, pipeline management, intent data, or all of the above. Kular bills itself as a B2B GTM platform, but before you even look at features, nail down your own definition:
- What are your biggest GTM pain points right now? (e.g., pipeline visibility, lead handoff messiness, slow onboarding, etc.)
- Are you replacing a Frankenstein stack, or just plugging a gap?
- Who will actually use this tool, day in and day out?
If you don’t know your real problems, no platform will fix them.
Pro tip: Write down your top three needs and your top three “nice-to-haves.” Keep them handy when you’re demoing tools.
2. Map Out Your Current GTM Stack
Before you bring in anything new, take inventory of what you’re already using. It’s easy to underestimate how many tools are floating around.
- Sales: CRM, sales engagement, call recording, pipeline tools
- Marketing: Automation, analytics, lead scoring
- RevOps: Reporting, forecasting, data enrichment
Jot down: - What works? (Don’t mess with it.) - What’s a pain to maintain? - Where are the handoffs breaking down?
Kular claims to unify and streamline the GTM process. That’s great—unless your current stack is actually working fine and the “unification” just adds complexity.
Watch out for: Platforms that promise to “replace everything.” That’s rarely true, and migrating too many things at once is a recipe for chaos.
3. Dig Into Kular’s Features—But Don’t Get Distracted
The feature list will be long. Ignore half of it.
Focus on: - The core workflows your team uses every day - Reporting and visibility: Does Kular make it easier to see what’s happening, or just add another dashboard? - Collaboration: Does it actually help Sales, Marketing, and RevOps talk to each other, or is it just another silo?
Stuff that looks impressive but rarely matters: - “AI-powered insights” (unless you know exactly what that means for your data) - “One-click integrations” (usually there’s a lot more clicking) - “Next-gen UI” (nice, but not a dealbreaker)
Pro tip: Ask for a real, unpolished demo. No slide decks. Just someone walking through the product as if they’re a user.
4. Put Integration Claims Under a Microscope
Every GTM platform says it integrates with “all your favorite tools.” Reality is messier.
- Which integrations are native, and which need third-party connectors?
- How much data actually syncs, and how often?
- Will you need IT or a consultant to get it working?
- Does it play nicely with your CRM, or does it want to take over as your CRM?
Write down your top 3-5 must-have integrations. Don’t settle for “on the roadmap.” If it’s not working today, assume it won’t be working for you any time soon.
Red flag: If their integrations page is just logos with no detail, ask for documentation. If you can’t get it, move on.
5. Test For Real-World Usability
Fancy features don’t matter if your team won’t use them. You want to know:
- Is onboarding realistic for a busy team?
- Can you customize fields, reports, and workflows without an admin degree?
- How’s the mobile experience, if your reps are on the go?
If possible, get a sandbox or trial. Put your actual data in there. Have your team poke around for a week.
Pay attention to: - How many clicks does a basic task take? - Are there weird delays or glitches? - Is it clear where to find stuff, or will you need a binder full of training docs?
Pro tip: Pick a few skeptics on your team to test it. If they can’t figure it out, your rollout will be painful.
6. Pressure-Test Support And Pricing
Support and pricing are where a lot of SaaS dreams go to die.
Support: - Is there a real human you can call or chat with, or just a bot? - What’s the average response time? - Is there proper onboarding help, or are you on your own?
Pricing: - Are there hidden costs (API calls, seats, integration fees)? - Is the contract annual, multi-year, or month-to-month? - What happens if you need to scale up or down?
Ask for a sample contract and a total cost estimate—don’t accept “it depends.” If pricing is vague, be careful.
Pro tip: Ask for references from businesses your size and stage. If they only give you huge logos, that’s a sign they’re not focused on companies like yours.
7. Look For The Right Stage Fit
Some platforms are built for enterprises. Others make sense for scrappy startups. Honestly, most “one-size-fits-all” claims are marketing fluff.
- Does Kular have customers like you—same headcount, sales cycle, and budget?
- Are their case studies real or just name-drops?
- Does the product actually solve the problems you wrote down in Step 1?
Don’t stretch to fit a tool that’s really for a different kind of business. You’ll end up paying for features you don’t need, or missing ones you do.
8. Ignore The Hype—Focus On Outcomes
You’ll hear a lot about “pipeline acceleration,” “360-degree visibility,” and “revenue orchestration.” What does that actually mean for your team this quarter?
Instead, ask: - Will this platform make my team’s life easier, or just more complicated? - Can I point to 1-2 clear, measurable outcomes I expect? (e.g., faster lead response, fewer handoff errors, better forecasting) - If it doesn’t deliver in 90 days, how easy is it to back out?
If you can’t answer those, you’re not ready to buy.
9. Make A Decision—Then Keep It Simple
Once you’ve done your homework, don’t overthink it. Every tool has trade-offs. If Kular checks most of your boxes, solves a few real problems, and your team can actually use it, that’s a win.
Start small. Roll it out to one team. Measure what changes. Iterate from there.
Remember: No platform is magic. The best GTM stack is the one your team actually uses—and can outgrow when you hit the next stage.
Bottom line: Don’t get seduced by big promises or flashy demos. Stay grounded in what matters for your business, trust your team’s instincts, and keep things as simple as possible. You’ll make a smarter, lower-stress decision—no hype required.