Before starting to fire your ammunition, it is important to get clarity on some basics:

• SMB / mid-mMarket SaaS Customer Acquisition model.
• Positioning of your product.
• Freemium vs Free Trial.
• Pricing of your product.
• Sign­up Qualification Criteria (contract between Marketing, Product and Sales Teams).

Putting energy on Sales and Marketing without getting the above pieces right would lead to significant waste of time and money.