Sydney, New South Wales Feb 7, 2026  – The product is built and functional. Yet, a persistent question remains each week: “Where will my initial paying customers actually originate?”

Growth expert Franki Chamaki has introduced a framework that provides the solution. From Code to Customers: A 4-Layer Mental Model for SaaS Go-To-Market offers a systematic guide for solo and technical SaaS founders to construct a minimum-viable GTM engine in 3-5 hours weekly, establishing a predictable pipeline within 90 days and without the need to hire marketing staff.

Chamaki, Head of Demand Generation at Think & Grow, specializes in creating digital growth systems for capturing, nurturing, and converting sales pipelines. His background includes leading startup growth projects for The Coca-Cola Company, Commonwealth Bank, and AMP. While at Coca-Cola, he established its inaugural accelerator program, subsequently named the Coca-Cola Founders Platform, and co-founded HIVERY, an AI-powered retail optimization firm supported by CSIRO’s Data61.

“My experience spans both large global corporations like Coca-Cola and major financial institutions, as well as agile AI startups,” Chamaki stated. “The successful teams consistently follow a clear, structured playbook instead of pursuing every possible tactic. Solo founders should have access to that same level of clarity, tailored to their situation of limited weekly hours and no dedicated GTM team.”

The 4 Layers — From Zero Pipeline to Repeatable Growth

Layer 1 — Problem-Market Fit. Precisely define your Ideal Customer Profile (ICP), clarify the core problem, and condense your primary offering into a concise statement: “We help X with Y so they get Z.” Omitting this foundational step compromises all subsequent layers.

Layer 2 — Founder-Led Outbound (Your Fastest Path to Revenue). Manage targeted lists and sequences on LinkedIn and email personally, rather than outsourcing. This hands-on approach is crucial for mastering sales language, handling objections, and gathering proof points. Founders should not assign this task until they can successfully close deals independently.

Layer 3 — Signal-Driven Demand (LinkedIn, Reddit & Communities). Identify and participate in existing discussions related to your problem area. Share content designed to elicit responses. View engagement as a real-time feedback mechanism, utilizing platforms like LinkedIn not for broadcasting but as tools for learning and prospecting to maintain visibility with potential clients until they commit to trialing your MVP.

Layer 4 — Compounding Demand (Double Down or Pivot). The insights from Layers 1-3 indicate which strategies are effective. Layer 4 involves scaling these successes through methods like SEO, partnerships, product-led loops, or paid advertising. The key principle is to initiate with one primary method. Concentration builds momentum. The complete range of GTM strategies can be explored at.

How It Works: 90-Day GTM Sprints

The framework operates in concentrated 90-day cycles, enabling founders with limited time to concentrate on one or two channels sequentially rather than experimenting with numerous new tactics. It is designed for technical founders seeking answers to two fundamental questions:

• “What is the process for acquiring my first SaaS customers?”
• “What are the essential weekly actions to maintain pipeline progress?”

“The majority of technical founders are not aiming to transition into full-time marketing roles,” Chamaki explained. “They require a minimum-viable GTM engine capable of generating a steady stream of conversations and deals. This 4-layer model serves as the foundational structure, while AI tools and streamlined operating systems handle the operational workload.”

Get Started For Free

Chamaki supports solo founders and small GTM teams via GTM Sprint, a collaborative program and set of AI-driven applications that implement the 4-layer model. The launch features:

• 10-minute video breakdown ‘
• 90-Day GTM Sprint Simulator ‘ Input your information to receive a sequenced action plan instantly ‘

All materials are currently available at.

About Franki Chamaki

Franki Chamaki is a former startup co-founder who now leads in demand generation, with expertise in SaaS, AI, finance, and consumer goods. He launched Coca-Cola’s first accelerator program (later the Coca-Cola Founders Platform) and co-founded HIVERY, an AI retail optimization company internationally acknowledged for hyper-local retail strategies. He has spearheaded growth initiatives for The Coca-Cola Company, Commonwealth Bank, and AMP, and currently holds the position of Head of Demand Generation at Think & Grow. Via GTM Sprint, he assists solo founders and small teams in developing practical, experiment-based go-to-market systems.

Media Contact Franki Chamaki Founder, GTM Sprint