An area

How the best do it

Teardowns of what specific companies actually did, and the judgment calls great operators make.

GTM teardowns 8

How named companies actually got their first customers, and what they changed to scale.

How did Freshworks sell to the US from Chennai without a US sales team? 2 → How did Zoho build a global GTM engine without ever raising money? 4 → What did Postman do differently to get developers to adopt before it ever sold anything? 2 → How did BrowserStack get to millions in revenue on word of mouth alone? 2 → How did Zerodha become India's largest broker with no ads and no sales team? 2 → All 8 questions in GTM teardowns →

How great operators think 8

The mental models, the judgment calls, and the non-obvious moves behind good go-to-market.

What did Slack's "We don't sell saddles here" memo actually change about how they sold? 2 → What does April Dunford say most teams get wrong about positioning? 3 → What does Gong's call data actually say top sellers do differently in discovery? 3 → When should you add a sales team on top of a self serve product, and how do you avoid breaking it? 3 → When does a founder stop selling personally, and why do the best ones hire two reps instead of one? 4 → All 8 questions in How great operators think →

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