How the best do it

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

What founders use for how the best do it, ranked by how many answers lean on it.

  1. Video · Conference talk "Big Bets that Paid Off" with Freshworks Founder & CEO Girish Mathrubootham | SaaStr Annual Girish Mathrubootham
  2. Video · Interview The BrowserStack story, from Co-founder and CEO Ritesh Arora Ritesh Arora
  3. Her four recurring failure modes, including misreading your competitive alternatives and the go to market gaps that quietly... Business of Software Video · Conference talk The Hard Parts of Positioning: Learnings from 11 years and 300 technology companies April Dunford
  4. Video · Interview Vidit Aatrey on Building Meesho, India's Top Reselling Platform, with Adora Cheung Vidit Aatrey
  5. Video · About 70 min Paras Chopra: How To Build A Successful Startup In India | Sold Wingify For $200 Million Paras Chopra
  6. Video · About 1 hr 9 min How they built a $600M SaaS Company? Ft. Khadim Batti & Vara Kumar Namburu - Co-founders, Whatfix Khadim Batti
  7. Video · About 48 min How Khadim Batti Built Whatfix Into a ~$900 Million Global SaaS Leader | Podcast Khadim Batti
  8. Video · 47 min Acquisition By Freshworks and Building SaaS in Chennai with Srikrishnan Ganesan, Founder, Rocketlane Srikrishnan Ganesan
  9. Video · About 1 hr 8 Years Without Funding to $100M Raise & Now A Category Leader | Shivku Ganesan,Exotel Shivakumar Ganesan
  10. Video · Interview From Bootstrap to $100M Raise | Shivakumar (Shivku) Ganesan on Building Exotel & The Future of CX Shivakumar Ganesan
  11. Video · Short clip Product-led growth B2B companies succeed if they master this first step | Elena Verna Elena Verna
  12. Video · Talk The Sales Acceleration Formula | Mark Roberge | Talks at Google Mark Roberge
  13. Video · Interview India SaaS Story - Manav Garg (CE) & Founder, Eka) | Fundraising | Hiring | Going from 0 - 1 Manav Garg
  14. Video · Short explainer Christopher Lochhead on What It Means to Be a Category King Christopher Lochhead
  15. Video · Interview From Chrome extension to $5B platform | Postman's journey | Abhinav Asthana (Co-founder & CEO) Abhinav Asthana
  16. Video · Long-form interview Every Lesson From Scaling Datadog to $40B Olivier Pomel
  17. Video · Reading of the memo The Founders' List: Slack's Internal Memo 'We Don't Sell Saddles Here' (Famous Memos) Stewart Butterfield
  18. Video · Podcast episode 76. How Slack is Generating $600MM With a Bottom-Up Approach w/ Kevin Egan at Slack Kevin Egan
  19. Video · About 1 hr 21 min Lessons from scaling Stripe | Claire Hughes Johnson (ex-COO of Stripe) Claire Hughes Johnson
  20. Video · 51 min Sridhar Vembu (Founder & CEO, Zoho) | Ask Me Anything Session | Inc42 Sridhar Vembu

The questions

GTM teardowns 16

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? 5 → 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? 5 → How did BrowserStack get its first millions in revenue almost entirely on word of mouth? 6 → How did Zerodha become India's largest broker with no ads and no sales team? 5 → All 16 questions in GTM teardowns →
How great operators think 16

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? 5 → 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? 4 → When does a founder stop selling personally, and why do the best ones hire two reps instead of one? 4 → All 16 questions in How great operators think →
eChai Partner Brands The partnership →