Growth and demand gen

Everyone says do content. What does inbound actually mean for a startup with no audience? Inbound means someone with the problem finds you while they are looking for an answer, and leaves you a way to follow up. For a startup with no aud... Breaking into GTM 3 resources → I want to start a GTM career in India but I have zero sales experience. What is the realistic first job? An SDR or BDR seat at a B2B software company is the standard front door, and it is genuinely open to people with no sales background because compan... Breaking into GTM 4 resources → I write blog posts and nothing happens. What am I doing wrong? Usually one of three things. You are writing for a persona you invented instead of a real person you have spoken to, so the piece is generically co... Breaking into GTM 3 resources →

How do I tell whether our GTM is genuinely working or we just got lucky with a few deals? Luck looks like revenue. Working looks like repeatability. Ask whether you can name the trigger that made each of the last ten buyers start looking... Doing the work 4 resources → How do I decide what to write about so it brings in buyers and not just traffic? Sort every topic idea by how close it sits to a purchase. Comparison pages, alternatives pages, integration pages and "how do I do X with Y" pages ... Doing the work 3 resources → How do I design tiers so buyers pick the right plan and grow into the next one? Good, better, best works for about two thirds of SaaS companies because it makes the choice easy, so start there unless you have a strong reason no... Doing the work 3 resources → What is the real difference between product-led, sales-led and everything in between, and which one are we? The question is not which model you prefer, it is who signs and how much they are risking. If one person can start using the product on a card with... Doing the work 4 resources → I am the first GTM hire at a startup. What is my job really, and how do I not get fired in 12 months? Your job is not to relieve the founder of selling, it is to prove the founder's selling can be done by someone else. So spend the first month ridin... Doing the work 4 resources → Half my pipeline is outside our ICP because those are the leads that came in. Do I chase them? Chase them to learn, close them only if they close fast. Off-ICP deals are seductive because they are there and someone said yes to a meeting, and ... Doing the work 4 resources → How do I build a target list that is worth working instead of scraping ten thousand random companies? A list is a hypothesis about who has your problem badly enough to pay, so write the hypothesis down before you open any tool. Start from the accoun... Doing the work 4 resources → Our product is self-serve. How do we get users without a sales team? Product-led companies get most of their new users from two places: organic search (about forty percent) and product virality (about sixteen percent... Doing the work 3 resources → How do I find out what customers will actually pay without just asking them? Asking "what would you pay" gets you a polite fiction, so use structured methods instead. Van Westendorp gives you a sensible range, Gabor-Granger ... Doing the work 3 resources →

When should you add a sales team on top of a self serve product, and how do you avoid breaking it? Elena Verna's rule is that most companies do this too soon and for the wrong reasons. The signals that sales will actually help are an average orde... Leading a GTM team 3 resources → How much of my pipeline should come from inbound versus outbound, and when do I add the second channel? Early on almost every B2B company grows through one dominant channel, so the wrong move is to run four at half strength. Name your primary channel,... Leading a GTM team 4 resources → I run demand gen for an Indian SaaS selling globally. Does the US content playbook work here? Partly. If you sell to the US and Europe, the standard playbook applies because you are competing in the same search results as everyone else, and ... Leading a GTM team 4 resources → How does Datadog run bottom up and top down selling at the same time without the two fighting? Datadog does both deliberately. Individual developers install the agent and get value in about 15 minutes with no salesperson, while the sales team... Leading a GTM team 2 resources →

How did Freshworks sell to the US from Chennai without a US sales team? Freshworks started as Freshdesk in Chennai in 2010 and decided early that inbound would be the engine, not field sales. Girish Mathrubootham has sa... How the best do it 2 resources → How did Zoho build a global GTM engine without ever raising money? Zoho never took outside capital, so it could never buy growth, and that constraint shaped everything. Sridhar Vembu funded the early years from the... How the best do it 4 resources → What did Postman do differently to get developers to adopt before it ever sold anything? Postman began in 2012 as Abhinav Asthana's side project, a small HTTP client he put on the Chrome Web Store to fix his own API testing pain. Adopti... How the best do it 2 resources → How did BrowserStack get to millions in revenue on word of mouth alone? Ritesh Arora and Nakul Aggarwal built BrowserStack for a pain they had felt themselves, testing sites across browser versions, and their first dist... How the best do it 2 resources → How did Zerodha become India's largest broker with no ads and no sales team? Nithin Kamath has written it plainly: Zerodha does not advertise, does not have a sales team with targets, and does not do much marketing. What it ... How the best do it 2 resources → How did HubSpot turn a marketing idea into a distribution advantage nobody could copy? Brian Halligan and Dharmesh Shah started from an observation, not a product: buyers were finding answers on blogs, forums and search engines long b... How the best do it 2 resources → What do the very best GTM teams do that everyone else does not? They treat GTM as a system they design rather than a set of tactics they copy. The best teams pick one narrow group of buyers and go absurdly deep,... How the best do it 4 resources → What are the best outbound teams doing in 2026 that the rest of us are not? They treat outbound as an engineering problem, not a headcount problem. The best teams have someone technical sitting inside GTM (the GTM engineer ... How the best do it 3 resources → What do the companies with genuinely great inbound do differently? They pick one content strategy and commit to it for years instead of sampling five. Lenny's breakdown of content-driven growth is a useful map: edi... How the best do it 4 resources → How do the best companies decide to change their GTM motion instead of just grinding the current one harder? They watch for the signal that effort and outcome have decoupled: same activity, worse conversion, longer cycles, more discounting. That is a motio... How the best do it 4 resources → Is there a way to build demand before the product even exists? Yes, and Rocketlane is the cleanest Indian example. Srikrishnan Ganesan started a community and a podcast for his buyers nine months before the pro... How the best do it 3 resources →