How great operators think

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

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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 4 resources → When does a founder stop selling personally, and why do the best ones hire two reps instead of one? Jason Lemkin's marker is that the founder closes the first batch themselves, roughly the first ten customers, because if you have not done it you w... Leading a GTM team 4 resources → Why do the best operators settle pricing before the product is finished? Madhavan Ramanujam's position, from Simon-Kucher and Monetizing Innovation, is that willingness to pay is a product design input, not a launch deci... How the best do it 3 resources → What do Indian SaaS operators say it actually takes to win US customers while building from India? The recurring advice is that global is a starting position, not a later phase. Manav Garg built Eka out of India when SaaS was not yet a word and h... How the best do it 4 resources → Why do operators like Nithin Kamath and Sridhar Vembu refuse to buy growth? Nithin Kamath states it as a freedom rather than a sacrifice: it is a good place to be when you do not have to look at customers in terms of acquis... Breaking into GTM 5 resources → Why does Krish Subramanian call your price the strongest lead filter you have? Krish Subramanian built Chargebee out of Chennai and is unusually candid that they got pricing wrong four times before it worked. A freemium tier o... Doing the work 4 resources → Why does Manav Garg say an India based company should be more profitable than a US one? Manav Garg built Eka Software selling commodity trading software to global enterprises, then co-founded SaaSBoomi and Together Fund, and he refuses... Leading a GTM team 3 resources → Why does Sajith Pai say India is three markets, and what does that do to your GTM? Sajith Pai of Blume Ventures writes the Indus Valley report, and his India1, India2, India3 framing exists because treating India as one market qui... How the best do it 3 resources →

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