How the best do it

How great operators think

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

All Breaking into GTM Doing the work Leading a GTM team How the best do it

All India Global

Everyone Founder doing GTM Founding AE SDR or BDR Growth and demand gen Product marketer RevOps Sales leader Agency or consultant

Showing 5 of 16 questions. Clear filters

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 → 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 did Claire Hughes Johnson learn about scaling a go to market org, taking Stripe from under 200 people to over 7,000? Claire Hughes Johnson was COO of Stripe from 2014 to 2021 and had spent a decade at Google before that running business and sales teams. Her argume... How the best do it 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 → How does Mark Roberge turn sales hiring into a data problem instead of a gut call? Mark Roberge was an MIT engineer who became HubSpot's CRO, and he treats hiring as the one input that determines everything downstream. His screen ... Leading a GTM team 4 resources →

eChai Partner Brands The partnership →