How the best do it

GTM teardowns

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

Level All Breaking into GTM Doing the work Leading a GTM team How the best do it
Market All India Global
Who's asking Everyone Founder doing GTM Founding AE Growth and demand gen Product marketer RevOps Sales leader

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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 5 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 5 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 5 resources → How did Figma turn a community of individual designers into enterprise deals? Claire Butler joined Figma in April 2015 as its first marketing and business hire, employee number 10 at a nine person company, and found that ordi... How the best do it 3 resources →
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