How the best do it

GTM teardowns

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

Level All 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 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 → 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 →
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