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 → 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 5 resources → How did Exotel move from selling to small businesses to selling to enterprises, and why did it take four years? Exotel started where most Indian SaaS starts: 350 SMB customers acquired through inbound at 10 to 15 conversions a month, on accounts worth 500 to ... Leading a GTM team 3 resources → How did Atlassian reach 100 million dollars in revenue with no salespeople, and where did that model stop working? In January 2012 Atlassian's CEO Scott Farquhar said it plainly: 2011 revenue was 102 million dollars, up 35 percent, profitable, 450 employees, and... Leading a GTM team 3 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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