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 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 did Whatfix manufacture its first ten customers with cold email, then find out it was underpricing by twelve times? Whatfix did not wait for inbound. Khadim Batti and Vara Kumar Namburu sent 500 personalised cold emails to SaaS product managers from Bengaluru, an... Doing the work 4 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 Razorpay win by chasing the merchants the incumbents refused to sign? Razorpay started as two engineers who could not get a payment gateway for a side project. Harshil Mathur and Shashank Kumar, who met at IIT Roorkee... How the best do it 5 resources →
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