Luck looks like revenue. Working looks like repeatability. Ask whether you can name the trigger that made each of the last ten buyers start looking, and whether that trigger is the same one. If the deals came from ten different accidents, from a friend, from a conference, from an inbound fluke, you have revenue without a motion. The honest early metrics are not ARR, they are: what share of closed deals came from one repeatable source, how long each took, and whether a second person other than the founder has closed one yet.
4 hand-picked resources, 1 India-specific, 4 link-checked. Pick how you want to dig in.
Why we picked it Kazanjy is good on the thing founders skip: the leading indicators that tell you a motion is repeatable before the revenue does. Also the best short argument for hiring junior first rather than a VP.
On Lenny's Podcast by Pete Kazanjy ~80 min
Open lennysnewsletter.com →Why we picked it The SuperOps founder frames GTM around one question, is your category established or new, which is exactly the fork in the road for positioning. His channel split of roughly 40% organic, 40% performance and 20% events is a rare concrete answer.
On Prime Venture Partners Podcast by Arvind Parthiban ~50 min
Open primevp.in →Why we picked it It answers the four questions every early founder actually asks (what is my ICP, how do I run a sales call, which motion, how do I forecast) in one place, from First Round's own VP of GTM. The best single map of the territory.
From First Round Review by Emery Rosansky ~20 min read
Open review.firstround.com →Why we picked it A rare account of the specific moments a GTM changed shape, from narrowing to cold email agencies, to reversing the demo, to layering enterprise on top of self-serve. Best-in-class practice described as decisions rather than principles.
From First Round Review by Varun Anand ~25 min read
Open review.firstround.com →How what gtm actually is reads from a different seat.
