Write down what you actually do, not what you think you do. Record your own calls, listen back, and pull out the four or five moves that keep showing up in wins: the question that opens the pain, the way you frame the alternative, the moment you name a price. That becomes the first playbook, and it should fit on a few pages. Then instrument the stages so you can see where a deal dies without asking anybody. An engine is a written motion plus a definition of a qualified deal plus a number you inspect weekly, and nothing more clever than that.
4 resources, 1 India-specific, 4 link-checked.
Lemkin gives actual numbers for the decisions leaders agonise over: when to hire, how to set quota, how many reps per manager. Opinionated in a way that is useful even where you disagree.
On Lenny's Podcast by Jason Lemkin ~85 min
The most systematic treatment of recurring revenue as an engineered system rather than a set of departments, with 250+ blueprints you can lift. For leaders building the engine, not for someone still finding the first ten customers.
From Winning by Design by Jacco van der Kooij 556 pages
Open winningbydesign.com →Kirani has backed Freshworks, Chargebee and BrowserStack, and his rule that the product stays horizontal while the GTM goes vertical is the most quoted line in Indian SaaS for good reason. Covers push versus pull markets, channel focus, first pricing and first hires in one piece.
From SeedToScale (Accel India) by Shekhar Kirani ~15 min read
This is where the SDR and AE split came from, and the summary gives you the whole model without the book. The rule that no AE prospects and no SDR closes explains why GTM org charts look the way they do.
From Predictable Revenue by Aaron Ross ~15 min read
How what gtm actually is reads from a different seat.
