We are bootstrapped with no money for marketing. What does GTM look like without a budget?
GTM without money is not GTM without work, it is GTM where your time is the budget. Pick one narrow group of people you can reach for free (a community you are already in, a founder WhatsApp group, a niche subreddit, your last employer's ecosystem) and go there every week for six months instead of spraying across five channels for six weeks. The two things that actually compound for bootstrappers are being findable when someone searches for the problem, and being memorable enough that early customers tell someone else, so put your effort into search and into referral loops rather than paid ads you cannot sustain. Charge from day one: paying customers are the only honest signal you have, and revenue is your marketing budget. And be willing to be strange, because the reason nobody notices you is usually that you sound exactly like everyone else.
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4 resources, 2 India-specific, 4 link-checked.
📖 Book
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Walling bootstrapped five companies, so this is the rare GTM book written by someone who never had money to waste. The marketing and pricing chapters are specifically about picking one or two channels you can afford and grinding them, which is exactly the constraint a bootstrapped founder is under.
Cohen names the exact trap a broke founder falls into: running the same tactics as a million other companies and being invisible because of it. His five alternatives (radical honesty, virality built into the product, a story worth repeating, advertising treated as investment, borrowed credibility) are all things you can do with time instead of money.
Kapil built one of India's few listed SaaS companies, so when he takes apart the myths (Indians will not pay for software, they demand endless customisation, they want enterprise support at SMB prices) he is arguing from a P&L. Essential if you are deciding whether India is a real market for you.
The best known Indian proof that a no budget GTM can win a category outright: a cheaper product worth talking about, Varsity as a free education library that earned trust before signup, and a referral loop on top. It is the concrete version of the advice to be useful in public rather than buy attention.
