91 people
The person most B2B teams learn positioning from, and the author of Obviously Awesome and Sales Pitch
She turns positioning from a vague branding exercise into a repeatable exercise: list your true competitive alternatives, isolate the features only you have, work out the value those unlock, and name the market segment that cares most. Her Sales Pitch work is the rare material that connects that positioning to the actual words a rep says on a call.
Author of Founding Sales, the handbook that popularised founder led sales
Founding Sales is the most concrete text available on the exact stretch most founders get wrong: your first 10 customers, your first rep, and the handoff between the two. He is unusually specific about call structure, discovery questions, and what a founder should measure before hiring anyone into sales.
Founder of SaaStr, the largest body of public writing on scaling B2B SaaS revenue
He answers the operational questions almost nobody publishes numbers for: when to hire your first VP of Sales, what a rep should actually close, how long ramp really takes, and why most VP hires fail in the first 90 days. Read him for benchmarks and hiring sequencing rather than for strategy.
Writes Growth Unhinged, the working reference on product led growth, pricing and packaging
He publishes the actual benchmarks and teardowns behind PLG rather than the theory: free to paid conversion rates by category, what usage based pricing does to net revenue retention, and how specific companies structured their packaging. His pricing work is the strongest public material on changing a price without breaking your funnel.
Writes MKT1, the reference on how an early B2B startup should actually build marketing
She writes the thing almost nobody else does: what the first marketing hire should actually do in what order, how to scope the role, and how to tell a growth marketer from a product marketer when you have budget for exactly one. Her templates and org charts are directly usable rather than illustrative.
Host of SaaS Sessions, India's longest running SaaS podcast, and a working field and community marketer
He is one of the few India based GTM people publishing at the practitioner altitude rather than the CEO altitude: what a first growth hire actually does in month one, how field marketing and events convert in Indian SaaS, and what a lean team runs instead of a paid budget. The podcast archive doubles as a decade long record of how Indian SaaS GTM changed.
Managing Partner at Upekkha and one of the clearest voices on capital efficient SaaS GTM from India
He works with dozens of early Indian SaaS founders at the same time, so his public material is grounded in patterns rather than one company's story: how to pick a wedge ICP, what a founder should personally close before hiring, and where India based teams typically stall selling into the US. His framing of efficiency as a GTM choice, not a constraint, is the useful contrarian bit.
Author of the Indus Valley Report and the India1, India2, India3 market segmentation most India GTM plans now borrow from
If you are sizing an Indian market, he is the source that stops you from multiplying 1.4 billion by a conversion rate. India1, India2, India3 forces an honest answer on who can actually pay you, and the Indus Valley Report gives you the underlying numbers to argue with.
Built SaaSBoomi, the community that most Indian SaaS founders learned go to market inside
He is the working example of community as a go to market channel rather than a marketing garnish: how peer groups get built, why a pay it forward norm compounds, and how a conference becomes a distribution asset. Useful if your GTM plan involves earning a place in an ecosystem rather than buying attention.
Founded Freshworks in Chennai and took it to a Nasdaq listing, the reference case for selling globally from India
Freshworks is the most studied GTM story in Indian software: inbound and freemium first, priced deliberately below the incumbent, selling into the US and Europe with the team sitting in Chennai. He talks openly about the specific mechanics, why they picked a category with an obvious incumbent to position against, and what breaks when you move upmarket.
Built Eka Software into a global enterprise platform from Bengaluru, now backs Indian GTM teams through Together Fund
Eka sold six and seven figure enterprise contracts to commodity traders in Geneva and Singapore out of Bengaluru, so his material covers the hard version of Indian GTM: long cycles, on the ground presence, and hiring your first senior seller in a market you do not live in. He is also unusually direct about how long co-founder and first leadership hires take to get right.
Founder and CEO of Kissflow and one of the loudest public advocates for capital efficient SaaS built in India
He argues the case for the low touch, self serve, globally priced Indian SaaS company, and he is specific about how it works: pricing pages that do the qualifying, content as the top of funnel, and keeping sales headcount low on purpose. Useful counterweight if everything else you read assumes a big sales team.
Teaches outbound prospecting built on curiosity and disqualification rather than persuasion
He rewrites actual cold emails and cold call openers line by line, in public, so you can see exactly why a message reads as spam and what the non pushy version sounds like. If you or your SDRs are sending outbound that gets ignored, this is the most immediately applicable material on the list.
Founder of Zoho, which sells to over 100 million users worldwide without venture funding or a heavy sales machine
Zoho is the strongest working argument that price, product breadth and patience can substitute for a large sales and marketing budget. He is explicit about the tradeoffs: slower growth, no funding rounds to buy distribution, and a bet that owning the whole stack lets you undercut everyone permanently.
Built and sold Dr. Vaidya's, and now publishes constantly on how Indian consumer brands actually get distribution
He is one of the few Indian investors who publishes real distribution numbers instead of vibes: what it costs to acquire a customer online in India today, when a brand has to move into quick commerce and general trade, and why a pure online consumer brand hits a ceiling. Read him if your GTM ends in an Indian consumer's hands.
Co-founder of GrowthX, the India community where growth and GTM people go to level up their craft and careers
Useful mostly if you are early in a GTM career in India and want the ladder made explicit: what a growth or marketing role actually contains at an Indian startup, what the next rung looks like, and how people who got there did it. GrowthX's own growth is also a clean, watchable case of content led community building.
Wrote the outbound prospecting playbook he used to build pipeline for two India-based B2B companies selling to the US
He is one of the few India-based operators who has documented an outbound channel end to end, from list building to sequencing, rather than posting tactics in isolation. His writing is unusually candid about what did not work and why a channel that prints pipeline at one company dies at the next.
Built a category community before he had a product, and writes about customer onboarding as a revenue motion
Preflight is a live case study in building an audience for a category before you have a product to sell into it, and he talks openly about how that community became the go-to-market. He is also one of the clearest voices on treating onboarding and implementation as revenue work rather than post-sale overhead.
Talks publicly about selling enterprise software from Bengaluru into Fortune 500 accounts in the US
He is specific about the hard part of India-to-US enterprise sales, the difference between what an India-based sales team can carry and what has to be hired on the ground. His accounts of the early pivot are a useful lesson in how an ICP decision determines every GTM choice that follows.
Employee number one at Whatfix who sold India to US enterprise for twelve years and now writes about why that motion breaks
Almost nobody with a real India-to-US enterprise track record writes the mechanics down in public, and that is explicitly why he says he does it. His posts are about the unglamorous middle of a deal: multi-threading into a Fortune 1000 account from a different time zone, and what actually breaks when an India-based team tries to run a US enterprise cycle.
Trains Indian SDRs for a living and hosts a podcast on sales development, after leading it at Whatfix, Chargebee and Salesken
He is the clearest India-based source on the entry-level end of GTM: what a first SDR job actually asks of you, how a cohort of reps is ramped, and where prospecting fails. The podcast is worth it for the specifics of running outbound out of India into global markets rather than generic prospecting advice.
Publishes weekly outbound teardowns pulled from the live accounts he runs for Indian B2B teams selling globally
The newsletter is drawn from accounts he is currently running, so the plays are dated and specific rather than evergreen advice. He is one of the few people writing about cold calling and cold email as an India-based rep dialling into US and global buyers, including the accent, timing and objection realities that come with it.
Runs a LinkedIn newsletter and YouTube channel on consultative B2B selling built from two decades of commercial leadership
He is one of the more prolific India-based publishers on the fundamentals of consultative selling: discovery, qualification, and how a deal is actually structured with a commercial buyer. Useful if you are early and want the mechanics explained rather than tactics assumed.
Writes candidly about hard pivots, pricing and selling enterprise software out of India, from a decade running WebEngage
His interviews are unusually specific about the sequence most founders get backwards: how pricing decisions ended up dictating the product, and what changes when you move from selling to Indian companies to selling to enterprise buyers abroad. He is also frank about what a pivot costs a sales team mid-flight.
Explains how a sales enablement function gets built and measured, from running one globally at Whatfix
She is the rare India-based voice on enablement as an operating discipline: when a company is actually ready for the function, what problems it exists to solve, and how you measure its impact instead of counting training sessions. Useful if you are the person being handed 'go fix ramp time'.
A programmer who became an enterprise seller, and talks publicly about how that career switch actually works
She is one of the few people describing the move from writing code to carrying a quota in public, which is the exact path a lot of Indian technical people are quietly considering. Her SaaSBoomi and podcast material is grounded in the difference between selling large enterprise at LinkedIn and selling for a small Chennai SaaS company.
Built India's only membership body for technology sales professionals, with a blog, a podcast and a certification behind it
AITSP is the closest thing India has to a professional standard for tech sales, so his work is useful if you want to see the job described as a career with levels rather than as a hustle. The blog and podcast are one of the few places where Indian tech sellers, not founders, are the ones talking.
Sixteen years of startup sales leadership in Pune, now teaching GTM through the sessions he runs and moderates
He works at the specific altitude most Indian B2B startups get stuck at: past founder-led sales, not yet a real sales org. His sessions and teardowns are about the transition, what to hire, what to systematise, and what to stop doing yourself.
Runs a workshop for Indian founders on cracking the US market, from years of enterprise sales in sales readiness software
His workshop is one of the few India-authored, structured attempts at the question every Indian B2B founder asks: how do you actually get a US buyer to take the first call. He is also good on sales readiness as a discipline, since he sold the category rather than just practising it.
Hosts The Sales Algorithm, a Pune-based podcast where software sales veterans go through what actually closed and what did not
The show is one of the few India-based sales podcasts hosted by someone who carried a number for three decades rather than by a vendor, so the questions land where a practitioner would push. Episodes are long and unrushed, which suits deal stories that only make sense with the full context.
Writes the practical end of RevOps: comp plans, quota, and the plumbing under a sales number
He writes the parts of go-to-market nobody puts on a conference stage: how a commission plan is designed so reps trust it, what a RevOps starter pack looks like at a company that has never had one, and how to move the function from ticket-taking to strategy. Rare to find this written by someone who ran it at India scale first.
Runs sales and marketing at Darwinbox, selling HR software from Hyderabad into large enterprises across 130 countries
Darwinbox is one of the clearest examples of an Indian company winning large enterprise deals in Southeast Asia and beyond rather than defaulting to the US, and he owns that motion. His interviews are useful on how to sequence markets, and on selling a system-of-record product where the buying committee is enormous.
Built Kick SaaS, a community and event series for Indian SaaS sales people rather than for founders
Almost every India SaaS community is built for founders and investors, and hers is built for the people carrying the bag. The Kick SaaS sessions and recordings are one of the few places where Indian SaaS reps and sales managers, not CEOs, set the agenda.
Independent communications strategy consultant who dissects how Indian brands actually message, launch and apologise
He takes a live Indian brand campaign, launch or PR misstep and works backwards to the message decision that caused it, which is the fastest way to learn positioning and narrative from real Indian examples rather than US case studies. His writing is unusually specific about what the brand should have said instead.
Co-founder of indiagold and former SVP of growth and product at Paytm, writing publicly on Indian consumer distribution
He is one of the few people who ran growth at Indian consumer scale and then went back to building from zero, so he writes about acquisition and retention with the constraints of Indian price points and payment rails baked in. His posts are heavy on numbers and cohort behaviour rather than tactics.
Host of The Neon Show, the long running interview series on how Indian founders actually built distribution
The show is one of the few places where Indian founders are pushed past the origin story into the actual go to market mechanics: how the first hundred customers came, what the sales motion cost, what did not work. Listening in sequence gives you a working map of Indian GTM playbooks by sector.
Built Zerodha Varsity, the clearest Indian case study in growing a category leader through free education instead of ads
Zerodha grew to category leadership with almost no advertising spend, and Varsity is the machine that did it, so studying how Karthik structures the content, the depth ladder and the free-forever decision teaches inbound growth at a scale most content teams never reach. He also answers reader questions in public, which shows the feedback loop.
Co-founder and CEO of GrowthX, the membership community where Indian growth operators teach each other the craft
He has run one of the clearest experiments in India on whether growth is teachable, and he is public about what the curriculum gets right and wrong. If you are trying to build a GTM community or figure out how growth people actually level up in India, his write ups on cohort design and member outcomes are the primary source.
Co-founder and CEO of Hiver, a bootstrapped-to-global Indian SaaS company built largely on content and search
Hiver is the reference case for an Indian company selling to the West through search and content rather than outbound, and Niraj writes about the unglamorous parts: the years before the category name existed, why they narrowed the ICP, and what they got wrong on positioning first.
Founder of Bombay Shaving Company and host of The BarberShop, publishing candidly on D2C brand building in India
He talks about the parts of D2C that pitch decks skip: why a category has to be built before a brand can be sold into it, what it costs to move from online-only to retail, and where the unit economics actually break. The podcast pushes other Indian founders into the same specifics.
Marketing lead for Indian venture funds, writing shotcast on the craft of content that moves people
He is one of the few people in India writing about content as a discipline rather than a channel: how a piece earns attention, why most brand content dies, and what a fund or a startup should actually publish. Having run marketing for two of India's most visible VC brands, he writes with the constraints of a small team and no ad budget.
Co-founder of Honasa (Mamaearth), who built the brand out of a community of mothers before it was a product line
She is specific about the mechanic that actually built Mamaearth: recruiting a group of target customers, building products against their complaints, and letting them carry the brand, which is community-led GTM rather than a campaign. She also writes openly about founders being the brand's face and where that helps or backfires.
Co-founder of Social Beat, one of India's largest independent performance marketing firms for consumer brands
He writes from inside large Indian media budgets, so his posts cover the things agencies usually keep quiet: which channel mixes hold up as spend scales, how vernacular and regional targeting change the maths, and where influencer spend earns out. It is the practitioner view of Indian performance marketing rather than the pitch deck view.
Co-founder of Zerodha, which became India's largest retail broker without an advertising budget
He explains the trade offs behind a no-advertising growth model in the open: what pricing had to be true, what the product had to do to be worth talking about, and where referrals stop working. Very few founders at that scale publish the reasoning behind their distribution choices this plainly.
Built ixigo's content marketing engine on a shoestring, and wrote the book on making share-worthy video
He works in the constraint most Indian marketing teams actually live in: no production budget and no media spend. His frameworks for what makes a piece shared rather than merely watched are concrete enough to run on Monday, and he shows his own failures alongside the hits.
Co-founder and CEO of Chargebee, built from a Chennai apartment into global subscription billing infrastructure
Because he sells pricing and monetisation software, he thinks out loud about the part of GTM most founders under-engineer: how a pricing model shapes the sales motion, expansion revenue and who you can afford to sell to. He is also candid about selling from India into Western markets from day one.
Co-founder of The Glitch and host of Advertising is Dead, interrogating how Indian brands earn attention now
The podcast is a running seminar on how attention actually gets bought and earned in India, with agency heads, platform leads and brand marketers pushed past the buzzwords. He is particularly good on the seam between creator-led distribution and brand building, which most GTM writing treats as separate worlds.
Founder of echoVME and Digital Scholar, one of India's most prolific teachers of hands-on digital marketing
He teaches the operational layer that most strategy writing skips: how a campaign is actually set up, what an agency retainer covers, and how a small Indian team runs paid and organic together. Useful if you are the first marketing hire and need to do the work, not just plan it.
RevOps leader turned founder who publishes on sales compensation as a go-to-market lever
He treats sales compensation as a design problem rather than a finance chore, with concrete tests (can a rep explain their plan in sixty seconds) drawn from reviewing hundreds of enterprise comp plans. Useful if you are setting quotas and incentives for the first time.
Value SaaS accelerator partner who writes on capital efficient GTM for Indian software founders
His Value SaaS argument is a specific stance on GTM: get to a million dollars of revenue on your own cash flow, price against value delivered, and choose an ICP narrow enough that a small team can actually reach it. Useful counterweight if you are being told to spend into growth.
SaaS marketing operator turned founder who co-hosts a podcast on marketing Indian SaaS to the world
He has run marketing inside Zoho and Freshworks and now sells into a narrow, opinionated category, and the Marketing Nation episodes he hosts pull that same specificity out of other Indian SaaS marketers on channels, ABM and demand generation.
Zoho evangelist who speaks and writes on storytelling as the core of B2B software marketing
She makes the case that B2B software is sold through narrative rather than feature lists, and shows how the same story has to be retold differently for founders, investors and buyers. Her Zoho for Startups work is also a practical view of how a large Indian software company builds distribution through an ecosystem.
Writes The CMO Journal, a weekly essay newsletter on software product marketing and branding from India
His essays are written from inside Indian software companies rather than imported from US playbooks, and he is unusually good on the craft end of the job: how to write, how to build a brand voice, and how to tell the same company story differently to investors, founders and buyers.
SaaS marketing leader known for scaling Chargebee's marketing engine, and for teaching funnel mechanics publicly
His public sessions walk through what actually happened as Chargebee's revenue grew, including where the funnel leaked and which channels stopped working at scale. Concrete numbers and mistakes rather than frameworks.
Co-founder of a B2B marketing analytics product, publishing on attribution and account intelligence
He is precise about what B2B marketing measurement can and cannot tell you, particularly why last touch attribution misleads in long, multi person buying cycles, and what account level signals are worth wiring into a CRM instead.
Zoho's marketing and customer experience lead, writing and speaking on positioning and messaging
Zoho markets a very wide product portfolio without the usual venture funded spend, so his public talks are a rare look at how brand, channel and analyst relations substitute for a large paid budget. He is specific about positioning and messaging choices rather than campaign tactics.
Fractional CMO who publishes a running series on what B2B marketing leaders actually get wrong
She writes from the fractional seat, which means she sees the same B2B marketing failure modes across many companies: teams buying ABM tooling before they have an account list, and marketing being measured on activity rather than pipeline.
Marketing and evangelism leader who hosts The Great Indian Marketing Show
He is one of the few people in India who treats evangelism as a defined marketing role and explains how it differs from content or field marketing: who you speak to, what you are allowed to say, and how it feeds pipeline indirectly.
Bootstrapped a Delhi martech company and speaks publicly about running account based marketing as a small team
His ABM episode is a rare account of running named-account marketing without an enterprise budget: how AdPushup picked its target list and what it did instead of broad inbound. Useful if you sell to a few hundred companies rather than a mass market.
Enterprise technology CMO who writes and teaches on brand and positioning for large B2B services businesses
He works at the scale where marketing has to move analysts, partners and very large accounts rather than a self serve funnel, and he is explicit about how brand, analyst relations and M&A communications fit together. A different set of levers from startup GTM.
Co-founder of 30 Minutes to President's Club and co-author of Cold Calling Sucks (And That's Why It Works)
He is the clearest teacher of the phone call itself: the opener, the pattern interrupt, the pause, and the exact words to use when a prospect says they are not interested. Watch how he refuses to let a guest leave an answer at the level of advice, which is a good habit to copy when you are learning from anyone.
Co-founder of 30 Minutes to President's Club, previously VP of Sales at Pave
He is good on the jump from carrying a bag to running a team, and unusually blunt about what a manager should actually inspect in a deal review. His teardowns of real cold calls and email sequences show the edit, not just the finished script.
Built Gong's sales content engine on call data, now teaches enterprise sales craft full time
His material is grounded in what call recordings actually showed at Gong: talk ratios, question counts, when pricing comes up in a winning call. That makes his advice testable rather than folkloric, and his discovery frameworks are some of the most copied in B2B sales.
Former Chief Evangelist at Challenger, now teaches teams how to sell against buyer inertia
She reframes the real competitor as the buyer doing nothing, and gives concrete language for surfacing the cost of the status quo instead of pitching harder. Her cold outreach and discovery examples are written out in full on LinkedIn, so you can see the exact wording rather than the theory.
Founding CRO at HubSpot who wrote The Sales Acceleration Formula, now investing and teaching at Harvard Business School
He gives you the numbers behind sales scaling: the hiring scorecard, the ramp curve, the leading indicators that predict a quarter before the quarter closes. His later work on product market fit signals and the sequence of stages a company must clear before adding reps is the corrective for founders who hire salespeople too early.
Founder of Winning by Design and the author of the Bowtie model, SPICED, and Revenue Architecture
He is the person to read when your problem is the shape of the whole revenue machine rather than a single call: how stages are defined, where conversion actually leaks, and why a renewal is a design outcome and not a customer success afterthought. SPICED is a more usable discovery framework than most because each letter maps to a question you can ask out loud.
Sales leadership coach known for the systems side of managing reps, from one on ones to enablement
Most sales content teaches the rep. He teaches the manager: how to run a one on one that changes behaviour, how to build a playbook people actually open, and how to diagnose whether a miss is a skill problem, a process problem, or a pipeline problem. His frameworks are unusually specific about what a leader inspects each week.
Author of Selling With, on winning the internal buying conversations that happen when the rep is not in the room
He is the clearest writer on the document your champion forwards: how to draft a business case in the buyer's own language, what an executive summary must contain, and how to test whether a champion is real. If your deals die at the internal approval step rather than in the demo, this is the material that names why.
Five time public company CRO, author of The Qualified Sales Leader, and one of the people behind MEDDIC
This is the source material for how enterprise deals get qualified and inspected: metrics, economic buyer, decision criteria, decision process, pain, champion. The podcast is the best available long form record of how experienced CROs think about forecast calls, deal reviews, and the moment a quarter is already lost.
Founder of Pavilion, the peer community where most GTM executives compare notes, and co-host of Topline
Topline is the closest thing to overhearing how CROs and CEOs are actually reading the market: which multiples are holding, what is happening to sales headcount, how compensation plans are shifting. He is also candid about the operator career itself, including getting fired, negotiating equity, and what a revenue leadership job really demands.
Outbound coach whose podcast and training break cold calling and cold email down into repeatable steps
His skills episodes are the practical way in for someone learning outbound from zero: the opener, the reason for the call, the permission based objection handle, and how to write a cold email that earns a reply. He also teaches the research step properly, so the personalisation is about the account's actual problem rather than the prospect's holiday photos.
Product led growth operator who writes the playbooks behind self serve and hybrid SaaS monetization
She breaks growth into loops, models and org structures rather than tactics, so you can see where self serve stops working and sales assist has to start. Her writing on hybrid PLG plus sales motions and on when to introduce paywalls is unusually concrete about the tradeoffs.
Pricing and monetization partner who argues you should design the product around the price
He teaches the discipline of running willingness to pay conversations before you build, which is the single habit most early teams skip. His breakdown of the four ways new products fail on monetization (feature shock, minivation, hidden gem, undead) gives you a vocabulary for diagnosing your own launch.
B2B positioning consultant who rewrites startup homepages in public
He shows the work: real homepages, before and after, with the reasoning for every headline change spelled out. If you cannot explain who your product is for and what it replaces, his teardowns are the fastest way to find the hole.
Author of Product-Led Growth and founder of the ProductLed training practice
He is the most systematic voice on the mechanics of free: free trial versus freemium, what the model does to your unit economics, and how to build an onboarding path that actually converts. Useful when you are deciding whether a self serve motion fits your product at all.
Messaging specialist who teaches B2B tech companies to write like humans instead of like vendors
She is the antidote to feature list copy: her frameworks force you to name the buyer's problem in plain words before you name your product. Useful when your positioning is right but every sentence on the site still reads like a spec sheet.
Wrote the modern definition of the product marketing function and its four fundamentals
LOVED gives you a defensible answer to what product marketing is actually accountable for (ambassador, strategist, storyteller, evangelist) instead of it being the team that makes slides. Read her when you are hiring your first PMM and cannot write the job description.
Category design godfather: co-author of Play Bigger and host of Lochhead on Marketing
He makes the case that the biggest GTM lever is not out-competing rivals in a known category but defining a new one and teaching the market its language. His frame it, name it, claim it sequence is the practical version of that, and he is blunt about when a company has no business attempting it.
Product led growth and product led sales operator who publishes ProducTea
Her core argument is that PLG and sales are not opposing camps, and her product led sales material is the clearest published account of how a self serve funnel hands qualified accounts to reps. She is also willing to say out loud when a company should not do PLG at all.
The Product-Led Geek: PLG and product led sales for companies selling to developers
Developer tools break most generic PLG advice, and he is the person who works through what changes: how a free tier maps to a security or infrastructure buyer, and when a bottom up signal is worth a sales conversation. His writing is unusually operational, closer to a checklist than a think piece.
B2B SaaS pricing consultant who wrote The Pricing Roadmap
He is the rare pricing voice who explains value metrics and packaging architecture rather than just telling you to raise prices: how to pick the unit you charge on, how tiers should ladder, and where a model quietly caps expansion revenue. Read him when your pricing page is fighting your product roadmap.
Coaches founding and solo product marketers on how to build the PMM function from scratch
He answers the question most early stage teams get wrong: what the first product marketer should actually do in the first ninety days, and what to refuse. His teardowns of real launches and positioning docs show the artefacts, not just the theory.
Built Exit Five into one of the largest paid communities for B2B marketers
He is the clearest working example of building a company on an audience rather than a paid funnel, and he narrates the mechanics openly. Useful if you want to see how B2B brand, founder-led content and community actually convert.
Wrote the book on ecosystem-led growth and runs the partner data network behind it
He turns partnerships from a relationship story into a data one: which accounts your partners already touch, and how that changes your outbound list and your win rates. Read him if partnerships in your company are still treated as a side function.
Content distribution over content production: create once, distribute forever
He is specific about what to do after you publish: repurposing frameworks, channel-by-channel distribution, and how SEO and social compound together. Good antidote if your content plan is a publishing calendar and nothing else.
Ran the SEO and content engine that made Ahrefs a category default
He documents a rare thing: a software company that grew mostly on search and education rather than paid acquisition or a sales team, and he shows the numbers behind it. Useful on keyword strategy, content that maps to product, and why most SEO advice does not survive contact with data.
Built Gong's brand and the revenue intelligence category around it
He explains, with the receipts from one company, how a distinctive brand voice and a named category do work that performance marketing cannot. Read him for the argument that memorable beats measurable in B2B, and for how to sell that internally.
Wrote the manual for running a revenue operations org
He is the most systematic public source on what RevOps actually does day to day: territory and comp design, forecasting hygiene, tooling debt, and how the function should be structured and staffed as a company scales. Start here if RevOps in your company is a job title with no defined scope.
Audience research over funnel metrics: where your buyers actually pay attention
He is unusually willing to publish numbers that undercut the standard playbook, including his own company's. Read him for how to find where a specific audience already spends attention, and for a sober view of what attribution can and cannot tell you.
Tests B2B messaging on real buyers instead of arguing about it internally
He supplies the missing evidence layer under positioning work: what your target buyer actually takes away from your copy, gathered from people in the role rather than from a workshop. His podcast teardowns are a compact study of differentiation in saturated markets.
Built the professional association for partnership and ecosystem leaders
He is the clearest public voice on partnerships as a career and an org design question: what a partner team is measured on, when a company should hire its first one, and what a chief partner officer role actually contains. Useful if you are trying to fund a partnerships function rather than run one experiment.
The people who actually do this
GTM leaders and practitioners worth learning from, with what each one is known for and where they publish. Some of them have spoken at eChai events, so you can meet them in person rather than only read them.
April Dunford
Pete Kazanjy
Jason Lemkin
Kyle Poyar
Emily Kramer
Sunil Neurgaonkar
Prasanna Krishnamoorthy
Sajith Pai
Avinash Raghava
Girish Mathrubootham
Manav Garg
Suresh Sambandam
Josh Braun
Sridhar Vembu
Arjun Vaidya
eChai
Abhishek Patil
Ashwin Ramasamy
Srikrishnan Ganesan
Khadim Batti
eChai
Prakhar Jain
eChai
Rahul Wadhwa
Srivaradha Vanamamalai
Bharat Ogirala
Avlesh Singh
Krati Seth
Shuba Bhaskaran
Santhosh Srikant
Piyush Bhamare
eChai
Suvikas Bhandari
eChai
Rengan Jayakrishnan
Adithya Krishnaswamy
Jayant Paleti
Tulika Panda
Karthik Srinivasan
Deepak Abbot
Siddhartha Ahluwalia
Karthik Rangappa
Udayan Walvekar
eChai
Niraj Ranjan Rout
Shantanu Deshpande
Rohit Kaul
Ghazal Alagh
Vikas Chawla
Nithin Kamath
Aashish Chopra
Krish Subramanian
Varun Duggirala
Sorav Jain
Siva Rajamani
Thiyagarajan Maruthavanan
eChai
Arvind Parthiban
Kuppulakshmi Krishnamoorthy
eChai
Sairam Krishnan
Vikram Bhaskaran
Praveen Das
Praval Singh
Anjali Gupta
Aadil Bandukwala
Ankit Oberoi
Sairam Vedam
Nick Cegelski
Armand Farrokh
Chris Orlob
Jen Allen-Knuth
Mark Roberge
Jacco van der Kooij
Kevin Dorsey
Nate Nasralla
John McMahon
Sam Jacobs
Jason Bay
Elena Verna
Madhavan Ramanujam
Anthony Pierri
Wes Bush
Emma Stratton
Martina Lauchengco
Christopher Lochhead
Leah Tharin
Ben Williams
Ulrik Lehrskov-Schmidt
Jason Oakley
Dave Gerhardt
Bob Moore
Ross Simmonds
Tim Soulo
Udi Ledergor
Sean Lane
Rand Fishkin
Peep Laja
Asher Mathew
How this list works
Everyone here has a public body of work on go-to-market: talks, posts, podcasts, newsletters, books. We link to those public profiles, and we say what you'd learn from each person. That's the whole list.
We don't publish anyone's email or phone number, and being listed here doesn't mean someone has offered to answer messages. Read their work first. If you do write to someone, their public profiles are the place.
Listed here and would rather not be, or something is wrong? Email [email protected] and we'll fix or remove it.
eChai Partner Brands
