16 people

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 a room rather than only read them.

Everywhere India Global

Everything Positioning ICP Outbound Inbound & content PLG Enterprise sales Sales process Pricing Partnerships Retention & expansion GTM hiring Category design Community

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Jason Lemkin SaaStr · San Francisco

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. GTM hiringEnterprise salesSales processPricing

Kyle Poyar Growth Unhinged · Boston

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. PLGPricingInbound & contentRetention & expansion

Prasanna Krishnamoorthy Upekkha · Bengaluru

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. ICPPositioningPricingSales process

Sajith Pai Blume Ventures · Bengaluru

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. ICPPositioningCategory designPricing

Girish Mathrubootham Together Fund · Chennai

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. Inbound & contentPricingEnterprise salesGTM hiring

Suresh Sambandam Kissflow · Chennai

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. PositioningPricingInbound & contentCategory design

Sridhar Vembu Zoho · Tenkasi

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. PricingPositioningRetention & expansionCategory design

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.

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