91 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.

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

Krish Subramanian Chargebee · Amsterdam

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. PricingEnterprise salesICPRetention & expansion

Elena Verna Lovable

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. PLGRetention & expansionPricing

Madhavan Ramanujam Simon-Kucher · San Francisco

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. PricingPositioningRetention & expansion

Wes Bush ProductLed

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. PLGPricingRetention & expansion

Ulrik Lehrskov-Schmidt Willingness to Pay · Copenhagen

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. PricingRetention & expansion

Tim Soulo Ahrefs · Singapore

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. Inbound & contentPLGPricing

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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