Newsletter · ~15 min read

GTM motions of 30 B2B SaaS companies

Lenny Rachitsky · Lenny's Newsletter Paid Intermediate

Instead of theorising about PLG versus sales-led, it lays out what 30 real companies actually did, segment by segment. It is the fastest way to find the two or three companies whose shape matches yours.

Open on lennysnewsletter.com ↗

It answers 2 questions

  1. What is the real difference between product-led, sales-led and everything in between, and which one are we?
  2. How do the best companies decide to change their GTM motion instead of just grinding the current one harder?

Read with it

  1. Cuts through the acronym soup of PQL, PQA and MQL and says plainly when a company should add sales on top of self-serve, and... Lenny's Podcast Podcast · ~70 min The ultimate guide to product-led sales Elena Verna
  2. A rare account of the specific moments a GTM changed shape, from narrowing to cold email agencies, to reversing the demo, to... First Round Review Article · ~25 min read The GTM Inflection Points That Powered Clay to a $1B+ Valuation Varun Anand
  3. Casado's argument that the modern B2B winners combine bottom-up adoption with a sales layer is the clearest framing of why... Andreessen Horowitz Essay · ~15 min read Growth, Sales, and a New Era of B2B Martin Casado
  4. Podcast · ~60 min How Khadim Batti Built Whatfix Into a ~$900 Million Global SaaS Leader Khadim Batti
  5. Sorts SaaS businesses into serve-me, guide-me, show-me and enlighten-me based on product and buying complexity, using... SeedToScale (Accel India) Article · ~12 min read Decoding Buyer Matrix and Buyer Journey for your SaaS business Ankit Agarwal
  6. Lays out everything that has to change at once, product, pricing, GTM and culture, and warns about the premature pivot that has... productgrowth.in Article · ~15 min read Indian SaaS Moving Upmarket: The SMB to Enterprise Playbook productgrowth.in
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