GTM

The resources go-to-market people actually use.

Every article, video, podcast and book behind 352 answered go-to-market questions, from breaking in to running the team, in one place, each with a note on why it is here.

What founders use most, ranked by how many answers lean on it.

  1. The answer draws a line between the user activating and a whole account activating, and Rocketlane's founder has built a... SaaS Sessions Podcast · 41 min S9E1 - Elevating Customer Onboarding for Revenue Growth ft. Sri Ganesan, CEO of Rocketlane Srikrishnan Ganesan with Sunil Neurgaonkar
  2. An Indian early stage investor walking a founder through which numbers actually carry information at the start, which is the... Prime Venture Partners Podcast Podcast · 56 min Demystifying Startup Math: A Guide to TAM, Metrics, and Business Growth Prime Venture Partners Podcast
  3. Before you pick a CRM, it helps to hear someone who built one for Indian sales teams explain what founders actually use it for... The Neon Show Podcast · 48 min $1Billion CRM from India competing with Salesforce | Nilesh Patel, LeadSquared Nilesh Patel with Siddhartha Ahluwalia
  4. Podcast · 35 min S3E11 - How to setup partner marketing for B2B SaaS company? ft. Scindia Balasingh, Head Of Marke... Scindia Balasingh, with Sunil Neurgaonkar
  5. Podcast · 51 min GTM 85: A $2.6 Billion Lesson and Embracing Ecosystem-Led Growth with Bob Moore Bob Moore, with Scott Barker
  6. Podcast · 77 min Breaking Down India’s SaaS Market: US Dollars vs Indian Distribution, Will Enterprises Buy or Build ASYMMETRIC Podcast hosts and guests
  7. Podcast · 42 min SaaS Startups: Early Stage Sales, Product Demos & Right to Sell with Jen Abel, Co-Founder JJELLYFISH Jen Abel, with Amit Somani
  8. Podcast · 72 min Pricing your AI product: Lessons from 400+ companies and 50 unicorns | Madhavan Ramanujam Madhavan Ramanujam, with Lenny Rachitsky
  9. Podcast · 44 min How to build RevOps for hypergrowth (w/ Sean Lane, Founding Partner, Minot Light Consulting) Sean Lane
  10. Podcast · 34 min Why Channel Partners Drive 3X Higher Win Rates, The Hidden Data with Alex Rich Alex Rich
  11. Podcast · 36 min Positioning in A Crowded Market & Leveraging Board Meetings - Amar Goel Founder & Chairman PubMatic Amar Goel
  12. Podcast · 24 min Speed to Lead, 10 Surprising Facts About Sales Lead Response Time Nicolas Vandenberghe
  13. Podcast · 51 min How ZoomInfo Built a $1B RevOps Engine: Operating Cadence Behind Breakout Growth | Tessa Whittaker Tessa Whittaker
  14. Podcast · 34 min Establishing an operating cadence for reliable forecasts - Janis Zech | EP 18 Janis Zech
  15. MoEngage's content lead is blunt about why most startup blogs go nowhere: no specific reader, no cadence, and metrics read far... BTS Marketing, SaaSBoomi Podcast The Ins and Outs of Content Marketing with Akshatha Kamath of MoEngage Akshatha Kamath
  16. An Indian SaaS founder describes the exact shift the question is about: moving off outbound tactics onto inbound, and what... BTS Marketing, SaaSBoomi Podcast Magic of Inbound Marketing, Founder Branding & SGx! Abhishek Ballabh
  17. Podcast · 82 min SDR Masterclass with Debdutta Saha | GTM Talk Debdutta Saha
  18. Yamini Bhat walks through how Vymo built an outbound engine, an SDR cadence and a value selling motion, then hired senior sales... Founder's Deep Dive, SaaSBoomi Podcast The journey of Vymo with Yamini Bhat Yamini Bhat
  19. Podcast · 19 min Are SPIFs Actually Worth It? Leo Rocha
  20. Podcast · 44 min #42 How to Build an Effective Sales Territory Plan - with Jeremy Donovan (Insight Partners) Jeremy Donovan
  21. Podcast · 32 min Beat the Benchmark #1: How to Improve Rep Quota Attainment Guy Rubin and Adam Roberts
  22. Podcast · 37 min Incentives and Compensation in Product-Led Sales with AJ Bruno AJ Bruno
  23. Podcast · 36 min How Multithreading Closes More Enterprise Deals | iQ² Ep. 1 Rachit Kataria and Nabeel Ahmed
  24. Podcast · 11 min The AI SDR Is Overhyped - Here's What Actually Works | Cold To Close Episode 4 Smartlead

Show the next 24

Questions for where you are

The same question means something different in your first week and your fifth year, so each is written for one of four levels.

1 Breaking into GTM Just starting You are trying to land your first GTM role, or you are a founder selling for the first time. Start with what the job actually is. 84 2 Doing the work 2 to 5 years in You run the motion day to day. The questions here are about making it repeatable instead of lucky. 86 3 Leading a GTM team Running the engine You hire, ramp, and own the number. The questions here are about building an engine that works without you in every deal. 88 4 How the best do it The high bar Teardowns of how specific companies actually did it, and the judgment calls great operators make that nobody writes down. 94

Playbooks

A goal, and the route through it a step at a time.

Get your first ten customers No brand, no referrals, no budget. Work out who to talk to, what to say, and how to close. 4 steps Hire and ramp your first rep Stop being the only person who can sell it, without setting fire to a year of runway. 4 steps Fix a pipeline that stalled Deals are sitting, the number is slipping, and nobody can say exactly why. Diagnose it in order. 4 steps Take an Indian product to the world Sell to the US or the Gulf from Bengaluru or Chennai, and be trusted doing it. 5 steps Price and package it Pick a first price, then change it later without losing the customers you have. 4 steps Launch a self-serve motion Let people buy without talking to anyone, and make the product do the selling. 4 steps Stop churn and grow accounts The revenue you don't have to win twice is the cheapest revenue you will ever get. 3 steps Break into a GTM career Work out which seat you want, then get good enough at the craft to be hired into it. 4 steps

The people behind the resources

91 GTM leaders and practitioners, with what each one is known for and where they publish. Some of them have spoken at eChai gatherings.

April Dunford Toronto
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. PositioningICPSales processCategory design
Pete Kazanjy Atrium · San Francisco
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. Sales processOutboundGTM hiringEnterprise sales
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
Emily Kramer MKT1 · San Francisco
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. PositioningInbound & contentGTM hiringICP
Sunil Neurgaonkar Adopt AI · Bengaluru
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. CommunityInbound & contentICPPartnerships
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
See all 91 people →

More ways through the resources

Most cited Recently added By source India only

Questions for your seat

Founder doing GTM Founding AE SDR or BDR Growth and demand gen Product marketer RevOps Sales leader Agency or consultant
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