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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. 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 In 3 answers
  2. Concrete on the mechanics nobody outside India writes about: INR pricing, UPI AutoPay recurring success rates versus... productgrowth.in Article · ~12 min read SaaS Pricing in India: The Rupee vs Dollar Dilemma productgrowth.in In 3 answers
  3. It orders the seven ways early customers actually arrive (network, cold outbound, investors, community, content, press, launch)... Lenny's Newsletter Newsletter · long read How to find and win your first 10 B2B customers Lenny Rachitsky In 3 answers
  4. Settles the most common argument in early sales: 11,331 opportunities show win rates rise when price comes up on the first... Gong Labs Article · short read When to discuss price and budget according to data Devin Reed In 3 answers
  5. Sorts content strategy into five distinct models (who makes it, what it optimises for) so you can choose one deliberately... Lenny's Newsletter Newsletter · long read Content-driven growth Lenny Rachitsky In 3 answers
  6. Two ideas here fix most struggling blogs: write for real people you have spoken to rather than invented personas, and treat the... Animalz Article · long read How to Create or Refine a Content Marketing Strategy Jimmy Daly In 3 answers
  7. The pragmatic case for pricing so discounts are survivable instead of pretending you will hold the line: mark up by around 20... SaaStr Article · short read The Confounding Logic of Discounting Jason Lemkin In 3 answers
  8. Krish is blunt that inbound marketing was the whole strategy, chosen because Chennai gave them no access to a Silicon Valley... Insight Partners Article · long read How Krish Subramanian built global SaaS unicorn Chargebee out of India Insight Partners In 3 answers
  9. Segments Indian pricing properly (metro enterprise, Tier 1 SME, Tier 2 and 3 SMB) with the discount each expects, and says the... upGrowth Article · long read Pricing and Packaging Strategy for GTM Success: Framework for SaaS Markets Amol Ghemud In 3 answers
  10. Verna lists the seven things founders wrongly believe PLG means, including that it replaces sales. Reading it early saves you... Elena's Growth Scoop Newsletter · 8 min read Product-led growth is many things. But here is what it's NOT. Elena Verna In 3 answers
  11. The book that gave most teams their shared vocabulary for this, and the PDF edition is cheap enough to be a rounding error.... ProductLed Book · Book, around 250 pages Product-Led Growth: How to Build a Product That Sells Itself (2nd Edition) Wes Bush In 3 answers
  12. The counterweight: the POSist co-founder on what to do when your product genuinely cannot be self-serve, including pricing... SaaSBoomi Article · 12 min read AMA with Sakshi Tulsian: Growth strategies for your non-self-serve product Shweta Mishra In 3 answers
  13. Product leaders from Razorpay, Byju's, Swiggy, Flipkart and ShareChat on data-driven onboarding and growth team structure.... MoEngage Article · 10 min read Product-led Growth: Learnings From #GROWTH Product Summit 2020 Pulkit Jain In 3 answers
  14. A five step process for building your first PQL definition, and the advice to start in a spreadsheet with a 30 to 60 day test... Pocus Article · 15 min read The Definitive PQL Guide Part 1: How To Define and Identify Product Qualified Leads Alexa Grabell In 3 answers
  15. Screen by screen through the most copied onboarding flow in software, including the empty states and Slackbot conversation, and... UserGuiding Article · 15 min read Slack: an In-depth User Onboarding Teardown Serra Alban In 3 answers
  16. Survey data from 950 B2B SaaS companies on who actually runs channel and how much revenue it carries, which is the fastest way... SaaS Capital Report · 9 min read Should Your SaaS Company Have a Channel Sales Strategy? Rob Belcher In 3 answers
  17. Written by the industry body for partnership professionals, so it describes the job as practitioners actually experience it,... Partnership Leaders Article · 7 min read Dissecting the Role of Partner Manager Partnership Leaders In 3 answers
  18. The book that named the shift from 'what should I buy' to 'who do I trust', and the best argument for pushing partner signals... Goodreads Book · 225 pages Nearbound and the Rise of the Who Economy Jared Fuller and Jill Rowley In 3 answers
  19. Primary source rather than a vendor blog, and the entry point to the delivery method, entitlement and private offer docs you... AWS Documentation Article · 12 min read What is AWS Marketplace? (Seller Guide) AWS Documentation In 3 answers
  20. The third cloud's own partner documentation, covering SaaS, VM and now AI agent listings, plus the billing integration work... Google Cloud Documentation Article · 10 min read Google Cloud Marketplace: offering your products Google Cloud Documentation In 3 answers
  21. An interview with Zoho's global partner program director covering 3,000 plus partners, zero entry fees, three tiers, and the... DQ Channels Article · 10 min read Zoho partner program: how Zoho is driving partner-led growth in the AI era Bharti Trehan In 3 answers
  22. Maps the Indian Azure ecosystem by name: distributors like Redington and Ingram Micro, cloud native firms like Minfy and... DQ Channels Article · 11 min read Microsoft Azure partner program in India: a 2025 overview Bharti Trehan In 3 answers
  23. Involuntary churn is 20 to 40 percent of total churn for most subscription businesses and nobody owns it. This is the most... Chargebee Article · 15 min read 23 Ways to Reduce Involuntary Churn Zaid Assadi In 3 answers
  24. The ten strategies are sequenced the way you would actually run a churn programme: instrument, classify reasons, segment by... Chargebee Article · 14 min read Best Proven Strategies To Reduce Customer Churn Nupura Ughade and Arijit Bose In 3 answers

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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