GTM

The resources go-to-market people actually use.

Every article, video, podcast and book behind 359 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. Word of mouth is only half of it. This is the search side with numbers, including the free developer tools built specifically... Concurate Article · About 10 min read BrowserStack Marketing Strategy: How Useful Content Drives Adoption (Updated 2025) Concurate
  2. The honest correction to the legend: BrowserStack's go to market moved from pure word of mouth to a conventional sales and... Sacra Report · Company report BrowserStack revenue, valuation & funding Sacra
  3. Education is the distribution channel, and this is written by the person who built it, with the actual scale: certification... Z-Connect by Zerodha Article · About 6 min read Zerodha Varsity in 2023 Karthik Rangappa
  4. The thesis proved in the profit and loss: 47 crore rupees of advertising against 8,847 crore of revenue, roughly half a... Entrackr Article · About 4 min read Zerodha cash reserve stands at Rs 22,679 Cr in FY25 Kunal Manchanada
  5. The most quotable source, with 1.1 crore customers acquired without ever advertising, and the deliberate absence of revenue... Forbes India Article · About 8 min read I'm proud that at Zerodha we don't have growth targets: Nithin Kamath Neha Bothra
  6. The mechanics with numbers attached: Website Grader evaluating over 4 million sites, the blog driving 20 percent of organic... GrowthHackers Article · About 20 min read How HubSpot Grew a Billion Dollar B2B Growth Engine Morgan Brown
  7. The primary source for the free tool tactic, from February 2007, stating outright that it was built to generate buzz, organic... HubSpot Article · About 3 min read Website Grader Evaluates Over 1 Million URLs! Pamela Vaughan
  8. The most granular first customer account: alpha at roughly 12 months, beta at roughly 18, and the first customer a UK... Mixergy Podcast · About 1 hr, full transcript How Krish Subramanian's Chargebee cures the headaches of subscription billing Krish Subramanian
  9. The clearest statement of the partner posture that got them their early distribution: complement Stripe, Braintree and PayPal... SaaStock Article · About 8 min read AMA with Krish Subramanian, CEO of Chargebee Alex Theuma
  10. The outside view of the same years, useful for sanity checking how long the search for product market fit really took before... Contrary Research Report · Long report Chargebee Business Breakdown & Founding Story Contrary Research
  11. The best source on stopping the two motions fighting, with real penetration triggers and named cases where it went wrong,... Andreessen Horowitz Article · About 15 min read The "$20M to $500M" Question: Adding Top Down Sales Sarah Wang and David George
  12. It states the anti-conflict thesis directly: bottom up usage is what generates top down pipeline, so the two motions feed each... Bessemer Venture Partners Article · About 14 min read Introducing enterprise sales to a product-led growth organization Janelle Teng and Elliott Robinson
  13. Video · Long-form interview Every Lesson From Scaling Datadog to $40B Olivier Pomel
  14. The full verbatim memo, dated 31 July 2013 and sent two weeks before the preview release. Read the primary text rather than the... alexanderjarvis.com Article · About 10 min read We Don't Sell Saddles Here memo from Slack Stewart Butterfield
  15. Video · Reading of the memo The Founders' List: Slack's Internal Memo 'We Don't Sell Saddles Here' (Famous Memos) Stewart Butterfield
  16. Video · Podcast episode 76. How Slack is Generating $600MM With a Bottom-Up Approach w/ Kevin Egan at Slack Kevin Egan
  17. Video · About 1 hr 21 min Lessons from scaling Stripe | Claire Hughes Johnson (ex-COO of Stripe) Claire Hughes Johnson
  18. Six questions you can run against your own org today, with the real Stripe artifacts behind them: the operating principles, the... First Round Review Article · About 10 min read To Grow Faster, Hit Pause, and Ask These Questions from Stripe's COO First Round Review
  19. Where the widely copied Working with Claire guide comes from, plus her two document planning hierarchy of multi-year charters... High Growth Handbook Article · About 15 min read Decision-Making and Managing Executives: An Interview with Claire Hughes Johnson Elad Gil
  20. Video · 8 min The Earlier, the Better: How Customer Success Compounds Your Growth | @churnzero CCO Alli Tiscornia Alli Tiscornia
  21. Video · 32 min The Ultimate Guide: Customer Success vs Customer Support CSM Practice
  22. Podcast · 83 min 60-min Customer Success Masterclass by Harsh Sanklesha Harsh Sanklesha
  23. Podcast · 21 min Client Onboarding and Implementation | CS Community India Podcast Series #3 As Far As I Know
  24. Video · 57 min Webinar: How to configure the perfect Customer Health Score for your B2B SaaS CustomerSuccessBox

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. 91 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. 90 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 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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