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. Campbell ran pricing research at ProfitWell across thousands of companies, and his sequence (value metric, then segments, then... Lenny's Newsletter Newsletter · long read Pricing your SaaS product Patrick Campbell with Lenny Rachitsky In 2 answers
  2. Shows how average contract value really grows as a company scales from seed to IPO, and makes the case that most of the gain... Growth Unhinged Newsletter · short read How to have 'the talk' with your customers Kyle Poyar In 2 answers
  3. Takes the three models most companies use (flat fee, feature tiers, per seat), names how each one fails, and gives specific... Growth Unhinged Newsletter · short read Your pricing is (probably) broken: Here's how to fix it Kyle Poyar In 2 answers
  4. Maps tiers to how adoption actually spreads (casual user, professional, team, organisation) rather than to a feature matrix,... Andreessen Horowitz Article · long read Bottom Up Pricing & Packaging: Let the User Journey Be Your Guide Jennifer Li and Martin Casado In 2 answers
  5. The clearest statement of why per-seat pricing breaks when software does the work, with the support agent example (115 dollars... Andreessen Horowitz Newsletter · short read AI Is Driving A Shift Towards Outcome-Based Pricing Ivan Makarov, James da Costa and Bobby Pinero In 2 answers
  6. Podcast · 1 hr 9 min listen Building a Multi-Million Dollar SaaS Company: Whatfix Founders Siddhartha Ahluwalia with Khadim Batti and Vara Kumar Namburu In 2 answers
  7. Starts from the fact that Indian B2B search volumes are many times smaller than US equivalents, which breaks the imported US... upGrowth Article · long read B2B SaaS SEO Playbook India 2026: From Rs 10Cr to Rs 100Cr ARR Amol Ghemud In 2 answers
  8. A basic but honest ideation, creation, distribution loop written for Indian startups, from a team that grew signups month on... Razorpay Learn Article · short read Content Marketing for Startups in India, Building a Winning Strategy Saurin Parikh In 2 answers
  9. The operational side of a price change: tiered rollouts, grandfathered rates, what to communicate and when, plus data showing... Chargebee Article · long read Navigating Monetization Strategies: How to Iterate Pricing While Keeping Your Customers Happy Kim Courvoisier In 2 answers
  10. The index page for Accel India's five-part masterclass series with operators from Freshworks, Chargebee and CleverTap. Start... SeedToScale by Accel Article · short read SaaS Playbook: Learning from the Practitioners and Building a Community Rachit Parekh In 2 answers
  11. A useful breakdown of the signals Postman used to decide a company was ready for a sales conversation, such as many developers... Reo.Dev Article · Long read Postman's Sales Playbook: Scaling Enterprise Sales Without Breaking PLG Reo.Dev In 2 answers
  12. Datadog's own VP of Marketing describing the dual motion and, more usefully, saying you have to actively reach out to the... OpenView Article · Short read An Inside Look at How Datadog Reached $500M in ARR (and Counting) Kristin Hillery In 2 answers
  13. The method behind the talks, with a Positioning Canvas you can actually run a session against. Short enough to finish in a... aprildunford.com Book · Short book Obviously Awesome: How to Nail Product Positioning so Customers Get it, Buy it, Love it April Dunford In 2 answers
  14. Built from interviews with 12 growth leaders, and it argues hard against the thing most founders want to do, which is hire a... Lenny's Newsletter Article · 20 min read How to hire your first growth team Elena Verna and Andrea Wang In 2 answers
  15. The MOAT framework here is a genuinely useful way to decide between freemium, free trial and demo, and it is written for Indian... SaaSBoomi Article · 18 min read The Why, What, and How of Product-Led Growth Strategy: A Cheat Sheet Vishant Batta In 2 answers
  16. Video · 45 min watch Postman's Product-Led Growth Journey with Abhinav Asthana, CEO Abhinav Asthana and Shekhar Kirani In 2 answers
  17. A concrete look at what an app directory listing demands (demo video, eight screenshots, scope groups, testing instructions),... HubSpot Developers Article · 12 min read List your app on the HubSpot App Marketplace HubSpot Developers In 2 answers
  18. The Almabase founder on partnering with a billion dollar company as a small Indian startup and the win win win test he uses,... SaaSBoomi Podcast · 50 min listen Acing ABM, Customer Dev and Partnerships in the US Kalyan Varma with Arvind Parthiban and Varun Shoor In 2 answers
  19. The live version of an Indian origin channel at scale: 500 plus channel partners in 80 plus countries, 400 plus technology... Freshworks Tool · 5 min read Freshworks Partner Program Freshworks In 2 answers
  20. Argues churn is the sum of unmet expectations across the whole journey, not a cancellation-page problem, and pushes for a churn... Chargebee Article · 11 min read Winning Revenue Growth With a Retention-first Mentality Arijit Bose In 2 answers
  21. Direct answers to the timing question: first CS hire in your first 5 to 10 employees, full time once you have two big... SaaStr Article · 6 min read Dear SaaStr: How Should Founders Build Their First Customer Success Team? Jason Lemkin In 2 answers
  22. Unfashionable and effective: name an owner per customer, segment CS by customer size, do not close deals you cannot support,... SaaStr Article · 8 min read 11 Basic Tips to Lower Your Churn Rate Jason Lemkin In 2 answers
  23. Gets specific about timing (introduce CS just before close, or within 48 to 72 hours after) and about documenting the... ChartMogul Article · 7 min read 4 Tips on Creating a Best in Class Sales to Customer Success Handoff Alex Weihmann In 2 answers
  24. A three-step forecasting framework plus the honest list of what breaks it (cross-team data gaps, non-recurring revenue, scale).... ChurnZero Article · 10 min read A data-driven framework for customer success renewals forecasting Chris Pilbeam In 2 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. 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
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More ways through the resources

Most cited Recently added By source India only

Questions for your seat

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