A curated shelf of long-form writing worth a founder's time: essays, playbooks, and founder stories from across the internet. Read on the original, and save what you want to come back to.
How the winners actually started
Why it matters It reverse engineers how Figma, Gusto, and others found their first customers, and shows the pattern is almost always trust, not tactics.
Sales & GTM
A giant built with zero marketing spend
Why it matters Zerodha reached millions of customers with no ad budget and no sales targets, the most instructive Indian counterexample to spend-your-way GTM.
Sales & GTM Founder Life & Mindset
Run sales, product, and finance in sync
Why it matters It is the operating rhythm that keeps sales and product firing together, and it is how scaling companies ship four strong quarters a year.
Sales & GTM Operations & Scaling
Chennai to a NASDAQ IPO
Why it matters Freshworks proved you can build inbound-led, desk-based selling to the world from India, and its founder distills how it was done.
Sales & GTM Founder Life & Mindset
Choosing the right sales motion
Why it matters It helps a founder pick between self serve, inside sales, and field sales by matching motion to price point and buyer instead of guessing.
Sales & GTM
Straight answers to the GTM basics
Why it matters It answers the questions every first-time founder actually asks about early sales, pricing, and pipeline in one grounded reference.
Sales & GTM
The foundation under all of GTM
Why it matters Positioning is the backbone of messaging, pricing, and sales, and this is the fastest way to get yours honest and specific.
Sales & GTM Growth & Marketing
Turn selling into a repeatable engine
Why it matters It lays out the funnel stages, handoffs, and instrumentation you need to move from heroic founder selling to a predictable revenue system.
Sales & GTM Operations & Scaling
Top-down versus bottom-up hiring
Why it matters It weighs the cost, ramp, and risk of hiring a VP first versus reps first so you build the team your stage can actually support.
Sales & GTM
Distribution is the real moat now
Why it matters It argues that a repeatable, affordable way to acquire customers now matters more than the product, and shows how to reason about it.
Sales & GTM Growth & Marketing
What top reps do differently on calls
Why it matters Built on hundreds of thousands of recorded calls, it replaces sales folklore with evidence on how many questions and what pacing actually wins.
Sales & GTM
Get to the first 100, fast
Why it matters Drawing on Zenoti and MindTickle, it shows how India-built SaaS companies win their earliest customers when they expand into the US.
Sales & GTM
Extend founder-led selling with SEs
Why it matters It explains how technical selling bridges the gap between founder-led sales and a full quota carrying team without losing depth.
Sales & GTM
Elephants, deer, mice, and flies
Why it matters It shows how your average deal size dictates everything about your sales motion, from self serve to enterprise field sales.
Sales & GTM Strategy & Moats
Sales for founders who have never sold
Why it matters It is the full, free curriculum for a technical founder learning to run the entire early sales motion themselves before hiring anyone.
Sales & GTM
Positioning against gut-feel selling
Why it matters Gong's cofounder recounts how sharp positioning and early customer conversations turned a risky bet into a category leader.
Sales & GTM Strategy & Moats
Selling to the Fortune 500
Why it matters It is a step by step crash course in building and managing the field sales org needed to win complex enterprise and government deals.
Sales & GTM
Seven ways in, none of them scale
Why it matters It gives founders seven concrete, non-scalable moves to land the earliest customers, which is exactly why they work at the start.
Sales & GTM
Product-led growth out of India
Why it matters Postman grew from a side project to tens of millions of developers by letting the product spread itself, a blueprint for Indian founders selling globally.
Sales & GTM Product & Design
The case for sales in a PLG world
Why it matters It settles the founder debate over whether a great product removes the need for a sales team, and explains where humans still create value.
Sales & GTM
You cannot figure pricing out later
Why it matters It shows that the price you choose quietly decides your customers, channel, and whole go-to-market, so it is a founding decision not a late one.
Sales & GTM Money & Finance
When the product is the sales rep
Why it matters It defines the product-led motion clearly so founders can decide when letting users buy on their own beats a traditional sales team.
Sales & GTM Growth & Marketing
The enduring rules of building SaaS
Why it matters It distills decades of cloud investing into the go-to-market and efficiency laws that separate durable businesses from cash burners.
Sales & GTM Strategy & Moats
From first customers to a machine
Why it matters It maps the transition from scrappy early wins to repeatable channels, so growth stops depending entirely on the founder's hustle.
Sales & GTM Growth & Marketing
Yes, and here is why
Why it matters It makes the blunt case that you cannot outsource the first ten to thirty deals, because only the founder can prove the product is sellable.
Sales & GTM
Bootstrapped, global, developer-first
Why it matters BrowserStack reached tens of thousands of global customers profitably from India by serving developers directly, a model worth studying closely.
Sales & GTM Product & Design
Selling across borders without burning out
Why it matters It captures hard-won community wisdom on the specific traps Indian founders hit when taking a go-to-market motion into new geographies.
Sales & GTM
The most underrated skill in sales
Why it matters Most deals are lost to silence, not rejection, and this guide gives founders the persistence system that recovers them.
Sales & GTM
GTM for the India-to-world SaaS founder
Why it matters It is a practical playbook for how Indian SaaS founders build a sales and marketing engine that reaches US and global buyers.
Sales & GTM
Pricing as a growth lever
Why it matters It reframes pricing as a value and segmentation problem you test with buyers, not a number you set once and forget.
Sales & GTM Money & Finance
Why India builds global SaaS
Why it matters It explains the structural edge behind India's SaaS wave and what it takes to build a global software company from India.
Strategy & Moats Sales & GTM
Avoid the expensive early errors
Why it matters It catalogs the hiring errors that stall early revenue, from hiring a VP too soon to keeping reps you would never buy from yourself.
Sales & GTM
Cold leads into paying customers
Why it matters It is the most practical, founder friendly walkthrough of prospecting, qualifying, and closing that you can read in an hour and use the same day.
Sales & GTM
More paths to scale
Why it matters Extends the pricing and customer count framework so you can pressure test whether your model can actually reach scale.
Money & Finance Sales & GTM
When retention compounds
Why it matters Explains how expansion revenue can outrun cancellations so your existing customers grow your revenue even if you stop selling.
Money & Finance Sales & GTM
The classic first-rep mistake
Why it matters This evergreen SaaStr post explains why a single first rep gives you no signal, and hiring two lets you actually learn what works.
Sales & GTM
The eChai reading room curates long-form essays and articles worth a founder's time, on building, fundraising, product, and people.
The reading room is a hand-picked set of long reads that link out to the original source, curated for founders on eChai.
