Resources
Go-To-Market Library
Proven frameworks, strategies, and tactical guides drawn from operators who’ve done this before, from high-level strategy to the templates you need to execute.
GTM Benchmarks
GTM performance statistics from high-growth startups. See what good performance looks like when powered by AI.
Explore resources
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Annual GTM planning for RevOps leaders
RevOps council session on annual GTM planning processes and frameworks for revenue operations leaders.
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People Ops
Level-based collection form and final report templates
Templates for collecting and reporting performance feedback by level. Downloadable resource.
Tool & Templates
People Ops
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Annual territory planning deck
Presentation template for annual sales territory planning. Downloadable resource.
Tool & Templates
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Annual pipeline planning model
Spreadsheet model for annual pipeline planning and coverage requirements. Downloadable XLSX.
Tool & Templates
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Annual capacity planning model
Spreadsheet model for annual sales capacity planning. Downloadable XLSX.
Tool & Templates
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Annual territory planning model
Spreadsheet model for annual territory planning and account assignment. Downloadable XLSX.
Tool & Templates
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Founder brand template
Template by Scott Albro helping founders develop compelling stories, market their online personality, and execute content strategy. Downloadable DOCX.
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Marketing
SEO strategy in the age of AI
Demand Gen Council with John-Henry Scherck (Growth Plays) on why traditional SEO is breaking down and what content strategies succeed in AI-augmented search.
Marketing
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How to: Modeling sales capacity
Video by Mark Gustaferro walking through how to build a sales capacity model for annual GTM planning. Downloadable XLSX template included.
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Customer Success
Building your CS team from the ground up
Workshop by Rachael McBrearty (3x CCO) covering four steps: mapping CX journey, designing CS process, hiring right roles, and building metrics model.
Customer Success
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How to: Hiring sales talent
Video by Robert Koehler covering three steps for hiring sales talent: deciding attributes, interviewing, and final exercise. Includes criteria and questions for AE, manager, and leader roles.
Video
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RevOps
RevOps playbook for predictable forecasting
RevOps council with Michael Hargis (Ontra), Ben Loeffler-Little (Model N), and Anil Somaney (Island) sharing a playbook for predictable weekly and monthly forecasting.
RevOps
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Customer Success
The Scale Customer Success Framework
CS framework by Craig Rosenberg, Kristina McMillan, and Rachael McBrearty covering strategy (journey design), operations (tiering, renewals), people (CSM roles), and execution (engagement, advocacy).
Article
Customer Success
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Marketing
The Scale Marketing Framework
Three-layer marketing framework: strategy (target market, GTM strategy, messaging), operations (pipeline motions), and execution (audience, content type, channel selection). Developed with Maria Pergolino.
Article
Marketing
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Sales Strategy
Creating buyer urgency with negative impact questions
Sales workshop by Chris Orlob (Pclub.io, ex-Gong) on using negative impact questions to create buyer urgency, increase willingness to spend, and accelerate decision-maker introductions.
Sales Strategy
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Marketing
How to: CMO planning
Video by Maria Pergolino presenting a spreadsheet for crafting annual marketing plans or 100-day plans at a new company, including questions to ask and recommendations to make.
Video
Marketing
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News from the Scale portfolio and firm
Investment perspectives, market analysis, and growth playbooks from 30 years of backing Founders.
