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.
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Marketing
Founder-led sales and marketing never ends

Framework for ongoing founder involvement in GTM: key deals, positioning ownership, and customer relationships.

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AI
AEO playbook for B2B software companies

Answer engine optimization (AEO)— what it is, why it matters now, and what to do about it. This is a practical playbook for winning visibility in AI-powered search, before your buyers ever visit your website.

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AI
The State of GTM AI in 2025

State of GTM AI in 2025: adoption rates, working use cases, tool landscape, and implementation best practices. Comprehensive market analysis.

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Sales Compensation
Sales comp clinic: Answering your questions

Get answers to the most frequent sales compensation questions we hear from early-stage startups.

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Finance
How to nail your board deck

Learn how to nail your board deck every time.

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Marketing
How to craft a great marketing plan

Sydney Sloan, CMO of G2, walks through her battle-tested approach to building annual marketing plans.

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Finance
Financial planning template

Early and mid-stage startups of any sophistication can use this templated planning model to create intelligent pro forma financial projections.

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Sales Strategy
Founder-led sales and marketing never ends

Framework for ongoing founder involvement in GTM: key deals, positioning ownership, and customer relationships.

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GTM Benchmarks

GTM performance statistics from high-growth startups.  See what good performance looks like when powered by AI.
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25 pipeline programs that worked in 2024
Pipeline council session covering 25 demand generation programs that drove results in 2024.
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People Ops
4 steps for driving real results with performance reviews
People Ops council session on a four-step framework for performance reviews that drive real results.
People Ops
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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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Investment perspectives, market analysis, and growth playbooks from 30 years of backing Founders.
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