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.
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The 12 Laws of GTM Alignment
CMO-CRO council with Kelly Hopping (Demandbase), Ryan Azus (ex-Zoom), and Maria Pergolino on the 12 areas where sales, marketing, and CEOs get misaligned.
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Perfecting your positioning
Workshop by Pete Giordano (ex-Google Workspace) guiding through six key positioning questions. Output: two-page positioning canvas for cross-functional alignment.
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Sales Strategy
The Scale Sales Framework
Sales framework by Craig Rosenberg, Kristina McMillan, and Robert Koehler covering strategy (ICP, segmentation), operations (pipeline, forecasting), people (onboarding, coaching), and execution.
Sales Strategy
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Sales Development Strategy
The Scale Sales Development Framework
Four-layer SDR framework: strategy (target market, messaging), operations (AI co-pilots, marketing alignment), people (hiring, enablement), and execution (signals-based selling).
Sales Development Strategy
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Marketing
Responsibilities by marketing role
Framework by Maria Pergolino defining responsibilities by title in B2B marketing orgs: deliverables, supervision, and knowledge areas. Downloadable XLSX for job descriptions and performance evaluation.
Tool & Templates
Marketing
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Survey
GTM flash survey: AI in GTM
Survey of 63 GTM leaders on AI adoption. Most still taking ad-hoc approach, ~90% seeing some impact, ~20% seeing strong impact. Covers use cases and key takeaways.
Article
Survey
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Finance
How to: CFO board reporting
Video walkthrough by Scale EIR James Huber covering how to track, calculate, and format key financial metrics for board meetings, plus reporting infrastructure setup.
Video
Finance
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Survey
GTM flash survey: Signals-based selling
Survey of 39 GTM leaders on signals-based selling adoption across RevOps, Demand Gen, and Sales Development. Companies using six or more signals across the funnel see strongest impact.
Article
Survey
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What’s working in AI prospecting: Tools and workflows
SDR tech council led by Kristina McMillan covering AI tools for account selection, messaging workflows, coaching, and balancing AI efficiency with human relationship-building.
Video
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How We Scaled This: Accelerating revenue by adding a sales-led motion to your PLG
Pete Giordano outlines four steps for PLG companies adding sales-led motion: mapping buyer journey, mapping customer value, managing sales efficiency, and aligning internal leaders.
Article
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The 5 rules of founder-led GTM
GTM Summit session by Scott Albro on low-effort, high-impact GTM activities every founder should do.
Video
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Where’s my AI banker? Why financial services is lagging on AI adoption
Analysis of why financial services lags on AI adoption: regulatory barriers, legacy systems, and risk aversion.
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“Should we sell to budget holders?” with Mark Wendling, WW SVP at Glean
Session with Glean's Mark Wendling on selling to budget holders: persona targeting and deal structure.
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News from the Scale portfolio and firm
Investment perspectives, market analysis, and growth playbooks from 30 years of backing Founders.
