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.
.webp)
GTM Benchmarks
GTM performance statistics from high-growth startups. See what good performance looks like when powered by AI.
Explore resources
Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.
Customer value mapping workshop
Workshop by Pete Giordano teaching how to create customer value maps as inputs to positioning, messaging, stakeholder maps, discovery scripts, and sales playbooks.
No items found.
Sales Strategy
How to: Running the managed trial play
Video by Robert Koehler covering five steps to optimizing your managed trial/POC program.
Sales Strategy
No items found.
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.
No items found.
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.
No items found.
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
No items found.
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
No items found.
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
No items found.
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
No items found.
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
No items found.
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
No items found.
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
No items found.
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
No items found.
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
No items found.
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.
No items found.
“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.
No items found.
News from the Scale portfolio and firm
Investment perspectives, market analysis, and growth playbooks from 30 years of backing Founders.
