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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What is a GTM engineer? The strategic architect powering modern revenue teams
Article by Kristina McMillan defining the GTM Engineer role: AI automation, agent deployment, system integration, and experimentation. Includes skills matrix and sample job description.
Article
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AI
GTM AI lab: Build your first agent
Workshop with step-by-step guide to building your first AI agent for GTM workflows.
Video
AI
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Marketing
Building a great B2B case study
Framework for creating B2B case studies: customer selection, story structure, metrics, and distribution strategy.
Article
Marketing
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The Mutual Action Plan (MAP)
Template and framework for mutual action plans: milestone definition, stakeholder alignment, and timeline management.
Presentation
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Robert Koehler
The new rules of marketing AI
GTM Summit session on new principles for AI-powered marketing: automation boundaries, human oversight, and quality control.
Video
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Marketing
Founder brand playbook
Build repeatable pipeline by investing in founder brand
Article
Marketing
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Scott Albro
Selling in the age of AI
GTM Summit session on how AI is transforming B2B selling: buyer behavior shifts and rep productivity tools.
Video
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Finance
Scaling finance beyond series A
Guide to scaling finance teams: hiring priorities, system investments, and process maturity beyond Series A.
Tool & Templates
Finance
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Scaling your marketing org seed through growth
Guide to marketing org scaling: hiring sequence, role priorities, and team structure from seed through growth stage.
Article
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“Do we need to create a category?” with Rick Schultz, CMO at Databricks
GTM Summit session with Databricks CMO Rick Schultz on category creation: when to create vs. compete.
Article
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"How do I get my sellers to sell value?” with Stevie Case, CRO at Vanta
GTM Summit session with Vanta CRO Stevie Case on training reps for value articulation and business case development.
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“How do I price my AI product?” with Everett Berry, Head of GTM Engineering at Clay
GTM Summit session with Everett Berry (Clay) on AI product pricing: model selection, value metrics, and competitive positioning.
Article
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AI
How Socure booked more meetings with fewer SDRs using AI
Case study on Socure's AI-powered prospecting implementation that increased meetings while reducing SDR headcount.
Article
AI
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Insights from BILL President and CFO John Rettig
GTM Summit session with BILL CFO John Rettig on finance leadership, team scaling, and board management.
Article
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How to price AI with Clay's Everett Berry
GTM Summit session with Everett Berry (Clay) on AI pricing: usage-based models, value capture, and pricing evolution.
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Marketing
How We Scaled This: Aligning on your GTM plan
Case study on GTM alignment: shared planning process, coordinated goals, and cross-functional accountability.
Article
Marketing
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Sales Development Strategy
How We Scaled This: Prospecting with sales development
Case study on SDR prospecting: account research, multi-channel outreach, qualification, and handoff optimization.
Article
Sales Development Strategy
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Marketing
10x your go-to-market strategy with a sharper ICP
Guide by Mini Peiris (Nintex) and Craig Rosenberg on ICP definition, why ICP projects fail, criteria filters, and operationalization. Includes case studies and XLSX template.
Marketing
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