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.
Featured Resources
See All
This is some text inside of a div block.
1/3
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.

Read More
This is some text inside of a div block.
Sales Compensation
Sales comp clinic: Answering your questions

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

Read More
This is some text inside of a div block.
Finance
How to nail your board deck

Learn how to nail your board deck every time.

Read More
This is some text inside of a div block.
Marketing
How to craft a great marketing plan

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

Read More
This is some text inside of a div block.
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.

Read More
This is some text inside of a div block.
Sales Strategy
Founder-led sales and marketing never ends

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

Read More
This is some text inside of a div block.

GTM Benchmarks

GTM performance statistics from high-growth startups.  See what good performance looks like when powered by AI.
Learn More
This is some text inside of a div block.
Explore resources
Filters
Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.
Sales Strategy
The value first proposal
Framework for structuring proposals that lead with business value and outcomes.
Sales Strategy
Read More
This is some text inside of a div block.
No items found.
Marketing
Scaling your marketing organization cheat sheet
One-page cheat sheet on marketing org structure and scaling by company stage.
Article
Marketing
Read More
This is some text inside of a div block.
No items found.
Sales Compensation
Sales compensation calculator
Calculator tool for modeling sales compensation scenarios. Downloadable resource.
Sales Compensation
Read More
This is some text inside of a div block.
No items found.
Sales Compensation
Overview of sales compensation plan components
Overview of sales compensation plan components and terminology.
Sales Compensation
Read More
This is some text inside of a div block.
No items found.
Sales Strategy
The Managed Trial Play
Playbook by Robert Koehler for running effective trials/POCs with mutual success plans, checkpoint meetings, and executive impact reports to increase conversion rates.
Article
Sales Strategy
Read More
This is some text inside of a div block.
No items found.
Aligning pay & performance
Read More
This is some text inside of a div block.
No items found.
Marketing
Product marketing's role in annual planning
Marketing
Read More
This is some text inside of a div block.
No items found.
Founder brand workshop
Workshop by Scott Albro (co-founder TOPO) covering founder story, content strategy, LinkedIn distribution, and the revenue hook for integrating founder brand into GTM.
Read More
This is some text inside of a div block.
No items found.
Annual planning timeline GANTT
GANTT chart by Jesse Arthur (BigID) laying out a model timeline for completing annual GTM planning. Downloadable XLSX.
Tool & Templates
Read More
This is some text inside of a div block.
No items found.
Unlocking signal-based selling
SDR council session on implementing signal-based selling: intent signal types, prioritization, and workflow integration.
Read More
This is some text inside of a div block.
No items found.
Marketing
Key questions CMO roundtable
Discussion guide with strategic questions for CMO peer roundtables.
Marketing
Read More
This is some text inside of a div block.
No items found.
Marketing
How We Scaled This: Aligning on your GTM plan
Case study on aligning sales, marketing, and CS into unified go-to-market strategy.
Presentation
Marketing
Read More
This is some text inside of a div block.
No items found.
Marketing
SaaS growth: The demand gen model for success
Demand Gen council session on the demand gen model for sustainable SaaS pipeline growth.
Marketing
Read More
This is some text inside of a div block.
No items found.
Marketing
Optimizing PMM teams
Product Marketing council session on optimizing product marketing team structure and effectiveness.
Marketing
Read More
This is some text inside of a div block.
No items found.
People Ops
Talent acquisition: Evaluation process and compensation strategy
People Ops council session on interview design, evaluation criteria, and compensation strategy for startup hiring.
People Ops
Read More
This is some text inside of a div block.
No items found.
Sales Strategy
3 key steps to hiring great sales talent
Three-step framework for hiring great sales talent: sourcing, evaluation, and closing.
Tool & Templates
Sales Strategy
Read More
This is some text inside of a div block.
No items found.
Marketing
5 critical changes to drive pipeline generation
Five critical marketing changes needed to improve pipeline generation.
Video
Marketing
Read More
This is some text inside of a div block.
No items found.
Sales Strategy
5 efficient growth strategies defining B2B success in 2023
Five strategies for capital-efficient B2B growth.
Video
Sales Strategy
Read More
This is some text inside of a div block.
No items found.

News from the Scale portfolio and firm

Investment perspectives, market analysis, and growth playbooks from 30 years of backing Founders.
View All Press
This is some text inside of a div block.