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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Marketing
How demand gen teams are adapting to headwinds
Marketing
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Unlocking more value for your customers with Olivia Nottebohm (Box, DropBox, Notion)
Video
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RevOps annual planning
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RevOps
Building your RevOps tech stack
RevOps
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Marketing
2024 planning: From chaos to clarity
Marketing
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Finance
CFO board reporting
Video
Finance
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Marketing
Using customer use cases to align GTM and drive growth
Marketing
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How We Scaled This: Selecting, prioritizing, and engaging target accounts
Case study on account-based targeting: ICP definition, scoring methodology, prioritization criteria, and engagement sequencing.
Tool & Templates
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Marketing
100-day CMO plan template
Template for CMO 100-day plans. Downloadable resource.
Tool & Templates
Marketing
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Marketing
Navigating a dynamic demand gen landscape
Demand Gen council session on adapting to changing market conditions and channel dynamics.
Marketing
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Sales Development Strategy
Diagnosing missed quotas: A framework for leading SDRs
SDR council session on diagnosing and addressing quota misses in sales development teams.
Sales Development Strategy
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How We Scaled This: Growing revenue by aligning sales & marketing
Case study on growing revenue through sales and marketing alignment. Practical implementation steps and lessons learned.
Tool & Templates
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Marketing
Creating your CMO 100-day plan
CMO council session on building an effective 100-day plan for new marketing leaders.
Marketing
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Sales Strategy
Modern alliance & channel strategy
Guide to building modern channel and alliance partner strategies.
Article
Sales Strategy
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Sales Compensation
Offer letter template for new sales reps
Template for sales rep offer letters covering compensation and terms. Downloadable resource.
Sales Compensation
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Sales Compensation
Best practices for windfalls, draws, accelerators, debookings & payments
Best practices for handling sales compensation edge cases including windfalls, draws, accelerators, debookings, and payment timing.
Sales Compensation
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Sales Compensation
Sales compensation plan template
Template for designing sales compensation plans. Downloadable resource.
Sales Compensation
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People Ops
Level-based feedback framework
Framework for providing feedback calibrated to employee level and seniority.
Tool & Templates
People Ops
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Investment perspectives, market analysis, and growth playbooks from 30 years of backing Founders.
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