GTM Resource Library
Ideas, analysis, and playbooks from 30 years of knowing what actually worked.
Latest
Financial planning template
Early and mid-stage startups of any sophistication can use this templated planning model to create intelligent pro forma financial projections.
Scale Venture Partners Team
Founder-led sales and marketing never ends
Framework for ongoing founder involvement in GTM: key deals, positioning ownership, and customer relationships.
Scale Venture Partners Team
Founder brand playbook
Build repeatable pipeline by investing in founder brand
Scale Venture Partners Team
Resource shelf
Series
How We Scaled This
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With insights from
Scale Series
Rory O'Driscoll
Partner
A weekly podcast with Rory O'Driscoll, SaaStr founder Jason Lemkin, and host Harry Stebbings with venture news and analysis.
Max Abram
Partner
Max Abram drops in on teams building the future of AI.
Eric Anderson
Venture Partner
The origin story behind the best open source projects and communities.
Craig Rosenberg
Chief Platform Officer
Craig Rosenberg and Matt Amundson talk weekly with the best sales, marketing, operations, and product leaders in the B2B SaaS world.
Becca Chambers
Chief Marketing Officer
Becca Chambers and Parry Headrick discuss all things comms.
What’s next with AI?
Quality wants a turn
Scale Benchmark Report 2025
Based on 278 GTM engineers
AI spotlight
Scale GTM Benchmarks
122%
90th-percentile annual growth rate
130%
90th-percentile net revenue retention rate
36
months average CAC payback
The 2025 Scale GTM Benchmarks, fielded in partnership with Benchmarkit, comprise GTM performance statistics from 175 high-growth startups in and outside our portfolio. Filter the data to view instructive goalposts and guidelines for your GTM team.
All the GTM resources
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AEO playbook for B2B software companies
May 2026
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.
Using AI personas to perfect your messaging
Jan 2026
A guide on how to use AI buyer personas to craft messaging that converts.
Sales comp clinic: Answering your questions
Jan 2026
Get answers to the most frequent sales compensation questions we hear from early-stage startups.
Board deck template
Dec 2025
How to nail your board deck
Dec 2025
Learn how to nail your board deck every time.
How to craft a great marketing plan
Dec 2025
Sydney Sloan, CMO of G2, walks through her battle-tested approach to building annual marketing plans.
Financial planning template
Dec 2025
Early and mid-stage startups of any sophistication can use this templated planning model to create intelligent pro forma financial projections.
How to create an annual finance plan that actually works
Dec 2025
3 steps to start appearing in AI search
Dec 2025
Quick-start guide for AI search visibility: content structure, authority signals, and Answer Engine Optimization.
How to use an "Our Understanding of Your Business" slide to win more deals
Nov 2025
Framework for demonstrating buyer knowledge and building credibility in competitive deals.
Using AI to Coach Sales Reps on Discovery
Nov 2025
AI-powered discovery coaching: using AI to analyze discovery calls, identify skill gaps, and deliver personalized coaching for sales reps.
The State of GTM AI in 2025
Nov 2025
State of GTM AI in 2025: adoption rates, working use cases, tool landscape, and implementation best practices. Comprehensive market analysis.
Founder-led sales and marketing never ends
Oct 2025
Framework for ongoing founder involvement in GTM: key deals, positioning ownership, and customer relationships.
Founder-led sales and marketing never ends
Oct 2025
Framework for ongoing founder involvement in GTM: key deals, positioning ownership, and customer relationships.
How Motion’s head of sales built a deal-scoring digital twin
Oct 2025
Case study on Motion's AI digital twin for deal scoring: implementation approach and results.
A financial leader’s guide to effective board reporting
Oct 2025
Comprehensive board reporting guide for CFOs: metric selection, narrative development, and Q&A preparation.
The AI adoption game board—sales edition
Sep 2025
Visual framework for sales teams to prioritize AI initiatives and track adoption progress.
The evolution of AI SDRs and where it’s working today
Sep 2025
Analysis of AI SDR landscape: evolution from automation to agents and current working applications.
From hype to utility: What agents actually mean for GTM teams
Sep 2025
Framework for evaluating AI agent capabilities and implementing real workflows that deliver value.
The AI adoption game board–marketing edition
Sep 2025
Visual framework for marketing teams to prioritize AI initiatives and track implementation progress.
How to build an effective 100-day new CMO plan
Aug 2025
Framework for CMO 100-day plans: assessment approach, quick wins, strategic planning, and stakeholder alignment.
How to use AI to make standardized account plans
Aug 2025
Guide to using AI for consistent, comprehensive account plans at scale. Templates and automation workflow.
SEO in the age of AI: How to remain relevant
Aug 2025
Guide to SEO strategy for AI search: optimizing for LLM citation and Answer Engine Optimization.
GTM AI lab #7: BYO GPT!
Aug 2025
Advanced workshop for building custom GPTs. Bring-your-own-use-case format.
Annual planning
Finance
How to nail your board deck
Dec 2025
Learn how to nail your board deck every time.
M.G. Thibaut
Former Chief Financial Officer
Financial planning template
Dec 2025
Early and mid-stage startups of any sophistication can use this templated planning model to create intelligent pro forma financial projections.
Mark Gustaferro
GTM Platform Operations Associate
M.G. Thibaut
Former Chief Financial Officer
Marketing
How to craft a great marketing plan
Dec 2025
Sydney Sloan, CMO of G2, walks through her battle-tested approach to building annual marketing plans.
Sydney Sloan
Chief Marketing Officer
Founder-led sales and marketing never ends
Oct 2025
Framework for ongoing founder involvement in GTM: key deals, positioning ownership, and customer relationships.
Craig Rosenberg
Chief Platform Officer
Mark Gustaferro
GTM Platform Operations Associate
How to build an effective 100-day new CMO plan
Aug 2025
Framework for CMO 100-day plans: assessment approach, quick wins, strategic planning, and stakeholder alignment.
Maria Pergolino
Chief Marketing Officer
Sales Compensation
Sales comp clinic: Answering your questions
Jan 2026
Get answers to the most frequent sales compensation questions we hear from early-stage startups.
Compensation matters
Jun 2025
A practical guide for reviewing compensation in a venture-backed board.
Rory O'Driscoll
Partner
FAQs: Sales compensation for early stage startups
Jun 2025
FAQ covering common sales compensation questions for early-stage startups: OTE benchmarks, quota setting, and ramp periods.
Alex Niehenke
Partner
People Ops
Talent acquisition: Evaluation process and compensation strategy
May 2025
People Ops council session on interview design, evaluation criteria, and compensation strategy for startup hiring.
Level-based feedback framework
May 2025
Framework for providing feedback calibrated to employee level and seniority.
Resource Shelf
May 26, 2026
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.
Sydney Sloan
Chief Marketing Officer
January 7, 2026
Using AI personas to perfect your messaging
A guide on how to use AI buyer personas to craft messaging that converts.
Matt Amundson
Chief Marketing Officer
January 7, 2026
Sales comp clinic: Answering your questions
Get answers to the most frequent sales compensation questions we hear from early-stage startups.
Learn about Scale
How we work
Scale is an early-stage venture capital firm focused on AI and B2B software. We are based in the Bay Area, investing out of our $900M Fund VIII. Eighty percent of our investments are lead checks at Series A and B.
Our approach is grounded in respect.
Sometimes the best support is the freedom to build.
We collaborate with urgency when invited, and get out of the way when asked.
Founder-honest over Founder-friendly.
Founders value us for perspectives not platitudes.
We give Founders access to best-in-class resources.
Whether it is our GTM network or talent resources, we will help you scale.
When we commit to Founders, we see it all the way through.
Here, partnership is measured in years, not rounds.