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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insights 2x
per month
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
6 ways to coach your sellers with AI
Aug 2025
Six AI coaching methods for sales teams: call analysis, deal inspection, skill assessment, and performance tracking.
The four types of signals
Aug 2025
Framework covering four categories of buyer intent signals for sales prioritization.
Build an AI agent for prospecting
Aug 2025
Workshop with step-by-step guide to building an AI agent for prospecting: research, personalization, and outreach.
GTM AI lab: Using AI to build account plans
Jul 2025
Workshop on using AI to create account plans including stakeholder mapping and opportunity analysis.
GTM AI lab #4: BYO GPT!
Jul 2025
Workshop for building custom GPTs for sales and marketing workflows. Bring-your-own-use-case format.
How SupportLogic uses AI to scale account intelligence
Jul 2025
Case study on SupportLogic's AI-powered account intelligence for customer health visibility and expansion targeting.
Try our GPT for building pitch decks
Jul 2025
Free AI-powered tool for creating and improving B2B sales presentations.
How to run a high-impact AI marketing hackathon
Jul 2025
Guide to running AI marketing hackathons: event structure, challenge design, and outcome measurement.
GTM AI lab: Perfecting your sales pitch deck with AI
Jul 2025
Workshop on using AI to improve sales pitch decks through messaging refinement and competitive positioning.
Product launch plan template
Jul 2025
Template for product launches: pre-launch checklist, launch day activities, and post-launch optimization.
How to build a highly effective founder brand in little time
Jul 2025
An introduction to the fundamentals of SEO.
30 unforgettable lessons for startups from the Scale GTM Summit
Jun 2025
Thirty key takeaways from Scale GTM Summit covering pricing, sales, marketing, and AI adoption.
What is a GTM engineer? The strategic architect powering modern revenue teams
Jun 2025
Article by Kristina McMillan defining the GTM Engineer role: AI automation, agent deployment, system integration, and experimentation. Includes skills matrix and sample job description.
GTM AI lab: Build your first agent
Jun 2025
Workshop with step-by-step guide to building your first AI agent for GTM workflows.
Building a great B2B case study
Jun 2025
Framework for creating B2B case studies: customer selection, story structure, metrics, and distribution strategy.
The Mutual Action Plan (MAP)
Jun 2025
Template and framework for mutual action plans: milestone definition, stakeholder alignment, and timeline management.
The new rules of marketing AI
Jun 2025
GTM Summit session on new principles for AI-powered marketing: automation boundaries, human oversight, and quality control.
Founder brand playbook
Jun 2025
Build repeatable pipeline by investing in founder brand
Selling in the age of AI
Jun 2025
GTM Summit session on how AI is transforming B2B selling: buyer behavior shifts and rep productivity tools.
Scaling finance beyond series A
Jun 2025
Guide to scaling finance teams: hiring priorities, system investments, and process maturity beyond Series A.
Scaling your marketing org seed through growth
Jun 2025
Guide to marketing org scaling: hiring sequence, role priorities, and team structure from seed through growth stage.
“Do we need to create a category?” with Rick Schultz, CMO at Databricks
Jun 2025
GTM Summit session with Databricks CMO Rick Schultz on category creation: when to create vs. compete.
"How do I get my sellers to sell value?” with Stevie Case, CRO at Vanta
Jun 2025
GTM Summit session with Vanta CRO Stevie Case on training reps for value articulation and business case development.
“How do I price my AI product?” with Everett Berry, Head of GTM Engineering at Clay
Jun 2025
GTM Summit session with Everett Berry (Clay) on AI product pricing: model selection, value metrics, and competitive positioning.
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
.avif)
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.