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
Get GTM
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
How Socure booked more meetings with fewer SDRs using AI
Jun 2025
Case study on Socure's AI-powered prospecting implementation that increased meetings while reducing SDR headcount.
Insights from BILL President and CFO John Rettig
Jun 2025
GTM Summit session with BILL CFO John Rettig on finance leadership, team scaling, and board management.
How to price AI with Clay's Everett Berry
Jun 2025
GTM Summit session with Everett Berry (Clay) on AI pricing: usage-based models, value capture, and pricing evolution.
How We Scaled This: Aligning on your GTM plan
Jun 2025
Case study on GTM alignment: shared planning process, coordinated goals, and cross-functional accountability.
How We Scaled This: Prospecting with sales development
Jun 2025
Case study on SDR prospecting: account research, multi-channel outreach, qualification, and handoff optimization.
10x your go-to-market strategy with a sharper ICP
Jun 2025
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.
The 3 pillars of building a finance function
Jun 2025
Finance council session on the three pillars of startup finance functions.
Marketing interview questions - Series A/B
Jun 2025
Interview question bank for evaluating Series A/B marketing candidates by function.
Marketing interview questions - Series C+
Jun 2025
Interview question bank for evaluating Series C+ marketing candidates and senior leadership roles.
AI for sales rep and manager enablement
Jun 2025
Guide to AI tools and workflows for sales rep productivity and manager coaching.
The rise of AI operations and the GTM Engineer
Jun 2025
Overview of how AI operations is creating the GTM Engineer role in revenue teams.
How Flatfile uses AI to 6x their prospecting response rates
Jun 2025
Case study on Flatfile's AI-powered prospecting implementation and results.
AI in GTM: Innovate or die
Jun 2025
Analysis of competitive pressure and the imperative for GTM teams to adopt AI.
The art of high-impact events
Jun 2025
Event strategy framework: format selection, audience targeting, content design, and ROI measurement.
Best practices for CEO-CMO 1:1s
Jun 2025
Guide to effective CEO-CMO 1:1 meetings: agenda structure, metrics review, and alignment maintenance.
Naming the Lakehouse: How Databricks created their category
Jun 2025
GTM Summit case study on how Databricks created the 'Lakehouse' category. Lessons for B2B category design.
How to 20x your impact at executive roundtables
Jun 2025
Guide to maximizing value from executive roundtable events: preparation, participation, and follow-up.
Building a winning analyst relations strategy
Jun 2025
Workshop on analyst relations: analyst identification, briefing strategy, inquiry optimization, and report influence.
Effective board reporting
Jun 2025
Finance council session on board reporting best practices: metric selection, narrative structure, and Q&A preparation.
What’s working in AI prospecting: Prompts to start using today
Jun 2025
SDR tech council session with copy-paste AI prompts for research, personalization, and sequence generation.
How to price AI: The cheat sheet for B2B founders
Jun 2025
Cheat sheet for AI product pricing: value-based foundations, usage components, outcome-based models, and common mistakes.
Driving quick wins with your pricing strategy
Jun 2025
Pricing workshop on identifying immediate opportunities in packaging, discounting, and value communication.
Compensation matters
Jun 2025
A practical guide for reviewing compensation in a venture-backed board.
Selling through stories
Jun 2025
Five-step framework for scaling storytelling in sales: brainstorm, narrow down, research, structure the story arc (protagonist, challenge, resolution), and leverage for assets.
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.