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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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
The Managed Trial Play
May 2025
Playbook by Robert Koehler for running effective trials/POCs with mutual success plans, checkpoint meetings, and executive impact reports to increase conversion rates.
Aligning pay & performance
May 2025
Product marketing's role in annual planning
May 2025
Founder brand workshop
May 2025
Workshop by Scott Albro (co-founder TOPO) covering founder story, content strategy, LinkedIn distribution, and the revenue hook for integrating founder brand into GTM.
Annual planning timeline GANTT
May 2025
GANTT chart by Jesse Arthur (BigID) laying out a model timeline for completing annual GTM planning. Downloadable XLSX.
Unlocking signal-based selling
May 2025
SDR council session on implementing signal-based selling: intent signal types, prioritization, and workflow integration.
Key questions CMO roundtable
May 2025
Discussion guide with strategic questions for CMO peer roundtables.
How We Scaled This: Aligning on your GTM plan
May 2025
Case study on aligning sales, marketing, and CS into unified go-to-market strategy.
SaaS growth: The demand gen model for success
May 2025
Demand Gen council session on the demand gen model for sustainable SaaS pipeline growth.
Optimizing PMM teams
May 2025
Product Marketing council session on optimizing product marketing team structure and effectiveness.
Talent acquisition: Evaluation process and compensation strategy
May 2025
People Ops council session on interview design, evaluation criteria, and compensation strategy for startup hiring.
3 key steps to hiring great sales talent
May 2025
Three-step framework for hiring great sales talent: sourcing, evaluation, and closing.
5 critical changes to drive pipeline generation
May 2025
Five critical marketing changes needed to improve pipeline generation.
5 efficient growth strategies defining B2B success in 2023
May 2025
Five strategies for capital-efficient B2B growth.
5 sales tactics for today’s tough selling market
May 2025
Five sales tactics for success when selling to budget-constrained buyers in difficult markets.
Aligning GTM strategies with account-based execution
May 2025
Guide to connecting company GTM strategy to account-level execution plans in ABM.
Building predictable pipeline during a downturn
May 2025
Playbook for building predictable pipeline in tough markets: channel prioritization, efficiency optimization, and messaging adjustments.
Data-driven sales coaching
May 2025
Guide to analytics-based sales coaching: metrics to track, conversation analysis, and personalized development plans.
Funnel metrics & attribution strategy
May 2025
Demand creation and demand capture to increase and close pipeline
May 2025
Framework for balancing demand creation (brand/content) and demand capture (performance marketing) in pipeline generation.
Generative AI for sales teams
May 2025
Hiring for sales success: Aligning talent with modern market demands
May 2025
Getting PLG right
May 2025
GTM strategy made simple: frameworks and strategies
May 2025
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.