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
How demand gen teams are adapting to headwinds
May 2025
Unlocking more value for your customers with Olivia Nottebohm (Box, DropBox, Notion)
May 2025
RevOps annual planning
May 2025
Building your RevOps tech stack
May 2025
2024 planning: From chaos to clarity
May 2025
CFO board reporting
May 2025
Using customer use cases to align GTM and drive growth
May 2025
How We Scaled This: Selecting, prioritizing, and engaging target accounts
May 2025
Case study on account-based targeting: ICP definition, scoring methodology, prioritization criteria, and engagement sequencing.
100-day CMO plan template
May 2025
Template for CMO 100-day plans. Downloadable resource.
Navigating a dynamic demand gen landscape
May 2025
Demand Gen council session on adapting to changing market conditions and channel dynamics.
Diagnosing missed quotas: A framework for leading SDRs
May 2025
SDR council session on diagnosing and addressing quota misses in sales development teams.
How We Scaled This: Growing revenue by aligning sales & marketing
May 2025
Case study on growing revenue through sales and marketing alignment. Practical implementation steps and lessons learned.
Creating your CMO 100-day plan
May 2025
CMO council session on building an effective 100-day plan for new marketing leaders.
Modern alliance & channel strategy
May 2025
Guide to building modern channel and alliance partner strategies.
Offer letter template for new sales reps
May 2025
Template for sales rep offer letters covering compensation and terms. Downloadable resource.
Best practices for windfalls, draws, accelerators, debookings & payments
May 2025
Best practices for handling sales compensation edge cases including windfalls, draws, accelerators, debookings, and payment timing.
Sales compensation plan template
May 2025
Template for designing sales compensation plans. Downloadable resource.
Level-based feedback framework
May 2025
Framework for providing feedback calibrated to employee level and seniority.
25 pipeline programs that worked in 2024
May 2025
Pipeline council session covering 25 demand generation programs that drove results in 2024.
4 steps for driving real results with performance reviews
May 2025
People Ops council session on a four-step framework for performance reviews that drive real results.
Annual GTM planning for RevOps leaders
May 2025
RevOps council session on annual GTM planning processes and frameworks for revenue operations leaders.
Level-based collection form and final report templates
May 2025
Templates for collecting and reporting performance feedback by level. Downloadable resource.
Annual territory planning deck
May 2025
Presentation template for annual sales territory planning. Downloadable resource.
Annual pipeline planning model
May 2025
Spreadsheet model for annual pipeline planning and coverage requirements. Downloadable XLSX.
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.