Contents

GTM Strategy and Approach

• Key principles
• Learning goals
• Segment prioritization
• Deliverables
• Bootcamp: GTM 101
• Market size and GTM strategy are inextricably linked
• Executing the GTM strategy informs financial forecasting
• Giants Weekly: Building Go-To-Market Capability with Michael Ilczynski

GTM Resources

• Frameworks
• PMF Phase
• Growth Model Phase
• Growth Phase

B2B SaaS GTM Strategy

• B2B SaaS growth strategy

• SaaS business model

• SaaS financial metrics

• Five ways to build a $100 million SaaS business

• The Difficulty Ratio

• Market Annealing: Getting to $10M ARR in Very Early Markets (January 2023) > The point of this post is largely to introduce the notion of market annealing and to differentiate it from PMF and category creation. However, to make it concrete we’ll walk through some of the more salient GTM considerations that are particularly relevant to companies that find they need to at least experiment with outbound sales.

• Scaling to $100m: Ramping your cloud GTM engine

• The Keys to Nailing and Scaling Go-To-Market

• Pipeline Analysis Playbook

• WTF is GTMF + PLG

• Product-led growth

• B2B SaaS Growth Benchmarks

Marketplaces

• When to Expand Your Marketplace Business, According to 14 Operators

Other Resources

Frameworks

Frameworks, tools and templates

• ICONIQ | The Go-to-Market Reporting Guide
• Building a Growth Model to Unlock International Expansion | Reforge
• The Pipeline Metrics That Matter

Market insights

Investment thesis, market maps, research, updates and benchmarks

• Castles in the Cloud | Greylock
• SaaS marketing benchmarks: 3 budgeting and strategy trends for 2024
• 2024 Go-to-Market Survey: Optimism Rises Amid Changing Market Dynamics | Theory Ventures

Learning resources

Thought leadership, how-to guides, courses and expert collections

• The Wilderness Period | Can Your SaaS Startup Cross the Penny Gap?
• Customer Segmentation: A Step by Step Guide for Growth
• The GTM guide to building SaaS channel partnerships
• Be Long-Term Greedy When it Comes to GTM | Battery Ventures
• CAC Payback Period:  The Most Misunderstood SaaS Metric - Kellblog
• You Can't Fix a CAC Payback Period: The Operator vs. Investor View of SaaS Metrics - Kellblog
• Slides from my SaaStock Dublin Presentation on GTM Efficiency - Kellblog
• Best of Kellblog → see ‘Sales’
• Video and Presentation of Balderton Webinar on Efficient Growth via Entering New Markets | Kellblog
• GTM Course - Bessemer Venture Partners
• Go-To-Market Troubleshooting:  Let’s Take It From The Top - Kellblog
• The Emerging Startup Playbook | Growth Unhinged
• How to build your GTM strategy from scratch | Growth Unhinged
• Adapt or Die: Five New Go-To-Market Rules for SaaS Survival | EmCap
• Unlocking AI in GTM: Crossing the Scalability Gap | Insight Partners
• Startup Field Guide | Unusual Ventures

Books

Books, product and services