Shoutout @highalpha -- as much as you think you need the big upfront contract, the data says otherwise. You SHOULD be aiming to turn customers into $1M ARR as quickly as possible, but not as the land. ARR --> NRR --> IPO (or whatever we're gonna call it in the future).

More companies will run their GTM orgs like this and should.

Reminder: do the work in-person as often as possible. Helping someone realize value is very different than "forward deploying," these guys just helped them get configured and enabled. Customers ran with it from there as they needed the solution. Discovery questions led to blank

You need to be planning ahead for both headcount and customer product demands 6+ months in advance. If you're at $5M ARR today, assume you 3-5x next year. You'll need more people at top of funnel and bottom of funnel. Yes, AI improves efficiency, but you still need to be

Agree. If you’re getting advice to avoid demos, do formal qualification, or do MEDDPICC while your competitors get to $100M ARR at breakneck pace, find someone else to help :) (We still value frameworks, but the delivery of said frameworks are changing quickly)

Same with slide builds. If you can’t convey the point without a build, the slide is too verbose imo

The path to a great inbound business comes down to two things: Founders may not “outbound” in the traditional sense, but they are constantly meeting, emailing, and making introductions within circles of prospects that matter. They’re at the right events without fail (“be

Congratulations to Dynamic Client, @getmetronome on their definitive agreement to join @stripe! It's been an honor to have partnered with the team over the past year on building a digital native GTM motion and growing alongside some of the greatest AI companies (including

See @WorkOS’ explosive growth (and logos) as an example :)

Best GTM teams of the past decade: Ramp: Data-driven automation (AI) + aggressive multi-channel presence. Combining outbound (130+ SDRs) with digital footprint (ks of SEO pages). "Be everywhere" through relentless brand presence where CFOs live. When you think corporate card,

If a CRM isn’t your core business (which for majority it is not), don’t build one. Start in a spreadsheet, notion, etc, and buy one once it’s annoying. You’re taking your team’s focus off more important things otherwise. You have the cash to afford it. :)

The best prospects and customers have a growth mindset. I often hear founders pitch "we'll cut headcount by X." But a more powerful approach is showing how you unlock output and free up resources for reinvestment. It dramatically changes how you position value and inspires

A lot of newer OSS companies have communities but they are heavily virtual. Ofc makes sense early stage. That said, well capitalized businesses should invest more $ into in-person events. Plane tickets, HH, on-sites with prospects and customers. You don’t need to sponsor, but you

As you get stuck in pricing negotiations for technical products, there comes a point where you need to ask the prospect: “Which matters more, the total cost of the contract or the variable rate?” Why? Because if the customer needs a lower total cost, they’re usually fine with a

Majority of this is talking to customers and learning from customer problems. GTM thrives when there is a counterpart like this in your org.

This is v true and lots of folks who feel like they are missing a startup wave are likely not if they already do 200+% of their number. Most don’t understand their total comp often way outweighs the equity they think they’ll have at another company. Often best to stay put + rake

I’m a big fan of @bhalligan’s Five tool player talk track. One thing that is even more special is meeting a Founder who has a team of equally talented co-Founders who can fill in for one another as needed in each of the 5 tools. There’s some type of “roster depth” analogy in

Two Dynamic clients teaming up is what I love to see! Granola 🤝 Clay

Maybe out of touch here, but storytelling + video promotions are not going to get you to PMF. Totally helps you reach a larger audience, but your product has to work and deliver an amazing experience upon first experience. There are much better ways to invest dollars for

GTM goals for early stage technical companies: 1. Be referenced often in internal meetings of your prospects (exploratory phase of adoption) 2. Be referenced often in externally facing architecture diagrams of the top companies in your market (first path to production + PMF) 3.