GTM motions of 30 B2B SaaS companies

Everyone moves upmarket—few go the other direction

Sales-led companies often add a bottom-up self-serve product, primarily to drive lead gen

Everyone targets one (and max three) personas within an organization

100% of product-led companies end up adding a sales team, if not going sales-led completely

Sales-led companies oen add a bottom-up self-serve product, primarily to drive lead gen

Almost everyone starts by going aer VSBs or SMBs (aka startups)