GTM motions of 30 B2B SaaS companies

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

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

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

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

Everyone moves upmarket—few go the other direction

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