Category
GTM Strategy
Channel decisions, growth math, and the architecture of B2B revenue.
5 articles in this category.
-
The GTM Engineer: what the role is, what it pays, and whether you need one
Clay coined the term in 2023. By January 2026 LinkedIn listed 3,000+ open GTM Engineer roles, with comp from $99K to $310K and a $112K gap inside the same title. The chronology, the data, the day-to-day, and whether the role outlasts the hype.
-
The Clay story: rise, claygencies, the pricing pivot, and what comes next
Clay went from 5 years of unfocused product to $100M ARR in 4 years. Then the March 2026 pricing change broke the social contract with the indie GTM-engineer crowd that built them. The full chronology, the verified community voices, the alternatives, and a working DIY architecture for $325/mo.
-
Inbound vs outbound for B2B founders: the honest decision tree
Most channel debates are vibe arguments. The real decision is math. Two numbers (your total addressable buyers and your ACV) tell you which channel will work and which will burn cash. Here is the matrix.
-
The first $5K/month GTM stack for Series A B2B SaaS (2026)
Pick one tool per category. Total $1,887/mo for 5 reps with $3,113 headroom. The categories you don't need yet, the bundles that lock you in, the quarterly audit cadence.
-
Founder-led sales in 2026: the operating math from $0 to 50 customers
The conversion math, time allocation, tool stack, and handoff signals for B2B founders running sales themselves. When to stay, when to hire SDR vs AE vs head of sales.