The split between doing sales yourself and investing in GTM is useful. How do you decide when customer insight is strong enough to hand off the first repeatable motion—number of deals, cycle time, or consistency of the ICP?
The founder-led sales point really hits. You can’t hand off GTM before you’ve actually learned what makes people buy, why they buy, and where the pipeline comes from.
The split between doing sales yourself and investing in GTM is useful. How do you decide when customer insight is strong enough to hand off the first repeatable motion—number of deals, cycle time, or consistency of the ICP?
Once it becomes repeatable and you the founder becomes the bottleneck.
Very good and insightful article. Thanks for writing this Alexander.
The founder-led sales point really hits. You can’t hand off GTM before you’ve actually learned what makes people buy, why they buy, and where the pipeline comes from.