The Deal Room
    The Deal Room

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    GTM resources for scaling teams
    GTM resources for scaling teams

    GTM resources for scaling teams

    "If you build it, they will not come. You have to go get them." - Steve Blank

    "If you can't explain it simply, you don't understand it well enough." - Albert Einstein

    "Don't find customers for your products, find products for your customers." - Seth Godin

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    The Deal Room is a collection of resources you can use to build, qualify and close pipeline effectively and consistently
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    Books and blogs

    Kellblog by the one and only Dave KellogKellblog by the one and only Dave KellogJohn McMahon, The Qualified Sales LeaderJohn McMahon, The Qualified Sales LeaderPartner HackerPartner HackerTomas Tungzt: Venture Capitalist at TheoryTomas Tungzt: Venture Capitalist at TheoryThe Force Management blogThe Force Management blogTL;DR AI market movers and roundupTL;DR AI market movers and roundupCrossing the Chasm by Geoffrey MooreCrossing the Chasm by Geoffrey MooreThe Cold Start Problem by Andrew Chen The Cold Start Problem by Andrew Chen Product-Led Growth by Wes Bush Product-Led Growth by Wes Bush From Impossible to Inevitable by Aaron Ross & Jason LemkinFrom Impossible to Inevitable by Aaron Ross & Jason LemkinThe Sales Acceleration Formula by Mark Roberge The Sales Acceleration Formula by Mark Roberge Zero to One by Peter ThielZero to One by Peter ThielPlay Bigger by Al RamadanPlay Bigger by Al RamadanFounding Sales by Pete KazanjyFounding Sales by Pete KazanjyLenny's NewsletterLenny's NewsletterGrowth Unhinged by Kyle PoyarGrowth Unhinged by Kyle Poyar
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    Sales and market positioning leaders

    Mark CranneyMark CranneyJohn McMahon John McMahon Aaron RossAaron RossMark Roberge - Former HubSpot CROMark Roberge - Former HubSpot CROTiffani Bova - Salesforce, Growth StrategiesTiffani Bova - Salesforce, Growth Strategies
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    Product led growth leaders

    Hila Qu - GitLab/Deepgram (+nx)Hila Qu - GitLab/Deepgram (+nx)Wes Bush - ProductLedWes Bush - ProductLedElena Verna (Lovable)Elena Verna (Lovable)Kyle Poyar - OpenView, Growth UnhingedKyle Poyar - OpenView, Growth Unhinged
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    SaaS/AI Thought Leaders

    Dave KelloggDave KelloggTomasz TunguzTomasz TunguzSammy AbdullahSammy AbdullahJason Lemkin - SaaStrJason Lemkin - SaaStrClement Delangue - Hugging Face CEO Clement Delangue - Hugging Face CEO Sarah Wang - a16z PartnerSarah Wang - a16z PartnerPatrick Campbell - ProfitWell/PaddlePatrick Campbell - ProfitWell/PaddleChristoph Janz - Point Nine CapitalChristoph Janz - Point Nine Capital
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    Articles

    The guide to becoming a GTM engineer (me, Nextplay)The guide to becoming a GTM engineer (me, Nextplay)Product-Led Growth: What It Is and Why It's Here to Stay (OpenView Venture Capital)Product-Led Growth: What It Is and Why It's Here to Stay (OpenView Venture Capital)The Hierarchy of Engagement: The Fuel to Build an Enduring, Billion Dollar Business (Sarah Tavel)The Hierarchy of Engagement: The Fuel to Build an Enduring, Billion Dollar Business (Sarah Tavel)AI’s $200B Question (Sequoia)AI’s $200B Question (Sequoia)SPICED vs MEDDIC (Winning by Design)SPICED vs MEDDIC (Winning by Design)
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    Videos and podcasts

    AcquiredAcquiredThe Official SaaStr PodcastThe Official SaaStr PodcastThe RevOps PodcastThe RevOps PodcastRevenue Builders (Force Management)Revenue Builders (Force Management)The Run Revenue Show (Clari)The Run Revenue Show (Clari)
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    Training and consultancy

    Force managementForce managementWinning by DesignWinning by DesignReforge - Growth, Marketing, GTM CourseReforge - Growth, Marketing, GTM CourseProductLed Academy - Wes Bush's PLG CertificationProductLed Academy - Wes Bush's PLG CertificationPavilion (formerly Revenue Collective)Pavilion (formerly Revenue Collective)
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    Tools and templates

    • Clay - clay.com https://mixpanel.com
    • HubSpot.com

    Then everything else …

    • Triangulation forecasts from Dave Kellog plus a handy free CC spreadsheet
    • MEDDICC implementation for leaders from Force Management
    • GTM Engineer internal job description and success criteria
    • Gong - Revenue Intelligence Website: https://www.gong.io
    • Clari - Revenue Operations Website: https://www.clari.com
    • Pendo - Product Analytics Website: https://www.pendo.io
    • Amplitude - Website: https://amplitude.com
    • LinkedIn: https://www.linkedin.com/company/mixpanel/
    • OpenView Pricing Tools - https://openviewpartners.com/pricing-strategy/
    • Weights & Biases - Website: https://wandb.ai

    Remember … !

    Revenue is vanity, profit is sanity, cash is king … but retention really does matter, so measure what matters!
    • Net Revenue Retention (NRR) = expansion and retention
    • Gross Revenue Retention (GRR) = starting Revenue - Revenue Lost from Churn/Downgrades) / Starting Revenue
    • Product (Partner can be used here too) Qualified Leads (PQLs) =users ready for sales
    • Sales Qualifies Leads (SQLs) = leads qualified and usually created by sales
    • Product (Partner can be used here too) Qualified Accounts (PQAs) = accounts showing buying signals
    • Time to Activation (TTA) = speed to first activation point
    • Time to (First Demonstrated) Value (TTV) = speed to first value
    • CAC Payback Period = capital efficiency
    • PaLG vs PLG vs Sales-Led ARR Mix = revenue mix matters