Self-Paced · ~2 Hours · Inflection Pillar
GTM at Your Next Inflection Point
For founders and GTM leaders heading into a transition: what changes in your go-to-market when the company changes, and how to get ahead of it.
Who this is for
Founders and GTM leaders heading into (or already inside) a transition: you're moving from founder-led sales to a first sales hire, from unstructured growth to a repeatable motion, from startup to scale-up, or from direct to partner-led. The product's working. The model that got you here is starting to show its limits.
Not for: early-stage founders who haven't yet found product-market fit. This course assumes you have something that's working and you're trying to figure out what has to change as you scale it.
What you'll be able to do after this course
- Name exactly which inflection point you're at, and what that means for your GTM motion
- Identify what worked in your current stage that will not survive the transition intact
- Decide what to change first and what to leave alone while the new motion gets built
- Avoid the three most common GTM rebuild mistakes at each transition type
- Build a 60-day GTM transition plan with clear decision points
Lesson Outline
01Which Inflection Point Are You Actually At?
There are a handful of transitions that repeat across company stages: 0-to-1, 1-to-5 (building repeatability), startup-to-scale-up, post-acquisition. Each one looks similar from inside but requires a different response. This lesson teaches you how to name the transition you're actually in, because the diagnosis determines the prescription.
02What Works Now That Won't Work Later
Every GTM motion succeeds because of something specific: founder relationships, a niche ICP, a channel that nobody else is using yet. The inflection point is when that same thing stops being enough. This lesson helps you identify what's currently working and honestly assess its shelf life, before the model breaks rather than after.
03The First Sales Hire Problem (and How to Not Blow It)
The most common inflection mistake: hiring a seller before you've codified what you've been doing. This lesson covers what you need to have documented and working before you bring in a salesperson (your qualification criteria, your discovery process, your pitch) and how to structure the first hire so they succeed instead of fail quietly.
04Rebuilding the Motion Without Killing the Machine
You can't rebuild your GTM while it's providing your revenue. This lesson covers how to run the current motion and design the next one simultaneously: what to protect, what to change, and how to run the two in parallel without burning the team out or confusing your buyers.
05The 60-Day Transition Plan
Transitions fail when they're treated as reorganizations instead of as projects with milestones. This lesson walks through how to build a 60-day GTM transition plan: what decisions need to be made in week one, what needs to be tested in the first 30 days, and what success looks like at day 60 that tells you whether you're on the right path.
Ready to go deeper?
The inflection point that involves organizational change (structure, leadership, culture) is what The Transition is designed for. If your GTM motion is the thing that needs a full rebuild, the GTM/PLG Audit is the structured starting point.