62 percent of startups are running the wrong go-to-market motion for their price point. A $29 per month product does not need an enterprise sales team. A $50k per year contract does not close through self-serve. The decision charts tell you which motion fits.
You read a case study about how Company X grew to $10M ARR with product-led growth. So you copy their playbook. But Company X has a $49 per month product with a viral loop. Your product costs $2,000 per month and requires onboarding. PLG will never work for you, but you will spend 6 months and $50,000 discovering that the hard way.
The GTM strategy that works depends on 4 variables: your average contract value, your market size, your competition density, and your current traction. Different combinations of these variables require fundamentally different approaches. But nobody gives you a clear framework for mapping your specific variables to the right strategy.
What this replaces
These 9 decision charts cover every major GTM decision a founder faces.
Chart 1 (Motion Selection): Maps ACV to the optimal GTM motion. Under $100/mo = product-led growth. $100 to $1,000/mo = inside sales. $1,000 to $10,000/mo = solutions selling. Over $10,000/mo = enterprise field sales. Chart 2 (Channel Priority): Based on your market size and competition, tells you whether to invest in content, paid ads, outbound, partnerships, or community.
Chart 3 (Pricing Architecture): Decision tree for freemium vs free trial vs demo-only vs contact-sales based on product complexity and ACV. Chart 4 (Sales Hire Timing): When to hire your first sales rep based on founder-led sales velocity. Chart 5 (Content vs Paid): The breakeven analysis for when organic content ROI exceeds paid acquisition.
Charts 6 through 9 cover expansion strategy, partnership qualification, international timing, and competitive positioning. Each chart produces a specific, actionable recommendation based on your inputs.
The Stack
Takes your specific business variables (ACV, market size, competition, traction) and runs them through all 9 decision charts simultaneously. Produces a personalized GTM recommendation with specific next steps.
Translates the GTM recommendation into an operational plan: which channels to activate, what content to produce, which tools to deploy, and what metrics to track in the first 90 days.
System Architecture
The most expensive GTM mistake is not picking the wrong channel. It is picking the wrong motion. If your ACV is $2,000 per month and you are running product-led growth, no amount of optimization will fix the fundamental mismatch. The product is too complex for self-serve and too expensive for impulse purchases. You need a consultative sales process. The decision charts prevent this class of strategic error entirely.
Stop copying GTM strategies from companies with different economics. Run your numbers through the charts and get a strategy that fits your specific business.