Shubham Kulshrestha

Selling across borders right now? Which region breaks your playbook the most? There is no global GTM. There are a few more than what we think Meet the GTM Atlas. After years of building revenue and partnerships across markets, I kept hitting the same expensive assumption: a playbook that wins in one region will win everywhere. It doesn't. The motion that closes a deal in Austin in three weeks can stall nine months in Frankfurt. Not because the product got worse. Because the buyer is different. So I mapped it. Six regions. For each one: how they buy, how long it takes, what they pay, who decides, and the moves that actually work on the ground. A few things the Atlas made impossible to ignore: → Buyers aren't the same. Localize what you optimize for. → Velocity bends to culture. It's how pipelines quietly lie to you. → Proof doesn't travel. Curate references by region, not by tier. I built it as an interactive map. Tap a region, pull its playbook, and see exactly where your motion has to bend. Link in the comments 👇 #GTM #GoToMarket #RevenueGrowth #SalesStrategy #GlobalExpansion

I went down a rabbit hole this week building GTM infrastructure and came out with a map that actually answers the question everyone skips: which tools to choose. 🚀 There are 50+ tools across a dozen categories — but the real decision is architecture: Hunt → enrich → verify → engage → qualify → close → renew, all as one connected system with a shared spine and edges that flex by deal size. Three surprises I found 👇 1. Buying the best of everything usually wastes budget. For enterprise especially, it overspends on intent and underinvests in the deep account data that actually wins. 2. The real gap is the close layer. Manual quoting is where deals stall quietly. 3. Governance matters the moment agents touch your inbox and CRM. Least privilege stops being IT hygiene and becomes architecture. Rule of thumb: build the spine first, earn the edges later. 🔧 What's the one tool you'd never give up? 🤔 #GTM #SalesTech #B2BSales https://lnkd.in/dKehQBgz

The GTM team that helps you find product-market fit is rarely the same team that helps you scale. As companies grow, the GTM organization has to evolve: → Founders transition from selling to building repeatable motions → Generalists yield to specialized teams → AI evolves from personal assistants to coordinated GTM systems But the hard question is: When should these transitions happen? That’s what I explore in The GTM Team, Over Time. Inside, you’ll find: • Which roles appear at each stage (and why) • When to stay lean vs. when to specialize • How AI agents reshape the future GTM organization The goal isn't to draw a perfect org chart. It’s to help founders and GTM leaders answer: What should we build next and what are we building too early? What GTM transition was the hardest for your company to navigate? Link is in the comments ↓ P.S. Missed Chapter 01? It breaks down why there’s no single global GTM playbook and how different geographies require fundamentally different strategies. #GTM #B2BSaaS #RevenueOperations #GTMAtlas