{"product_id":"the-startup-gtm-diagnostic-ebook","title":"The Startup GTM Diagnostic (Ebook): How to Diagnose a Startup Go-to-Market Problem","description":"\u003cp\u003e\u003cstrong\u003eEbook edition, EPUB and PDF both included. Nothing ships: one ZIP download with both files appears on your order page and in your email the moment you pay.\u003c\/strong\u003e Prefer print? The \u003ca href=\"\/products\/the-startup-gtm-diagnostic\"\u003epocket paperback is $14.99\u003c\/a\u003e.\u003c\/p\u003e\n\u003cp\u003eEvery new go-to-market motion looks like growth until you count its cost.\u003c\/p\u003e\n\u003cp\u003eThe Startup GTM Diagnostic is written for founders of B2B SaaS startups, from pre-seed through Series A, deciding where the next dollar of their round goes.\u003c\/p\u003e\n\u003cp\u003eA sales team for a new buyer, a reseller program, a marketplace listing, an affiliate channel: each arrives with a spreadsheet that makes it look cheap. This book prices each one fully loaded, including the demand and upkeep most plans leave out and about $75,000 a year of coordination for every pair of GTM motions.\u003c\/p\u003e\n\u003cp\u003eThe numbers come from 608 software sellers, 158 sales organizations and more than 1,000 funding rounds. Direct sales plus product-led growth take 88% of a median seed round's yearly budget. About 15% of early-2022 seed companies reached a Series A in two years, half the 2018 rate.\u003c\/p\u003e\n\u003cp\u003eThree illustrative SaaS companies run through the book. Corvane approves GTM motions that need nearly $27M against a $14.4M Series A. Halden splits a $4.1M seed four ways and runs out of cash in 13 months instead of 24. Xombie, on $500,000, reaches month seven with a burn multiple near 4x.\u003c\/p\u003e\n\u003ch3\u003eDiagnosing a stalled GTM motion\u003c\/h3\u003e\n\u003cp\u003eA playbook for diagnosing a stalled GTM motion covers its seven usual causes, each with a test that takes about two weeks. Applied to Xombie, it finds that clinics which connected their calendar in week one converted at 11.5% against 1% for the rest. Fixing that one onboarding step cuts CAC from $1,400 to about $815 on the same ad spend, and payback from 18 months to about 10.\u003c\/p\u003e\n\u003ch3\u003eCutting back to one GTM motion\u003c\/h3\u003e\n\u003cp\u003eA second playbook cuts back to one effective GTM motion in 90 days: pick the keeper and freeze the rest, unwind partners and price points, then run one P\u0026amp;L. Scored at month six, Halden keeps founder-led enterprise sales at 6 of 8 points and an 11-month payback.\u003c\/p\u003e\n\u003ch3\u003eFormat\u003c\/h3\u003e\n\u003cp\u003eEbook by Nitin Kumar in two formats, delivered together as one ZIP file. The EPUB reads on phones, tablets and e-readers through Apple Books, Google Play Books, Kobo or Send to Kindle. The PDF keeps the print layout of every table and worksheet, opens on any laptop and prints cleanly. On a phone, tap the ZIP in your Files app to open it.\u003c\/p\u003e","brand":"Pivot Playbooks","offers":[{"title":"Default Title","offer_id":67761327866085,"sku":"GTM-DIAG-EBOOK","price":9.99,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0852\/8665\/0085\/files\/GTM_Diagnostic_Ebook_Listing_1.jpg?v=1792441054","url":"https:\/\/pivotplaybooks.com\/products\/the-startup-gtm-diagnostic-ebook","provider":"Pivot Playbooks","version":"1.0","type":"link"}