3 Questions That Turn a Motion Into a Real Strategy

Should you start with high touch, unscalable service, or jump straight to a scalable go-to-market motion? That question sparked a real debate in one of my CEO roundtables recently, and most founders get the answer backwards because they're confusing a revenue motion with an actual go-to-market strategy. Whether you're at $0-5 million, $5-15 million, or stalled at $15-20 million, this video walks through exactly what to do at each stage, and why the answer almost never lives in changing your motion, it lives in fixing the strategy underneath it. ⏱ TIMESTAMPS (00:00) High touch or scalable, which one should you start with? (00:24) The CEO roundtable question that sparked a real debate (00:56) 12 founders, one question, how did you get your first 20 customers? (02:24) Why starting with high touch is a strategy, not a compromise (03:31) The 3 questions that turn a motion into a real strategy (06:04) A primer on the go-to-market motions (06:42) Motion 1, inbound (07:03) Motion 2, outbound, our ABM story at Terminus (07:26) Motion 3, product-led, why your AI bill keeps creeping up (07:53) Motion 4, event-led, FlipMyFunnel and 25-30 deals closed per event (08:27) Community-led, building a movement (09:01) My own Terminus story, inviting competitors and 10 influencers to Flip My Funnel (11:10) One founder's story, 18 months of mediocre outbound vs. 5 high touch deals (11:34) What to do if you're at $0-5M (11:54) What to do if you're at $5-15M, "show me the money" (12:29) What to do if you're at $15-20M and growth has stalled 📌 Take the free GTM assessment to see if you're skipping the strategy underneath your motion: runongtmos.com/move 📌 Subscribe for daily GTM OS strategy and leadership frameworks: https://www.youtube.com/@SangramHere?sub_confirmation=1 #GTMOS #GoToMarketStrategy #FounderLedSales #B2BSalesStrategy #StartupGrowth