Three common GTM Motions
The three most common GTM motions for B2B enterprise companies today, in order of prevalence, are:
- Bottom-Up (which includes Product-Led Growth and Open Source)
- Middle-Out
- Top-Down
Each of these motions have their own strategy across the following categories: Adoption Process, Average Contract Value, Testing Process, and GTM team construction. Below we will define each motion, provide examples of companies that execute it, and compare the differences in the aforementioned categories.
Most relevant during:
GTM Fit phase
Scale phase
PMF phase
Most relevant for:
ACVs < $15K
ACVs $15K-$50K
ACVs > $50K
