These Are The 6 GTM Motions (Don't Try To Be Great At All Of Them)

A private equity executive once stumped me with a simple question: how fast can you grow? I didn't have an answer, and that question changed how I think about growth. Most companies are dying because they do a little inbound, a little outbound, a little of everything, and end up great at nothing.

This is question four of the go-to-market operating system: which channel actually grows you fastest? In this video I break down the six go-to-market motions (inbound, outbound, event-led, community-led, product-led, and partner-led), with a real example of each, from HubSpot's inbound engine to the 20-city roadshow that took us to $10 million. The big idea is simple and hard to follow: the best companies in the world pick one or two motions, go all in, and only experiment with others once they've won.

⏱ TIMESTAMPS (00:00) The question that stumped me: how fast can you grow? (01:04) What go-to-market motions actually are (01:15) The six motions, and why you can't be great at all of them (02:01) Inbound: how HubSpot built its engine (02:41) Outbound: the floors of salespeople at Salesforce (03:14) Event-led: 20 roadshows to $10M (04:11) Community-led: without a community you're a commodity (05:24) Product-led: self-serve and the AI website builders (06:22) Partner-led: why 60% of HubSpot's revenue comes from partners (07:26) The big idea: pick one or two and go all in (07:57) Why a little of everything is killing your business (08:20) Find your fastest motion

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