Frequently asked questions
How many GTM motions can one company run?
Three at most. Each motion has its own metrics, comp plan, and tooling needs. Companies running 4+ motions usually have one underperforming and two competing for resources.
What are the common GTM motions in B2B?
Sales-led (outbound + AEs), product-led (self-serve plus PLS), inbound-led (marketing-sourced + SDR + AE), partner-led (channel), and enterprise-led (named-account + ABM). Most successful companies pick a primary motion and let the others develop secondarily.
How do you choose the right primary GTM motion?
By matching motion economics to your ACV and category. Low ACV plus viral category points to PLG; high ACV plus complex evaluation points to enterprise-led; mid ACV plus mature category points to sales-led. Mismatches cost years.
When does a GTM motion need to change?
When the average deal size moves up or down a tier (SMB to mid-market, mid-market to enterprise), or when the buyer persona shifts. Both events make the old motion economics break.
How does Landbase support different GTM motions?
By providing the same data and signal layer across motions, with different scoring weights per motion type. Enterprise-led motions weight intent and committee mapping highest; sales-led motions weight fit and contact freshness.
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