How do I choose the right B2B GTM motion?
Choose your B2B go-to-market motion by matching ACV, buyer complexity, and channel economics, PLG below $5,000, sales-led from $25,000 to $100,000, ABM and partner-led above $250,000, then validate each band against CAC payback (how fast you earn back acquisition cost). Treat these as operating benchmarks, not laws: if CAC payback breaks, the motion is wrong. At The Starr Conspiracy, we treat motion selection as revenue architecture, not a slide taxonomy, which means layering PLG, sales-led, ABM, and partner-led motions with explicit rules of engagement to prevent channel conflict. Before you scale spend, pressure-test the mix with our GTM motion sequencing for B2B SaaS diagnostic.
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