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GTM 157: How ClickUp Scaled 17x and Cut CAC 3× — GTM Systems, Building Incrementally and Going from PLG to SLG | Gaurav Agarwal

The GTMnow Podcast

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Optimizing Growth through Culture and Testing

This chapter explores how organizations can reduce customer acquisition costs by fostering a culture of honesty and accountability while implementing incrementality testing to evaluate marketing effectiveness. It emphasizes the importance of qualitative insights, pattern recognition, and a strategic approach as companies transition from product-led to sales-led growth models. The discussion highlights practical methods for balancing data-driven decisions with intuition to maximize customer engagement and lifetime value.

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