The Physics of Startups with Rob Snyder Fix your GTM with Toll Booths (and Samurai Swords)
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Jul 24, 2025 Explore the intriguing concept of 'toll booths' in startup go-to-market strategies to generate demand. Learn how understanding customer needs can transform outreach, with the samurai sword anecdote demonstrating impactful engagement. Discover the economics behind targeted efforts versus broad marketing and the effectiveness of partnering with consultants. Hear how companies like Datadog leverage conferences for focused strategies while navigating when to narrow approaches. This conversation offers fresh insights for founders looking to sharpen their market tactics.
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What Go‑To‑Market Really Means
- Go-to-market is primarily about how you get potential buyers to talk to you or visit your site.
- Focus on creating pipeline conversations first, then worry about conversion and retention later.
The 'Do Everything' GTM Trap
- Founders often adopt a
Demand Is A Knowable Event
- Demand is when a project lands on a buyer's to‑do list and they prioritize buying.
- These demand triggers are knowable and often replicate across customers.