{"id":590,"date":"2025-08-29T18:50:22","date_gmt":"2025-08-29T18:50:22","guid":{"rendered":"http:\/\/www.alaskansawmill.com\/?p=590"},"modified":"2025-09-04T13:22:42","modified_gmt":"2025-09-04T13:22:42","slug":"deconstructing-clickups-gtm-a-journey-through-three-eras-of-growth","status":"publish","type":"post","link":"http:\/\/www.alaskansawmill.com\/index.php\/2025\/08\/29\/deconstructing-clickups-gtm-a-journey-through-three-eras-of-growth\/","title":{"rendered":"Deconstructing ClickUp\u2019s GTM: A Journey Through Three Eras of Growth"},"content":{"rendered":"<p><em>Hello and welcome to The GTMnow Newsletter \u2013 the media brand of VC firm, <a href=\"https:\/\/www.gtmfund.com\/\" target=\"_blank\" rel=\"noopener\">GTMfund<\/a>. Build, scale and invest with the best minds in tech. <\/em><\/p>\n<hr \/>\n<p>By deconstructing a company\u2019s go-to-market strategy and execution, you uncover:<\/p>\n<ul>\n<li>The decisions behind their breakout growth.<\/li>\n<li>The mistakes that almost derailed them.<\/li>\n<li>The hidden levers that aren\u2019t obvious from the outside.<\/li>\n<\/ul>\n<p>It\u2019s a shortcut to pattern recognition, so founders and operators don\u2019t have to learn every lesson the hard way.<\/p>\n<p><a href=\"https:\/\/clickup.com\/\" target=\"_blank\" rel=\"noopener\">ClickUp<\/a> built a company around the rhythm of pure speed. In 2017, a tiny team shipped into beta in June, out of beta by September, and landed a first paying customer in November. The product wasn\u2019t polished so much as in motion and users could feel it. By October 2019, \u201cClickUp 2.0\u201d arrived, the kind of release that tells a community: this thing is growing new rooms every week.<\/p>\n<p>What followed is the story of three eras: (i) the PLG foundation, (ii) layering sales on top of it, and (iii) systemizing for scale.<\/p>\n<p>Let\u2019s deconstruct the machine.<\/p>\n<div class=\"captioned-image-container\">\n<figure>\n<div class=\"image2-inset\"><img loading=\"lazy\" decoding=\"async\" class=\"sizing-normal lazyload\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" alt=\"\" width=\"1200\" height=\"100\" data-src=\"http:\/\/www.alaskansawmill.com\/wp-content\/uploads\/2025\/08\/2a194a32-75f2-4468-8e37-545603d8601c_1200x100.png\"><\/div>\n<\/figure>\n<\/div>\n<div class=\"captioned-image-container\">\n<figure>\n<div class=\"image2-inset\"><img loading=\"lazy\" decoding=\"async\" class=\"sizing-normal lazyload\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" alt=\"\" width=\"1200\" height=\"100\" data-src=\"http:\/\/www.alaskansawmill.com\/wp-content\/uploads\/2025\/08\/3c611790-36c0-4607-91a5-3d32e6c029f8_1200x100.jpg\"><\/div>\n<\/figure>\n<\/div>\n<p><strong><a href=\"https:\/\/www.apollo.io\/next?utm_source=gtmnow&amp;utm_medium=newsletter&amp;utm_campaign=HOST_20251009_ApolloNextUserConference&amp;utm_content=paid_promotion_1\" target=\"_blank\" rel=\"noopener\">ApolloNEXT is happening Oct. 9<\/a> in San Francisco and is shaping up to be one of the largest GTM gatherings during SF Tech Week.<\/strong><\/p>\n<p>This <strong>one-day, free event<\/strong> is your chance to step into the next generation of GTM. Learn how leading teams are using AI to unlock faster revenue growth, explore actionable strategies, and hear fresh perspectives from Anthropic, Glean and other industry pioneers. Plus, Corporate Bro will be hosting!<\/p>\n<p>Network with other leaders, learn from some of the best, and get tactical AI applications to help your sales team do what they do best \u2014 sell.<\/p>\n<p><a href=\"https:\/\/www.apollo.io\/next?utm_source=gtmnow&amp;utm_medium=newsletter&amp;utm_campaign=HOST_20251009_ApolloNextUserConference&amp;utm_content=paid_promotion_1\" target=\"_blank\" rel=\"noopener\">Register free today<\/a>, to join hundreds of others, including the GTMfund team. Hope to see you there!<\/p>\n<hr \/>\n<h2>ClickUp\u2019s GTM: The Three Eras<\/h2>\n<div class=\"captioned-image-container\">\n<figure>\n<div class=\"image2-inset\"><img loading=\"lazy\" decoding=\"async\" class=\"sizing-normal lazyload\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" alt=\"\" width=\"1456\" height=\"944\" data-src=\"http:\/\/www.alaskansawmill.com\/wp-content\/uploads\/2025\/08\/1116fe70-e505-4491-8db8-26ae5db6814c_1543x1000.jpg\"><\/div>\n<\/figure>\n<\/div>\n<h3>Era 1: The PLG foundation (2017\u20132020)<\/h3>\n<p>The first era consisted of well-executed bottoms-up growth.<\/p>\n<p>The goal was simple: <strong>build something people couldn\u2019t help but share.<\/strong><\/p>\n<p>They operated in public with a relentless cadence. Zeb Evans (Founder &amp; CEO) set the tone: <em>\u201cYou should be able to see ClickUp get better every week.\u201d<\/em> They shipped over 200 features in a year, which was significantly above average at that point in time. The speed of shipping cadence built trust and trained users to expect progress.<\/p>\n<p>Compounding mechanisms were the underlying growth lever:<\/p>\n<ul>\n<li><strong>The Template Center<\/strong> wasn\u2019t just a feature, it was a content engine and a time-to-value reducer.<\/li>\n<li><strong>The Import Hub<\/strong> wasn\u2019t just for onboarding, it was a direct attack on incumbents, disguised as a seamless transition.<\/li>\n<li><strong>The Free Coaching Program<\/strong> wasn\u2019t a sales tactic, it was a user retention strategy, catching teams at their most vulnerable moment.<\/li>\n<\/ul>\n<p>Underneath it all sat a clear Hierarchy (Spaces \u2192 Folders \u2192 Lists \u2192 Tasks) that mapped to how work actually happens, making it easy for usage to spread from one person to an entire department.<\/p>\n<p>The content engine ran at the same tempo. In 2020 alone, 227 blog posts shipped, comparison pages intercepted buyers at the moment of choice, and how-tos plus templates compounded organic traffic. Support moved just as fast: 396,904 tickets resolved in 2020 alone.<\/p>\n<p>During this foundational PLG era, ClickUp demonstrated that the most effective \u201cmarketing\u201d is a set of mechanisms designed to reduce time-to-value and make product progress unmistakable.<\/p>\n<h3>Era 2: Layering sales on top of PLG (2020\u20132021)<\/h3>\n<p>The product machine was humming. But then, a new signal emerged: <strong>hand-raisers.<\/strong><\/p>\n<p>Admins from large domains, already using the product, were asking for help. They needed support to roll out ClickUp at scale. These weren\u2019t small teams, the deals were often 10x the LTV of self-serve users.<\/p>\n<p>An important part to note here is that they layered on sales not a a strategic choice, but a response to demand. This approach is consistently echoed by companies that successfully went upmarket, including Vanta. You can hear their CRO, Stevie Case, share <a href=\"https:\/\/www.youtube.com\/watch?v=vIzHgCgTrAU\" target=\"_blank\" rel=\"noopener\">how demand dictated Vanta\u2019s upmarket expansion in this conversation<\/a>.<\/p>\n<p>ClickUp\u2019s first sales hire wasn\u2019t to outbound upmarket, they were an inbound rep to meet demand that was already bubbling up inside the product.<\/p>\n<p>This led to the true innovation of this era: <strong>Product-Led Sales (PLS).<\/strong> They fused product and sales, where usage events became triggers.<\/p>\n<ul>\n<li>A sudden spike in seat count? That\u2019s a <strong>PQL.<\/strong><\/li>\n<li>A new admin created? That\u2019s a <strong>PQL.<\/strong><\/li>\n<li>SSO\/API turned on? That\u2019s a <strong>PQL.<\/strong><\/li>\n<\/ul>\n<p>The machine was now fueled by both self-serve adoption and data-driven outreach. <a href=\"https:\/\/www.growthunhinged.com\/p\/how-clickup-blends-plg-and-sales\" target=\"_blank\" rel=\"noopener\">More on how Clickup blends PLG and sales-assist here<\/a>.<\/p>\n<p>The sales layer more than worked, it exploded.<\/p>\n<p>Revenue grew ~9x in 2020. The user base doubled in the back half of the year. The company went from a $35M Series A to raising $100M and then $400M a year later.<\/p>\n<p>The machine was firing on all cylinders. But that kind of speed can also be a recipe for chaos.<\/p>\n<p>Growth exposed seams:<\/p>\n<ul>\n<li><strong>Internal friction.<\/strong> The team jumped from ~200 to 500+ people. Processes couldn\u2019t keep up. The chaos of a startup wasn\u2019t a sustainable model for a scale-up.<\/li>\n<li><strong>The \u201ceight-layer cake.\u201d<\/strong> Customers felt overwhelmed. An SDR, an AE, a CSM\u2014all overlapping, all reaching out. The seamless, product-led experience was getting muddled.<\/li>\n<\/ul>\n<h3>Era 3: Systemizing for scale (2022\u2013present)<\/h3>\n<p>After two years of a rocket ride, the mission changed. The operating question shifted from <em>\u201cWhat worked?\u201d<\/em> to \u201c<em>What\u2019s incremental?\u201d<\/em><\/p>\n<p>Things shifted from growth at all costs to <strong>allocation of dollars, touches and time. <\/strong><\/p>\n<p>Budgets were re-cut, the media mix was optimized, and first-party data became the most valuable asset. The result? <strong>CAC fell by ~3X.<\/strong><\/p>\n<p>They rebuilt the entire GTM as a single revenue system, organized across three clear segments:<\/p>\n<ul>\n<li>Self-serve SMB.<\/li>\n<li>Sales-assisted Commercial.<\/li>\n<li>Enterprise.<\/li>\n<\/ul>\n<p>Each had a clear goal, but they all worked under <strong>one plan.<\/strong><\/p>\n<p>The final evolution was <strong>orchestration.<\/strong> They launched <a href=\"https:\/\/www.youtube.com\/shorts\/vkLcgntWyMw\" target=\"_blank\" rel=\"noopener\">Project Constellation<\/a>, a systems-first approach to GTM. It used product and account signals to prioritize actions across sales, success, and marketing. It was a single brain, a unified nervous system.<\/p>\n<p>The results speak for themselves: ARR from ~$85M to $250M+. CAC down 50-66%.<\/p>\n<h2>Frameworks, mental models and playbooks<\/h2>\n<p>These are some of the frameworks, mental models and playbooks that ClickUp used throughout the three eras of growth.<\/p>\n<h3>Mental models (how to think)<\/h3>\n<p><strong>Input KPI &gt; Output KPI<\/strong><\/p>\n<p>Make <em>shipping every week<\/em> the behavior that drives growth (instead of chasing lagging outputs).<\/p>\n<p>You can implement this by starting a Friday Ship Log \u2013 every team posts one shippable improvement.<\/p>\n<p><strong>Incrementality &gt; Attribution<\/strong><\/p>\n<p>Fund what moves outcomes <em>versus a control<\/em>, not what a platform \u201ccredits.\u201d<br \/>\nUse this when ad spend is high, CAC is fuzzy, channels claim the same wins. To implement, run a 2-week holdout on your biggest channel; reallocate to the highest <em>incremental<\/em> lift.<\/p>\n<p><strong>Signals &gt; Opinions<\/strong><\/p>\n<p>Let product\/account events call the play (not gut feel).<br \/>\nTo implement this, define 4 starter signals (seat spike, SSO on, large import, usage drop) and route actions.<\/p>\n<p><strong>Mechanisms &gt; Moments<\/strong><\/p>\n<p>Compounding programs (templates, imports, coaching, weekly releases) beat one-off launches.<\/p>\n<p>To implement, pick one mechanism to build this month (e.g., Template Library v1).<\/p>\n<p><strong>Complexity Tax Index<\/strong><\/p>\n<p>A check against \u201ctoo many touches.\u201d Cap owners per account.<br \/>\nTo implement, cap to \u22643 active owners on top accounts, and suppress conflicting touches.<\/p>\n<div class=\"captioned-image-container\">\n<figure>\n<div class=\"image2-inset\"><img decoding=\"async\" loading=\"lazy\" class=\"sizing-normal lazyload\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" alt=\"\" width=\"1080\" height=\"700\" data-src=\"http:\/\/www.alaskansawmill.com\/wp-content\/uploads\/2025\/08\/efee3f28-aa23-4747-b1f0-48a53ddcb2f5_1080x700.png\"><\/div>\n<\/figure>\n<\/div>\n<h2>Frameworks (how to structure)<\/h2>\n<p><strong>Three-Lane Funnel (Creation \/ Harvesting \/ Retention)<\/strong><\/p>\n<p>One GTM system split into three lanes with distinct goals and owners.<br \/>\nTo implement, tag every initiative to a lane. Then, pause anything untagged.<\/p>\n<p><strong>Payback by Segment<\/strong><\/p>\n<p>CAC payback thresholds by SMB\/Commercial\/Enterprise.<\/p>\n<p>To implement, set thresholds, such as SMB &lt;9 mo, Commercial &lt;12 mo, ENT &lt;18 mo; pause programs above threshold.<\/p>\n<p><strong>Guardrails + Primary<\/strong><\/p>\n<p>One outcome per lane, plus 2\u20133 guardrails that prevent dumb wins.<br \/>\nTo implement, publish a traffic-light dashboard: Primary + Guardrails per lane.<\/p>\n<h2>Playbooks (how to execute)<\/h2>\n<p><strong>Signals \u2192 Playbooks \u2192 SLAs (Project Constellation)<\/strong><\/p>\n<p>Turn signals into the next best action with timeboxes and controls.<br \/>\nUse when follow-ups are slow or opportunities or risks slip through cracks.<br \/>\nTo implement, activate 4 rules with SLAs (e.g., seat spike \u2192 AE in 48h; usage drop \u2192 CSM in 72h) + holdouts.<\/p>\n<p><strong>PQL-First Territory<\/strong><\/p>\n<p>Prioritize accounts by product-qualified score, not firmographics.<br \/>\nTo implement, ship a simple PQL score (weights for seats, admin, SSO, imports, collab events) and route \u2265 7.<\/p>\n<p><strong>Weekly Win Factory<\/strong><\/p>\n<p>Every lane ships one improvement each week (cadence across GTM, not just product).<br \/>\nTo implement, commit 1 ship\/week\/lane (template, sequence, activation play) and review on Fridays.<\/p>\n<p><strong>Incrementality Test Pack<\/strong><\/p>\n<p>A repeatable way to prove which channels\/plays truly add revenue.<br \/>\nTo implement, pick one channel, define holdout and success metric, and move 20\u201330% budget to winners.<\/p>\n<p><strong>AI Adoption Loop (Replace \/ Reinforce \/ Reimagine)<\/strong><\/p>\n<p>A simple sequence to add AI where it improves payback.<br \/>\nTo implement, choose 3 workflows to (1) replace manual steps, (2) reinforce existing flows, (3) reimagine an experience.<\/p>\n<div class=\"captioned-image-container\">\n<figure>\n<div class=\"image2-inset\"><img decoding=\"async\" loading=\"lazy\" class=\"sizing-normal lazyload\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" alt=\"\" width=\"1080\" height=\"700\" data-src=\"http:\/\/www.alaskansawmill.com\/wp-content\/uploads\/2025\/08\/a6fba64c-1dee-4fb1-890b-8cbf2d7cf657_1080x700.png\"><\/div>\n<\/figure>\n<\/div>\n<hr \/>\n<p class=\"button-wrapper\" style=\"text-align: center\" data-component-name=\"ButtonCreateButton\"><a class=\"button primary\" href=\"https:\/\/thegtmnewsletter.substack.com\/p\/deconstructing-clickups-gtm-a-journey?utm_source=substack&amp;utm_medium=email&amp;utm_content=share&amp;action=share\">Share<\/a><\/p>\n<p style=\"text-align: center\"><em> Tag @GTMnow so we can see your takeaways and help amplify them.<\/em><\/p>\n<hr \/>\n<h4><strong>More for your eardrums<\/strong><\/h4>\n<blockquote>\n<p><a href=\"https:\/\/gtmnow.com\/gtm-160-startup-pr-playbook-launch-news-avoid-mistakes-jenny-he\/\" target=\"_blank\" rel=\"noopener\">GTM 160: The Startup PR Playbook Every Founder Needs: How to Nail Your Launch, Get in the News, and Avoid the Biggest PR Mistakes | Jenny He<\/a><\/p>\n<\/blockquote>\n<p><a href=\"https:\/\/www.linkedin.com\/in\/jennyhe\/\" target=\"_blank\" rel=\"noopener\">Jenny He<\/a> is the Founder &amp; General Partner at Position Ventures, an early-stage fund backing startups with communications that actually move the needle. Before investing, she ran comms at Square and has since helped hundreds of founders earn coverage in outlets like TechCrunch and Forbes.<\/p>\n<p>Her take: PR isn\u2019t just about getting your name in the press. It\u2019s about setting the narrative early so you build credibility and momentum from day one. She shows founders and operators how to:<\/p>\n<ol>\n<li>Get the order right \u2014 positioning \u2192 storytelling \u2192 PR<\/li>\n<li>Steer clear of the launch mistakes that sink trust<\/li>\n<li>Treat PR as a growth engine, not a side project<\/li>\n<\/ol>\n<p>Listen on <a href=\"https:\/\/podcasts.apple.com\/in\/podcast\/gtm-160-the-startup-pr-playbook-every-founder-needs\/id1369291464?i=1000723642675\" target=\"_blank\" rel=\"noopener\">Apple<\/a>, <a href=\"https:\/\/open.spotify.com\/episode\/4BacavuJLMeO8iLgFWuIJE?si=itc93wgtToyF1TJHX1Dzng\" target=\"_blank\" rel=\"noopener\">Spotify<\/a>, <a href=\"https:\/\/youtu.be\/28MGffS6YYI\" target=\"_blank\" rel=\"noopener\">YouTube<\/a> or wherever you get your podcasts by searching \u201cThe GTMnow Podcast.\u201d<\/p>\n<hr \/>\n<h4><strong>Startups to watch<\/strong><\/h4>\n<p><strong><a href=\"https:\/\/userevidence.com\/blog\/the-future-of-gtm-depends-on-customer-proof-userevidence-acquires-zealot-and-raises-7-million\/\">UserEvidence<\/a><\/strong><a href=\"https:\/\/userevidence.com\/blog\/the-future-of-gtm-depends-on-customer-proof-userevidence-acquires-zealot-and-raises-7-million\/\" target=\"_blank\" rel=\"noopener\"> acquired Zealot and raised $7M, bringing its total funding to $21M<\/a>. This supports product development and powering a full-funnel customer advocacy engine. With advocacy workflows, AI reference matchmaking, and burnout protection baked in, GTM teams can now treat customer proof as a reliable growth lever instead of a last-minute scramble.<\/p>\n<hr \/>\n<h4><strong>More for your eyeballs<\/strong><\/h4>\n<p><a href=\"https:\/\/cloudedjudgement.substack.com\/p\/clouded-judgement-82225-workflows\" target=\"_blank\" rel=\"noopener\">Workflows are the new databases.<\/a> In the AI era, the real bottleneck isn\u2019t model performance, it\u2019s execution. Durable workflow engines are emerging as the invisible backbone of AI apps, just like relational databases underpinned SaaS.<\/p>\n<p><a href=\"https:\/\/www.linkedin.com\/posts\/gaganbiyani_the-gtm-engineer-role-didnt-exist-18-months-activity-7366097085135331329-53Kc\/\" target=\"_blank\" rel=\"noopener\">The GTM Engineer role didn\u2019t exist 18 months ago.<\/a> Now OpenAI, Ramp, and Webflow are racing to hire them. Maven and Clay teamed up to showcase what the top 1% GTM Engineers are building.<\/p>\n<p><a href=\"https:\/\/linear.app\/now\/giving-our-team-liquidity-through-linear-s-first-tender-offer\" target=\"_blank\" rel=\"noopener\">Linear completed a tender offer as part of its Series C<\/a>, giving current and former employees liquidity at a $1.25B valuation. It\u2019s part of \u201cLinear Infinity,\u201d their approach to long-term ownership and retention.<\/p>\n<hr \/>\n<h4><strong>Hottest GTM jobs of the week<\/strong><\/h4>\n<ol>\n<li><a href=\"https:\/\/jobs.ashbyhq.com\/amper\/3d0bba01-cf82-4d72-87c9-ddc786c15ef0?utm_source=gtmnow-newsletter\" target=\"_blank\" rel=\"noopener\">Vice President, Sales<\/a> at Amper <em>(Remote \u2013 USA)<\/em><\/li>\n<li><a href=\"https:\/\/jobs.ashbyhq.com\/vanta\/e39774ea-509d-479a-b468-09c8b7dddcd7?utm_source=gtmnow-newsletter\" target=\"_blank\" rel=\"noopener\">SDR, Specialty Sales<\/a> at Vanta <em>(Hybrid \u2013 New York)<\/em><\/li>\n<li><a href=\"https:\/\/jobs.ashbyhq.com\/atlan\/90762b9a-ca74-419c-b0d2-ac7d86a0edde?utm_source=gtmnow-newsletter\" target=\"_blank\" rel=\"noopener\">Regional Sales Director \u2013 Central<\/a> at Atlan <em>(Remote \u2013 USA)<\/em><\/li>\n<li><a href=\"https:\/\/jobs.lever.co\/NoibuTechnologies\/9488c81e-0088-4dc0-afa0-8df63f407b34?lever-source%5B%5D=gtmwnow-newsletter\" target=\"_blank\" rel=\"noopener\">Mid-Market Account Executive<\/a> at Noibu <em>(Hybrid \u2013 Ottawa, ON)<\/em><\/li>\n<li><a href=\"https:\/\/jobs.ashbyhq.com\/writer\/212e805a-6792-4dd0-9c54-641cead213ee?utm_source=gtmnow-newsletter\" target=\"_blank\" rel=\"noopener\">Mid-Market Customer Success Manager<\/a> at Writer <em>(Hybrid \u2013 London, UK)<\/em><\/li>\n<\/ol>\n<p>See more top GTM jobs on the <a href=\"https:\/\/jobs.gtmfund.com\/jobs\" target=\"_blank\" rel=\"noopener\">GTMfund Job Board<\/a>.<\/p>\n<p><em>If you\u2019re looking to scale your sales and marketing teams with top talent, we couldn\u2019t recommend our partner <a href=\"https:\/\/www.pursuitsalessolutions.com\/gtm\" target=\"_blank\" rel=\"noopener\">Pursuit<\/a> more. We work closely together to be able to provide the top go-to-market talent for companies on a non-retainer basis.<\/em><\/p>\n<hr \/>\n<h4><strong>GTM Industry Events<\/strong><\/h4>\n<p><em>Upcoming events you won\u2019t want to miss:<\/em><\/p>\n<ul>\n<li><a href=\"https:\/\/www.inbound.com\/\" target=\"_blank\" rel=\"noopener\">INBOUND 2025<\/a>: September 3-5, 2025 <em>(San Francisco, CA)<\/em><\/li>\n<li>GTMfund Dinner (private registration): September 10, 2025 <em>(San Francisco, CA)<\/em><\/li>\n<li><a href=\"https:\/\/attendgtm.com\/\" target=\"_blank\" rel=\"noopener\">Pavilion GTM Summit<\/a>: September 23-25, 2025 <em>(Washington, DC)<\/em><\/li>\n<li><a href=\"https:\/\/lu.ma\/4uvk8961\" target=\"_blank\" rel=\"noopener\">National Mall Walk with GTMfund<\/a>: September 25, 2025 <em>(Washington, DC)<\/em><\/li>\n<li><a href=\"https:\/\/www.salesforce.com\/dreamforce\/\" target=\"_blank\" rel=\"noopener\">Dreamforce<\/a>: October 14-16, 2025 <em>(San Francisco, CA)<\/em><\/li>\n<li>GTMfund Dinner (private registration): October 22, 2025 <em>(Austin, TX)<\/em><\/li>\n<li>GTMfund Dinner (private registration): November 18, 2025 <em>(Toronto, ON)<\/em><\/li>\n<li>GTMfund Dinner (private registration): November 19, 2025 <em>(New York, NY)<\/em><\/li>\n<li>GTM x Founder Event (private registration): November 20, 2025 <em>(New York, NY) \u2013 if you\u2019re an AI-focused founder in NYC, hit reply to get the details<\/em><\/li>\n<\/ul>\n<div><\/div>\n<div class=\"captioned-image-container\">\n<hr \/>\n<h4 class=\"image2-inset\"><strong>GTMnow community love<\/strong><\/h4>\n<\/div>\n<p>Some GTMnow community (founder, operator, investor) love to close it out \u2013 we appreciate you.<\/p>\n<div class=\"captioned-image-container\">\n<figure>\n<div class=\"image2-inset\"><img decoding=\"async\" class=\"sizing-normal aligncenter lazyload\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" alt=\"\" width=\"316\" height=\"320.36866359447004\" data-src=\"http:\/\/www.alaskansawmill.com\/wp-content\/uploads\/2025\/08\/0711ae6b-53a7-4a17-bf5d-8327546c7577_434x440.jpg\"><\/div>\n<\/figure>\n<\/div>\n<div class=\"captioned-image-container\">\n<figure>\n<div class=\"image2-inset\"><img decoding=\"async\" class=\"sizing-normal aligncenter lazyload\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" alt=\"\" width=\"307\" height=\"171.85750636132315\" data-src=\"http:\/\/www.alaskansawmill.com\/wp-content\/uploads\/2025\/08\/b43d1a49-1010-428e-b118-68ee8e65b9f4_1179x660.jpeg\"><\/div>\n<\/figure>\n<\/div>\n<div class=\"captioned-image-container\">\n<figure>\n<div class=\"image2-inset\"><img decoding=\"async\" class=\"sizing-normal aligncenter lazyload\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" alt=\"\" width=\"556\" height=\"81.52492668621701\" data-src=\"http:\/\/www.alaskansawmill.com\/wp-content\/uploads\/2025\/08\/4ad05366-221c-48ac-94f3-1476a1c5addf_1364x200.jpg\"><\/div>\n<\/figure>\n<\/div>\n<div class=\"captioned-image-container\">\n<figure>\n<div class=\"image2-inset\"><img decoding=\"async\" class=\"sizing-normal aligncenter lazyload\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" alt=\"\" width=\"468\" height=\"175.76470588235293\" data-src=\"http:\/\/www.alaskansawmill.com\/wp-content\/uploads\/2025\/08\/3a8353c7-58d8-48a4-90b8-291beee3db46_884x332.jpg\"><\/div>\n<\/figure>\n<\/div>\n<div class=\"captioned-image-container\">\n<figure>\n<div class=\"image2-inset\"><img decoding=\"async\" class=\"sizing-normal aligncenter lazyload\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" alt=\"\" width=\"576\" height=\"141.3278350515464\" data-src=\"http:\/\/www.alaskansawmill.com\/wp-content\/uploads\/2025\/08\/50395ea0-ba3d-4a53-9721-a11666e31b75_970x238.jpg\"><\/p>\n<div><\/div>\n<\/div>\n<\/figure>\n<\/div>\n<div>\n<hr \/>\n<\/div>\n<p class=\"button-wrapper\" style=\"text-align: center\" data-component-name=\"ButtonCreateButton\"><a class=\"button primary\" href=\"https:\/\/thegtmnewsletter.substack.com\/subscribe?\">Subscribe now<\/a><\/p>\n<div style=\"text-align: center\">\n<hr \/>\n<\/div>\n<h6 style=\"text-align: center\">This newsletter was written and edited by <a href=\"https:\/\/www.linkedin.com\/in\/sophiebuonassisi\/\" target=\"_blank\" rel=\"noopener\">Sophie Buonassisi<\/a>, <a href=\"https:\/\/www.linkedin.com\/in\/tetiana-paratsii-26a586188\/\" target=\"_blank\" rel=\"noopener\">Tetiana Paratsii<\/a>, <a href=\"https:\/\/www.linkedin.com\/in\/paulsirving\/\" target=\"_blank\" rel=\"noopener\">Paul Irving<\/a>, <a href=\"https:\/\/www.linkedin.com\/in\/maxaltschuler\/\" target=\"_blank\" rel=\"noopener\">Max Altschuler<\/a> and the <a href=\"https:\/\/www.gtmfund.com\/team\" target=\"_blank\" rel=\"noopener\">GTMfund team<\/a> (not AI!).<\/h6>\n<p>The post <a href=\"https:\/\/gtmnow.com\/deconstructing-clickups-gtm-a-journey-through-three-eras-of-growth\/\">Deconstructing ClickUp\u2019s GTM: A Journey Through Three Eras of Growth<\/a> appeared first on <a href=\"https:\/\/gtmnow.com\">GTMnow<\/a>.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Hello and welcome to The GTMnow Newsletter \u2013 the media brand of VC firm, GTMfund. Build, scale and invest with the best minds in tech. <a href=\"http:\/\/www.alaskansawmill.com\/index.php\/2025\/08\/29\/deconstructing-clickups-gtm-a-journey-through-three-eras-of-growth\/\" class=\"read-more-link\">[Read More&#8230;]<\/a><\/p>\n","protected":false},"author":1,"featured_media":592,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[18],"tags":[],"class_list":["post-590","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-business"],"_links":{"self":[{"href":"http:\/\/www.alaskansawmill.com\/index.php\/wp-json\/wp\/v2\/posts\/590","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/www.alaskansawmill.com\/index.php\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/www.alaskansawmill.com\/index.php\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/www.alaskansawmill.com\/index.php\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"http:\/\/www.alaskansawmill.com\/index.php\/wp-json\/wp\/v2\/comments?post=590"}],"version-history":[{"count":3,"href":"http:\/\/www.alaskansawmill.com\/index.php\/wp-json\/wp\/v2\/posts\/590\/revisions"}],"predecessor-version":[{"id":603,"href":"http:\/\/www.alaskansawmill.com\/index.php\/wp-json\/wp\/v2\/posts\/590\/revisions\/603"}],"wp:featuredmedia":[{"embeddable":true,"href":"http:\/\/www.alaskansawmill.com\/index.php\/wp-json\/wp\/v2\/media\/592"}],"wp:attachment":[{"href":"http:\/\/www.alaskansawmill.com\/index.php\/wp-json\/wp\/v2\/media?parent=590"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/www.alaskansawmill.com\/index.php\/wp-json\/wp\/v2\/categories?post=590"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/www.alaskansawmill.com\/index.php\/wp-json\/wp\/v2\/tags?post=590"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}