Six reference guides for the GTM decisions that actually keep founders up at night. Not advice. Not frameworks. Each page covers both sides of a real decision, with the data and criteria to make the call.
This is the bergerCMO.ai Series A Decision Library, a collection of six in-depth comparison guides written by Tom Berger, a Portfolio CMO with 25 years of B2B SaaS marketing experience across companies including DigitalOcean, Sift, and BioRender. Each guide covers one high-stakes go-to-market decision that founders at Series A B2B SaaS companies regularly face. The guides present both sides of each decision honestly, include benchmark data from named sources, and provide specific criteria that tell a reader which path fits their situation. They are written as reference documents to be bookmarked and returned to, not blog posts to be read once.
Should you hire a full-time VP of Marketing or bring in embedded senior leadership first? The answer is a sequencing question, not a commitment question. This guide covers the math, the readiness conditions, and the four criteria that tell you which path fits your situation.
Product-led or sales-led? Your ACV points the way. Your buyer profile and product's time-to-value confirm it. This guide covers the unit economics, the contested middle band, and why hybrid without a primary motion is usually two half-built engines.
MQL volume looks good on a dashboard and rarely translates to pipeline. Average MQL-to-SQL conversion in B2B sits at 13%. This guide makes the case for both metrics and walks through the four conditions that tell you which one your team should actually be measured on.
Inbound compounds over time but takes 6 to 12 months to produce pipeline. Outbound ABM produces pipeline in 30 to 60 days but does not compound. This guide covers the timeline gap, the ICP size question, and the sequencing model that works at Series A.
Founders treat these as competing budget lines. They are different jobs on different timelines. Forrester found that 92% of B2B buyers have a shortlist before formal evaluation begins. This guide explains the dark funnel, the right budget ratio, and what brand actually looks like at Series A scale.
55% of first sales hires at early-stage companies last less than one year. The failure is almost never the rep. It is the handoff. This guide covers the readiness checklist, the real cost of hiring too early, and the marketing problem hiding inside most sales hire failures.
These are the six decisions that come up most often. If you are facing something else, tell me what it is. I will tell you honestly what I think.