If Series A was about proving product-market fit and setting the first repeatable GTM processes, Series B is about scale. You now have customers, revenue traction, and fresh capital—but with it comes a new level of scrutiny.
Investors are no longer just asking “does this work?” They’re asking:
- “Can this scale?”
- “Can you win a category?”
- “Can you hit growth efficiently—without CAC exploding?”
That’s why a GTM strategy for Series B looks very different from Series A. The motions that got you here—founder-led selling, scrappy outbound, opportunistic inbound—aren’t enough to get you to $50M+ ARR. You need efficiency, repeatability, and multi-channel orchestration.
What Changes from Series A to Series B?
Series A GTM Focus
- Narrow ICP definition.
- Building the first sales team.
- Founder-led deals and early network leverage.
- Proving repeatability in inbound/outbound motions.
Series B GTM Focus
- Scaling pipeline across geographies and segments.
- Hiring and enabling 20+ person GTM teams (SDRs, AEs, CSMs, RevOps).
- Moving from opportunistic deals to predictable, quarterly pipeline generation.
- Proving efficiency: CAC vs LTV, win rates, ramp time.
In short: Series A is about product → market fit. Series B is about GTM → scale fit.
The Three Growth Engines at Series B
By this stage, most companies have two active GTM channels: inbound and outbound. But both have limitations at scale:
- Inbound: Scalable, but SEO + paid takes time and gets expensive as you compete with incumbents.
- Outbound: More controllable, but CAC rises steeply. SDR fatigue sets in, and enterprise buyers resist cold outreach.
That’s why leading Series B companies are adding a third GTM engine: network (GTN).
The Case for GTN at Series B
Your employees, executives, advisors, and investors collectively have thousands of hidden connections to ICP accounts. The challenge is that most companies:
- Don’t know how to systematically map these relationships.
- Rely on ad-hoc asks like “Does anyone know this VP?”
- Miss out on warm paths that could cut sales cycles in half.
A go-to-network (GTN) motion operationalizes what’s been informal until now—turning those hidden connections into a predictable revenue channel.
How Series B Companies Build GTN
With Vieu, here’s how Series B companies scale network-driven selling:
- Index the Entire Network
VieuGraph builds a relational map across employees, execs, investors, advisors, and existing customers. - Prioritize ICP Accounts
AI ranks accounts by fit and accessibility, showing where warm paths exist. - Surface Intros for AEs & SDRs
Instead of cold calls, reps get actionable warm paths into executives who actually hold budget. - Automate Pursuit Plans
Vieu generates account strategies, recommended intro angles, and personalized outreach guidance. - Engage with Executive-Based Marketing (EBM)
Micro-events, gifting, and exec-level campaigns convert intros into real pipeline.
This scales what founders did manually in Series A—only now it’s systematic, measurable, and repeatable across a 20+ person sales org.
Case Study: Series B Success with GTN
One of Vieu’s Series B customers, a mid-market SaaS company, faced pipeline stalls despite heavy inbound and outbound spend. After implementing GTN:
- 40% of new enterprise opportunities originated from warm paths.
- Average deal cycle shortened by 45 days.
- CAC efficiency improved as SDRs shifted time from cold calls to network-led pursuits.
Instead of spending another $1M on outbound ads, they unlocked $50M in reachable pipeline already sitting inside their company’s network.
Building Your Series B GTM Strategy
Here’s a practical roadmap:
Step 1. Strengthen ICP + Segmentation
By Series B, your ICP must evolve. Don’t just sell to the same mid-market logos from Series A. Segment into:
- SMB / Beetles (fast close, high volume).
- Mid-Market / Deer (core growth engine).
- Enterprise / Elephants (longer cycles, category-defining wins).
Step 2. Balance Your GTM Mix
- Inbound: Continue scaling SEO, thought leadership, customer stories.
- Outbound: Invest in targeted ABM campaigns, not brute-force email blasts.
- Network (GTN): Make warm introductions your primary entry point into enterprise.
Step 3. Equip GTM Teams with GTN Tools
- Give SDRs warm paths to chase instead of cold lists.
- Arm AEs with exec-level intro angles.
- Enable RevOps to measure GTN-sourced pipeline vs inbound/outbound.
Step 4. Expand Executive-Based Marketing (EBM)
At Series B, deals are won or lost in the C-suite. Move beyond product demos to executive dinners, curated roundtables, and strategic gifting. GTN provides the warm access—EBM closes the gap.
Step 5. Measure Network Impact
Track:
- % of pipeline generated via GTN.
- Win rate of GTN deals vs cold deals.
- Ramp time reduction for new reps using warm paths.
- Cost savings vs outbound CAC.
Why GTN is Critical for Series B
Series B is when CAC bloat kills companies. Adding headcount and outbound spend without efficiency leads to investor pushback.
GTN provides a capital-efficient growth lever:
- Uses connections you already own.
- Reduces reliance on high-cost outbound.
- Creates faster trust with executive buyers.
Inbound gives you scale. Outbound gives you reach. But network gives you credibility at scale.
Final Word
Your Series B GTM strategy must prove that you can scale efficiently. That means balancing inbound, outbound, and network into a cohesive system that feeds predictable pipeline.
Companies that win Series B (and set up Series C and IPO) aren’t the ones sending the most cold emails. They’re the ones who’ve turned their hidden networks into their strongest revenue channel.
That’s the Vieu advantage—a go-to-network motion that transforms relationships into predictable growth.
Ready to scale smarter in Series B? Book a demo with Vieu and see how GTN can power your next stage of growth.
