By the time you’ve reached Series C, you’re no longer just a startup—you’re a scale-up on the path to category leadership. You’ve raised significant capital, built a sizable GTM team, and likely crossed $50M+ ARR. The question investors, executives, and the board ask now isn’t “can you grow?” It’s:
- “Can you dominate your category?”
- “Can you expand efficiently into new markets?”
- “Can you drive sustainable growth while preparing for IPO or acquisition?”
That’s where your Series C GTM strategy comes into play. At this stage, success isn’t just about scaling pipeline. It’s about scaling efficiently, predictably, and globally.
The Shift from Series B to Series C
Series B Focus
- Building a repeatable GTM engine.
- Segmenting ICPs (SMB, Mid-Market, Enterprise).
- Scaling inbound, outbound, and introducing GTN.
Series C Focus
- Efficiency at scale: CAC discipline, win-rate optimization.
- Geographic expansion: entering new regions with tailored GTM.
- Verticalization: targeting specific industries with precision.
- Executive credibility: winning C-level relationships at Fortune 500 scale.
In short: Series B is about GTM scale. Series C is about GTM efficiency + market dominance.
The Three Pillars of Series C GTM
1. Inbound – Category Creation at Scale
At Series C, inbound is no longer just about generating leads. It’s about owning the narrative in your category. Thought leadership, content hubs, customer stories, and global PR campaigns should position you as the default choice in your space.
2. Outbound – Precision, Not Volume
By now, brute-force outbound is inefficient. Instead, Series C companies shift to account-based outbound (ABM): highly personalized campaigns into target verticals, geographies, and executive personas. The spray-and-pray email blasts of Series A are long gone.
3. Network (GTN) – Enterprise Credibility at Scale
Here’s where Go-to-Network (GTN) becomes your strategic edge. Series C deals are bigger, longer, and almost always involve executives. Warm introductions are the only way to consistently reach the C-suite and boardroom. GTN ensures your growing GTM team has repeatable access to these decision-makers—without ballooning CAC.
Why GTN is Critical at Series C
At Series C scale, companies face 3 major challenges:
- Pipeline Bloat vs. Conversion
- More leads ≠ more revenue. The focus shifts to converting quality enterprise opportunities. Warm paths dramatically increase win rates.
- Geographic & Vertical Expansion
- Entering new markets requires trusted local credibility. GTN helps uncover warm intros in new regions via investors, advisors, and partners.
- CAC Efficiency
- Investors scrutinize CAC more than ever at Series C. Scaling outbound headcount without efficiency kills margins. GTN lowers CAC by leveraging relationships you already own.
How Series C Leaders Use Vieu
Vieu operationalizes GTN for Series C companies by:
- Mapping Entire Networks – Employees, executives, investors, advisors, partners, and customers across geographies.
- AI-Powered Account Prioritization – Ranking global ICP accounts by reachability, intro strength, and potential deal size.
- Warm Path Recommendations – Equipping AEs with introductions to C-level buyers at Fortune 500 and global enterprises.
- Executive-Based Marketing (EBM) – Running curated dinners, micro-events, and gifting campaigns for exec engagement.
- Measuring Network-Sourced Pipeline – Tracking win rates, CAC impact, and velocity of GTN deals versus cold outbound.
Case Study: Series C GTM in Action
One of Vieu’s Series C customers—a fast-growing SaaS platform—needed to break into European enterprise accounts while keeping CAC flat.
With Vieu’s GTN motion:
- They identified 1,200 warm paths into target accounts across employees, investors, and customers.
- Within 6 months, 35% of new enterprise meetings were GTN-sourced.
- Average deal cycle shortened by 30%, allowing faster expansion into a new region.
The result? A scalable, capital-efficient GTM channel that fueled both geographic expansion and executive credibility.
The Series C GTM Framework
Here’s a playbook for designing GTM at Series C:
Step 1. Re-Segment ICPs for Scale
- Add verticalization (e.g., FinTech, Healthcare, Manufacturing).
- Layer geography (U.S., Europe, APAC).
- Identify executive personas (CIO, CFO, CHRO) for enterprise reach.
Step 2. Evolve the GTM Mix
- Inbound: Position as category leader. Invest in research reports, customer stories, and brand campaigns.
- Outbound: Run precision ABM plays into high-value accounts.
- Network (GTN): Scale executive intros systematically across global markets.
Step 3. Build Executive-Based Marketing Muscle
- Curate CEO/VP dinners in key cities.
- Run executive roundtables tied to industry pain points.
- Use personalized gifting to accelerate credibility.
Step 4. Measure GTN Efficiency
- % of pipeline sourced via GTN vs inbound/outbound.
- Win-rate difference between warm-intro deals vs cold deals.
- CAC reduction impact.
- Velocity (time-to-meeting, time-to-close).
Why GTN Wins at Series C
At Series C, outbound becomes noisy and inbound becomes expensive. The companies that scale efficiently are the ones that leverage relationships, not randomness.
- GTN lowers CAC.
- GTN shortens cycles.
- GTN builds executive trust globally.
In other words: Inbound builds scale, outbound gives reach, but network gives you credibility at scale.
Final Word
Your Series C GTM strategy must prove not just that you can grow, but that you can do it efficiently, globally, and sustainably.
Companies that win Series C don’t burn capital chasing cold leads. They unlock their networks as a predictable revenue engine.
That’s the Vieu advantage—a go-to-network motion that transforms relationships into revenue at scale.
Ready to power your Series C GTM? Book a demo with Vieu and discover how GTN helps you dominate markets with efficiency.
