By the time you raise Series D, you’ve already proven product-market fit, scaled GTM engines, and entered new markets. You’re likely above $100M ARR, have a global presence, and a large GTM team across sales, marketing, and customer success.
But the stakes are higher than ever:
- Investors expect profitability discipline.
- Markets expect you to dominate, not just grow.
- Your GTM needs to signal IPO readiness.
At this stage, the question isn’t “can you grow?” It’s “can you grow efficiently, globally, and defensibly?”
What Shifts at Series D
Series A → Product-market fit
Series B → Repeatable GTM scale
Series C → Efficient market expansion
Series D → Defensible, efficient, and IPO-ready GTM
That means:
- CAC discipline is non-negotiable.
- Category leadership must be visible to analysts, media, and enterprise buyers.
- Global expansion must be efficient, with tailored GTM motions for each market.
- Executive access at Fortune 100 scale is essential to close the biggest deals.
The Three GTM Engines at Series D
1. Inbound – Category Domination
Inbound is no longer about lead gen—it’s about shaping perception. Series D leaders invest in:
- Analyst relations (Gartner, Forrester).
- Category-creation content (books, reports, industry benchmarks).
- Global case studies with Fortune 500 logos.
Inbound builds category trust.
2. Outbound – Account Orchestration
Outbound must evolve from ABM to orchestrated, multi-channel campaigns:
- 1:1 campaigns into top 100 target accounts.
- Orchestration between SDRs, AEs, marketing, and executives.
- Localized plays in new geographies.
Outbound builds account coverage.
3. Network (GTN) – The IPO Advantage
At Series D, outbound and inbound alone are not enough. What really separates IPO-ready companies is executive credibility at scale.
That’s where Go-to-Network (GTN) becomes the competitive moat:
- It lowers CAC when outbound spend is at risk of ballooning.
- It shortens cycles in global expansion, where trust is everything.
- It systematically gives AEs access to CFOs, CIOs, CHROs, and CEOs at Fortune 100s.
GTN builds executive credibility.
Why GTN Is Critical at Series D
At this stage, GTM faces 4 challenges:
- CAC Efficiency – With $100M+ ARR, small inefficiencies add up to millions. Warm intros cut CAC by replacing cold spend.
- Enterprise Access – Fortune 500 deals hinge on boardroom trust. Cold outbound won’t land you a CIO at a Global 2000.
- Global Expansion – Entering APAC, LATAM, or EMEA requires trusted paths, not blind outreach.
- Defensibility – As competitors copy your playbook, a GTN motion becomes a moat—it’s rooted in your unique network graph.
How Vieu Powers Series D GTM
Vieu operationalizes GTN at global scale:
- VieuGraph – Maps millions of relationships across your employees, executives, investors, advisors, and customers.
- AI Account Prioritization – Surfaces the highest-value accounts with strongest warm paths.
- Warm Path Activation – Gives AEs exact intro recommendations into target execs.
- Automated Pursuit Plans – Provides tailored outreach strategies and engagement sequencing.
- Executive-Based Marketing (EBM) – Curated dinners, gifting, and micro-events designed to engage C-level leaders.
- Attribution + Efficiency Metrics – Track GTN’s impact on CAC, pipeline, and win rates.
Series D Case Study
A Vieu customer—a SaaS company prepping for IPO—needed to expand into APAC enterprise markets while keeping CAC under control.
With Vieu’s GTN motion:
- 2,000+ warm paths into APAC enterprises surfaced.
- 40% of new executive meetings in-region came from GTN.
- CAC efficiency improved by 28% compared to outbound-only pipeline.
By leveraging their networks systematically, they grew efficiently while proving defensibility to investors.
The Series D GTM Framework
Step 1. Redefine ICP for Global Scale
- Add geographic layers (APAC, EMEA, LATAM).
- Prioritize Fortune 100 / Global 2000 logos.
- Identify board-level executive personas.
Step 2. Balance the Three Engines
- Inbound: Category leadership + analyst validation.
- Outbound: Multi-channel account orchestration.
- Network (GTN): Executive-level credibility at global scale.
Step 3. Build Global EBM Muscle
- CxO dinners in London, Singapore, New York.
- Vertical-specific roundtables with global buyers.
- Personalized gifting aligned to culture + exec role.
Step 4. Track IPO-Readiness Metrics
- % of pipeline sourced via GTN vs inbound/outbound.
- Win-rate delta of GTN deals.
- CAC efficiency lift.
- Global expansion velocity (time-to-meeting, time-to-close in new markets).
Why GTN Is the Series D Differentiator
At Series D, you’re not just trying to grow—you’re trying to defend, dominate, and prepare for IPO.
- Inbound shapes the category.
- Outbound scales accounts.
- Network wins executive credibility.
And credibility is what closes Fortune 100 deals.
Final Word
Series D GTM strategy is about efficiency, credibility, and market leadership. Companies that scale to IPO don’t waste millions on cold outreach—they systematically activate their networks to drive predictable, efficient pipeline.
That’s the Vieu advantage: a Go-to-Network motion that transforms hidden relationships into a revenue engine at global scale.
Ready to build your IPO-ready GTM? Book a demo with Vieu and see how GTN fuels efficient, defensible growth.
