HOW THE GTM PLAYBOOK HAS CHANGED IN 2026

Summary from the TLDR Founders newsletter

Inbound came out as the most-adopted go-to-market motion in this benchmark survey of B2B software companies, at 23%. Product-led growth still dominates below $1M ARR and under $5K ACV, so where your company sits decides which numbers apply. Channel use runs LinkedIn 66%, SEO 53%, warm outbound 48%. Some 47% of teams are testing AI discovery channels, and answer-engine optimization is the top rising investment. Hybrid pricing sits at 37%, and AI credit models are forecast to grow 114% in twelve months. On hiring, 39% of top AI companies are filling forward-deployed roles at $213K to $370K+.