OpenUp: GTM Trends – Bottoms Up, Top Down or Middle Out

Gamiel Gran


Gamiel Gran

Gamiel Gran is the Chief Commercial Officer for Mayfield Fund, where he supports their broad portfolio of enterprise, health, consumer companies. He has created a model for each of the founders early in their product-market fit discovery phase and used that input to create logical go-to-market execution plans. Gamiel brings the experience of coaching hundreds of companies in this process plus years as an operator having run sales, inside sales, marketing, product marketing, alliances, channels, corporate development before joining the venture capital market.



On-demand Recording


A B2B business has a few options when choosing a go-to-market (GTM) approach, and finding the most effective can take time. The most successful companies know a well-defined growth strategy is important to stay flexible, productive, and goal-oriented.

One of the first things to decide is whether there is a need to invest more in a top-down, bottom-up, or model. These strategies are opposites, so how they affect your growth varies drastically.

This webinar will cover…

  • Rationalizing your GTM – bottoms up, top down, middle out, or a combination
  • Product Led Growth PLG as a team sport – how everyone plays a role
  • Realizing violent Product Market Fit (PMF) – from ‘nice to have’ to ‘must have’
  • Who exactly is your Ideal Customer Profile (ICP) – do you know their name, and more?
  • How to blow a customer pitch – what they really want to hear instead of what you want to say.

Founders and leaders in startups or companies that are either experimenting with the go-to-market strategy and are hitting a growth moment or a business pivot.

Thursday, March 17, 2022 10 – 11am MST

This is a live, virtual workshop hosted over Zoom. All participants must register in advance.

A live Q&A will happen at the end of the call.


Gamiel Gran, Mayfield Fund10

Meet The Expert:

Gamiel Gran, Chief Commercial Officer for Mayfield Fund

Gamiel has a unique passion for helping drive corporate innovation and grow Mayfield’s early-stage portfolio. He runs the business development function for Mayfield and focuses specifically on accelerating product-market fit and early customer adoption for Mayfield’s investments.

He and his team have built a global network of CXOs, called the Mayfield Innovation Network, made up of CIOs, CTOs, CISOs and business leaders from across all industries, who need access to new ideas to compete in their own markets. This is a highly engaged global network whose members join CXO Insight forums, CXO of the Future Podcasts, and provide CXO Priorities in formal reports.

Gamiel brings more than 25 years of operational and venture capital experience to the Mayfield team. He previously served as Chief Strategy Officer for SOASTA (acquired by Akamai) and was responsible for ongoing operational improvements in sales, marketing, channels, plus strategic partnerships, corporate development, and investment support. Gamiel was also a partner at Sierra Ventures, responsible for leading the Sierra CIO Summit attended by over 150 Global CIOs for eight years. He has also held executive leadership roles at IBM, Oracle, BEA (acquired by Oracle), Appcelerator (acquired by Axway), and Cassatt (acquired by CA).