Early on, the CEO leads GTM because the system is small enough to allow it.
Direction, priority, and narrative all route through one mind.

At some point, that stops being true without anyone explicitly saying it.
Not because leadership is absent.
Because execution no longer waits for awareness.

This is where mid-market GTM starts to feel unfamiliar.

Teams are evolving.
Work is moving.

Yet decisions shape inside execution before shared meaning finishes forming.

We first notice it in meetings where the roadmap, the demo, or the pricing page assumes agreement you do not remember making.

The work is already socially committed by the time the question is asked.

Sequencing wanders first.
Order gets set by motion, not intent.

Once something is in motion, it becomes expensive to question.
Not financially. Socially.

Over time, execution starts carrying decisions leadership never fully shaped.

The CEO still leads GTM, but is no longer central to how order forms.

Either we recognize it and act,
or it resolves itself in spite of us.

Execution Beats Theory. Every Time.

👋 Hi, I’m Tim. I help engineering-led startups and mid-market scaleups build performant GTM systems, unify revenue, and scale with Agentic AI.

At Entry Point 1, we partner with engineering-led teams that operate intentionally and play to win. We’ve helped generate $1B+ in revenue.