Webflow
Freelance designers supplied the beachhead; enterprise buying changed the sales process
Source-backed brief 4 sources
GTM pattern · 3 company GTM examples: Narrow ICP.
Across companies.
3 companies, all source-backed briefs. Also classified Product Led 3, Human Led 3, Partner Led 2. [Inference] These companies share a research classification. The details and boundary conditions vary by segment and period.
3 companies classified under Narrow ICP
Linear
A deliberately narrow beta preceded a broader enterprise sales layer
Source-backed brief 3 sources
Kit
The growth breakthrough was doing the customer's migration, not publishing more content
Source-backed brief 4 sources