Framework
The Three-Legged GTM Stool
David's mental model for why most data stacks wobble.
How it works
- 1Leg one, ICP and contact data: who fits, from tools like ZoomInfo and Clay.
- 2Leg two, intent signals: who is in market right now, from tools like Warmly and Common Room.
- 3Leg three, relationship data: who you actually know and how well. The missing leg most teams ignore. The Swarm is built to be leg three.
Hear it on the podcast
The $18 Billion Backdoor: How One Aussie Founder Plans to Eat LinkedIn AliveListen to the episodeMore from this episode
The Three-Channel ModelDavid's core reframe for go-to-market. Most founders think in two lanes; he argues there are three.The Social Capital BankA discipline for using a network without burning it, borrowed in spirit from Adam Grant's book Give and Take.The Once-a-Month Batched AskThe Swarm's own internal motion, now automated with agents.The Cookies and the EggRyan's grandfather's neighbor parable, repurposed as a trust-building model.
Get the next framework first
One email a week with the frameworks, tools, and founder stories from the podcast. Free.
More frameworks for Go-to-Market & Sales
Online-to-Offline Commission BridgingAlign incentives so the floor and the website win together instead of fighting over the sale.Time Kills DealsTurnaround speed is the core value, not a nicety.The $100 Contract ModelFixed fee, not billable hour. The pricing is the product.Voice of the Customer Go-To-MarketCold outbound dies in tight verticals.Hire for Rapport, Train the SkillBecause warmth is the differentiator, you can hire anyone who naturally connects.Sell Revenue, Not ReductionMost AI pitches sell labor or OpEx reduction, which is bounded.