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The Sanctum 10 members, 4 online
Marcus

Been thinking about the B2B angle. What if we pivot the onboarding to target ops teams instead of founders directly?

2:34 PM
Priya

Ops teams have budget but founders have urgency. Maybe both? Founder sells it, ops implements it

2:35 PM

That's the enterprise playbook. Works but slower. Depends on runway

2:36 PM
Aisha
0:42
2:38 PM
Transcript

"I actually tested both approaches last quarter. The founder-first motion converted 3x faster but churned more. Ops-first had better retention. Might be worth running both funnels..."

2:38 PM
L Lucine Scribe

Today's discussion has been added to your library.

Go-to-Market: Founder vs Ops Motion Retention Patterns in B2B SaaS Dual Funnel Strategy Notes
2:40 PM
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Go-to-Market: Founder vs Ops Motion

Updated Jan 3, 2026 From: The Sanctum

A synthesis of the group's collective experience on choosing between founder-led sales and operations-led implementation strategies. Both have trade-offs depending on stage and runway.

The Core Trade-off

Founder-first motion converts 3x faster but shows higher churn. Ops-first has better retention but longer sales cycles. The choice depends on runway and growth targets.

Founder-Led Motion

Best for: Early stage, limited runway, need to prove PMF fast. Founders have urgency and can make quick decisions. Risk: deals depend on champion staying.

Ops-Led Motion

Best for: Post-PMF, scaling phase, enterprise deals. Ops teams have budget authority and implementation bandwidth. Risk: slower cycles, more stakeholders.

The Dual Funnel Approach

Run both: founder sells the vision, ops implements. Requires more resources but captures benefits of both motions.

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Retention Patterns in B2B SaaS Dual Funnel Strategy Notes

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