Reference · A1 definitional volume
Motions
14 terms. How you sell (the engine type).
Motions · 14
- Advocacyreferrals, word-of-mouth Existing customers actively recommending the product, generating high-trust pipeline. C2
- Channel/Partner-Ledchannel sales External partners (resellers, VARs, integrators, alliances) source, influence, and close deals on your behalf, tapping their existing trust and reach. C2
- Community-Led Customers, fans, and builders drive awareness, acquisition, and expansion. Instead of marketing TO an audience, you create space for them to market WITH you. C2
- Content-Led A content engine (SEO pages, tutorials, thought leadership) creates organic demand and captures search intent over time. C2
- Ecosystem-LedELG Growth driven by integrations, marketplaces, and ecosystem partners that make the product more valuable inside partner workflows. C2
- Event-Ledevent-led growth In-person and virtual events are the primary channel for pipeline generation and engagement. C2
- GTM Motiongo-to-market motion, sales motion The primary engine by which you acquire and expand customers. Motions are composable (different motions for different segments) and selected largely by deal size (ACV). C2
- Hybrid MotionPLG+SLG, product-led sales (PLS) Blends self-serve adoption with sales-assist: the product drives initial adoption and qualification; sales steps in when complexity, deal size, or expansion justifies it. The realistic norm for most software. C2
- Land and Expand A motion that wins a small initial footprint, then grows it within the account over time. The economic engine behind NRR. C2
- Marketing-Led / Inbound-Led Pull demand via content, SEO, and organic channels so leads arrive already trusting the brand; sales engages later. C2
- Outbound-Led Proactively reach prospects who have not discovered you, via cold email, calls, and sequences. The hardest execution layer; bad data and generic messaging kill it. C2
- Paid-Led Paid media generates awareness and traffic quickly through targeted media buying; fast and scalable but stops when spend stops. C2
- Sales-Led GrowthSLG, sales-led Human sales reps drive growth through relationships and structured processes. Fits complex, high-ACV enterprise products needing customization. C2
- Word-of-MouthWOM Organic peer recommendation; the growth mechanism behind community-led motions and much of the dark funnel. C2