---
title: "2023 Go-to-Market Survey - Understanding How Startups Have Shifted in 2023"
description: "Explore how startups adapted GTM strategies in 2023: sales cycles, burn rates, and efficiency metrics. New data reveals key shifts in SaaS growth tactics."
categories: ["data analysis"]
keywords: ["Theory Ventures","Tomasz Tunguz","go-to-market strategies","startup sales cycles","SaaS growth tactics","burn rates","efficiency metrics","venture capital"]
ai_summary: "Explore how startups have shifted their go-to-market strategies in 2023, focusing on sales cycles and efficiency metrics."
date: 2023-03-09
lastmod: 2026-07-30
canonical_url: https://www.tomtunguz.com/2023-gtm-survey/
author: "Tomasz Tunguz"
---

With all the broad macro economic shifts, startups are pursuing their core markets much differently in 2023 than in 2022. To illuminate those trends, I've constructed a brief, 28 question [go-to-market survey here.](https://ttunguz.typeform.com/to/sCpUEtSl).

My goal is to understand how startups have evolved their sales, marketing, customer success, and cash management from the go-go days of early 2022 to 2023. Then to publish the results & answer questions about them at an upcoming Office Hours.

- Have sales cycles lengthened or shortened?
- How have gross-margin adjusted paybacks changed? 
- How has the burn multiple changed?

With this data, we should be able to draw some broader conclusions about the shift from growth to efficiency & determine if the buyer behavior changes in the private market parallel those in the public market. 

If you complete the survey, I will share with you the anonymized raw data so you can perform your own analyses. If you have questions, just message me on Twitter or send me an email.