Blog
GTM Strategy
Go-to-market strategy, ICP definition, and positioning for SaaS.
GTM Strategy
Building a Growth System That Survives Your Departure
The real test of a growth engagement isn't the results during it. It's whether the client can still run the thing twelve months after you've gone.
15 July 20265 min read
GTM Strategy
Lead Scoring That Sales Actually Trusts
Most scoring models are ignored within a quarter. The ones that survive share four properties — and none of them are about the sophistication of the model.
14 May 20244 min read
GTM Strategy
Defining an ICP When You Only Have 40 Customers
Standard ICP advice assumes a dataset you don't have. Here's how to build a defensible ideal customer profile from a small, messy, early-stage customer base.
1 March 20224 min read
GTM Strategy
How I Scope a Growth Engagement Before Quoting
The diagnostic conversation that decides whether an engagement succeeds — five questions I ask before proposing anything, and the answers that make me walk away.
20 April 20215 min read