Writing · Tagged
8 pieces on this thread.
Go-To-Market · April 18, 2026 · 11 min read
If nobody knows your company, your launch cannot rely on attention. It has to rely on sharp positioning, a tight ideal customer profile, specific proof, targeted distribution, and sales enablement that turns a small amount of attention into real pipeline.
GTM Strategy · April 3, 2026 · 14 min read
Most GTM board sections get rejected because they list activities instead of demonstrating a repeatable motion. Build a 4-slide narrative: where you are winning, what motion is driving it, what is not working, and the next 90-day bet.
Competitive Strategy · April 3, 2026 · 14 min read
SaaS teams lose competitive deals not because the product is worse but because they let the incumbent set the evaluation criteria. The fix is a 5-move playbook: reframe the rubric, plant landmine questions, control references, sequence your demo, and handle the 'we already have X' objection.
Strategy · April 1, 2026 · 12 min read
Most SaaS companies facing a growth plateau assume they need a rebrand when the real problem is positioning. A rebrand changes your visual identity and brand expression. Repositioning changes what you stand for and who you serve. Before spending six figures on a new logo, run the 5-question diagnostic: Is the problem in how you look, or in what you say? 80% of the time, repositioning alone fixes the pipeline. Save the rebrand for when the brand itself has become a liability.
SaaS Growth · March 28, 2026 · 14 min read
SaaS churn has four root causes: product-fit churn, positioning churn, onboarding churn, and value-delivery churn. Most teams default to blaming the product, but the majority of preventable churn traces back to attracting the wrong customers, setting wrong expectations, or failing to connect features to outcomes. Diagnose which type you have before investing in fixes.
Positioning · March 26, 2026 · 9 min read
Feature parity is real in many SaaS categories. The Three Differentiation Moves: own the customer your competitor ignores, reframe the category, or claim a specific measurable outcome nobody else names.
Strategy · March 25, 2026 · 13 min read
Investors reject GTM stories that lead with TAM and channel lists. What they want is evidence of five things: ICP clarity, channel repeatability, unit economics, sales cycle predictability, and positioning differentiation. This post walks through how to build each one.
Strategy · March 19, 2026 · 8 min read
Real PMF shows up in behavior, not surveys. Look for 5 signals: unprompted retention, organic word-of-mouth, the 40% disappointment test, expansion within existing accounts, and resistance to churn. If you can't point to at least 3 of these clearly, you don't have PMF yet -- and scaling GTM now will burn your runway.