GTM insights for B2B SaaS
Thinking on GTM operating models, pipeline confidence, and revenue accountability for B2B SaaS leaders who need marketing, business development, and sales to connect more clearly to pipeline and revenue.
New business acquisition is only half the B2B SaaS growth engine
Most B2B SaaS companies have a new business acquisition plan. Far fewer have a full-funnel growth engine. Why sustainable growth depends on connecting acquisition, purchase, onboarding, retention, expansion, and advocacy across the full customer lifecycle.
Why most B2B SaaS upmarket transitions underperform and what the ones that succeed do differently
Moving upmarket fails more often than it works, and rarely for the reason teams think. The problem usually isn't the sales hire or the pricing. It's everything that should have been rebuilt before the move and wasn't.
Your channel mix should answer to your ICP, not your executives
A leader comes back from a conference convinced they have found the one channel that will fix pipeline. Sometimes it is not even a channel, just an instruction: make it go viral. Why the right channel mix should answer to how your buyers buy, not to who is asking.
Want to apply this to your GTM?
If these ideas reflect the issues you are working through, start with a 30-minute conversation about your GTM situation and whether Acton Hunter is the right fit.