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.
Your board sees a pipeline number nobody can define
Ask your CMO what pipeline is. Then ask your CRO. Then ask your CFO. You will get three different answers, possibly four. The number your board sees is a composite nobody built on purpose, and decisions get made on it anyway. The fix is not a new CRM.
Marketing needs a pipeline number. But not without a model.
Two companies, opposite instincts, same broken outcome: one withheld marketing's pipeline number to be fair, the other let marketing refuse it. Neither built the model that makes the number mean anything. The issue is not accountability. It is architecture.
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.