Blog on Product, GTM and AI
One idea per post. Workflows, processes and real moments from B2B software, at the intersection of software product management and go-to-market.
One entry point per topic: plainly explained, with all related articles.
Marketing & Sales Automation
26 articlesRoutine work in marketing and sales runs automatically while your team focuses on conversations.
Software Product Management
9 articlesDeciding what gets built and why: from positioning to the team that ships.
B2B Automation & AI
12 articlesWhere AI creates real value in B2B, and why data is the foundation.
AI Automation
12 articlesAutomating workflows with AI helpers: from your first agent to a team of agents.
Entrepreneurship
10 articlesBuilding companies, told honestly: decisions, leadership, growth and the hard moments.
GTM Engineering
18 articlesBuilding customer acquisition as a system instead of a pile of tools and luck.
Hyper-Personalisation
9 articlesContent and outreach adapt to every customer, automatically and still relevant.
Inbound-led Outbound
9 articlesYour content warms the market, your outreach harvests: both engines in one loop.
Signal-based Selling
10 articlesContacting companies when visible signs show the timing is right.
Latest articles
The State of Go-to-Market in 2026
The state of go-to-market in 2026 fits in three shifts. Hybrid motions are the default, and high-growth companies add a self-serve entry that already brings in about 20% of revenue, more than twice the peer average. Pricing and pay follow: 48% run hybrid pricing, and AEs are increasingly paid on net revenue and retention. Growth is reaccelerating and deals close six weeks faster, but contracts get shorter. The companies pulling ahead have AI embedded in the funnel: higher quota attainment in every segment, with smaller teams.
B2B homepage positioning: do's and don'ts from 147 rewrites
I analysed 147 before/after rewrites of B2B homepages. Four faults explain almost every one: too broad, no named enemy, outcomes instead of mechanics, no problem. The rewritten pages follow a nine-block skeleton in a fixed order. From that I derived the rules for homepage messaging: a do's-and-don'ts table for every layer of the page, plus three tests and a checklist to run before your homepage goes live.
The Enterprise Sales Process: 15 Steps to the Close
An enterprise sales process isn't a CRM funnel with intro, demo, proposal and contract. Those are forecasting buckets. The real process follows the customer's buying process: find a sponsor, gather context, build the demo together, manage the pilot closely, build internal consensus and factor in procurement early. The most important lever isn't the pitch anymore. It's having an information advantage that makes the deal easier for the customer.
AI GTM terms: the 13 you actually need in 2026
13 AI GTM terms explained as one system: signals decide who you contact, context keeps agents accurate, humans keep the judgement, and AEO decides whether answer engines cite you.
How to get started with AI in B2B sales
Two AI skills do the heavy lifting in B2B sales: deploy agents that handle research and outreach, and own distribution so buyers hear from you first.
Agentic GTM and product engineering: leadership is the new bottleneck
AI made execution cheap. The bottleneck is now leadership and context, when ten agents run at once. How I run GTM and product departments with three professionals plus agents instead of thirty people. Plus three ways to put it in place.
Perfect your sales pitch with April Dunford
April Dunford's sales pitch framework is not a pitch trick. It is the first build phase of a GTM team. Get positioning right and you hand humans and AI agents the same foundation.
GTM ticket anatomy in the age of autonomous agents
A GTM ticket in 2026 is not a task form, it is a context container. It loads itself across four phases until a human and an agent can run it without a single question. The brief is the truth. AI only scales how badly you brief.
AI is killing outbound: what LinkedIn can still save
Agents have made classic outbound nearly free in 2026. The inbox is jammed and reply rates are falling. The bottleneck is not the writing, it is context and reputation. What LinkedIn can still save when everyone runs the same machine.