The GTM Journal
GTM thinking, without the marketing theatre.
Ideas on early-stage GTM strategy, ICP and customer research, positioning, signal-based outbound, founder-led sales and the tools that support them.
GTM Strategy · ICP · Positioning · Signal-Based Outbound · Founder-Led Sales · GTM Tools
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Early-Stage GTM Strategy
Know which GTM problem to solve first, and when your motion is ready to scale.
→ ICP & Customer ResearchUnderstand who needs you, what changed and why they might move.
→ Positioning & MessagingMake the value of your product clear in the buyer's world, and on your homepage.
→ Signal-Based OutboundTurn observable buying evidence into outreach that earns a reply.
→ Founder-Led Sales & EnablementTurn founder intuition into a playbook and a team that can run it.
→ GTM Tools & StackChoose the stack that fits your stage, and skip what you don't need yet.
→Article library
All thinking.
Showing 1–6 of 18 articles
Early-Stage GTM Strategy
How to know you have product-market fit in B2B: 9 signals beyond revenue
In B2B, revenue is the last signal of product-market fit to arrive and the easiest one to fake. Real fit shows up earlier, in how buyers behave: they name the problem before you pitch, multi-thread the deal themselves, and expand before you ask.
23 Sept 202610 min read
ICP & Customer Research
How to define your ICP for B2B SaaS, beyond firmographics
A firmographic list tells you who could buy. It has nothing to say about who will. Here is what I look for instead, and the trap that catches founders with early traction.
10 Sept 20269 min read
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