Infographics
GTM infographics, explained.
A selection of our most popular LinkedIn infographics, each with the full story behind it: what it shows, how to use it, and what we see at the companies we work with.
Scaling beyond the founder.
When every deal still needs you, and hiring or an agency doesn’t change that.
€1M ARR wallThe €1M ARR wall: why B2B SaaS growth stalls after the first millionGrowth stalled around €1M ARR? See what got you there, why the same things stop working, the five signs you've hit the wall, and what has to change.Read the explanation 
First marketing hireYour first marketer or an agency? Install the GTM system firstAbout to hire your first marketer or an agency? Why the order matters more than the person, the four things to install first, and two questions to ask before you hire.Read the explanation 
Founder bottleneckThe founder bottleneck: why every deal still runs through youEvery serious deal still runs through the founder? Run the 30-second test, check the four symptoms, and see how to get your expertise out of your head.Read the explanation
How B2B buyers decide.
The research, shortlists and internal meetings that happen before and after your demo.
Deals stall after the demoWhy B2B deals stall after a strong demo, and the champion test that shows itMost stalled B2B deals don't go to a competitor. They die in the meeting after the demo. What happens there, a 3-question champion test and how to equip your champion.Read the explanation 
Invisible buying journeyThe invisible buying journey: how B2B buyers decide before they talk to salesB2B buyers do most of their research before sales gets involved. How that decision forms, where your hidden pipeline is researching you, and the signals to track.Read the explanation 
Shortlist thresholdThe shortlist threshold: B2B buyers pick 2 to 3 vendors before they searchB2B buyers hold 2 to 3 names in mind before they start searching. Two questions that show whether you're on that shortlist, how it forms and how to get on it.Read the explanation
Authority and positioning.
Building a position buyers remember, and how long that really takes.
Authority compounding timelineHow long does founder authority take? The compounding curve, month by monthWhy the first six months of founder content feel slow, when compounding starts, what 18 to 24 months builds, and why most founders quit at month 3.Read the explanation 
Founder-led GTM phasesThe 3 phases of founder-led GTM, and the 2-minute CRM check that shows yoursInvisible, present or trusted? The three phases of founder-led go-to-market, how to tell which one you're in from your last 10 deals, and the one move for each phase.Read the explanation 
Recurring sales objectionsRecurring sales objections are a positioning problem, not a script problemThe same objections keep coming back after every new sales script? Why objections are a downstream effect of positioning, and how to fix them before the call.Read the explanation
Pipeline and paid spend.
Where pipeline comes from, and what ads can and can’t do on their own.
Rising CACWhy your B2B SaaS CAC keeps climbing: the paid spend vs. authority matrixSame budget, half the results? Why CAC keeps climbing in B2B SaaS, the four quadrants of paid spend vs. authority, one question that shows yours and how to move right.Read the explanation 
Performance marketingThe hidden cost of performance marketing in B2B: most ad budgets chase the 5% in marketMost B2B paid campaigns compete for the roughly 5% of buyers in market right now. Why capture gets expensive, what ads can and can't do, and where to put your budget.Read the explanation
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We work with a limited number of B2B SaaS companies at a time, so we can stay hands-on. In 15 minutes you walk away with your biggest GTM bottleneck and how to fix it.
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“Surprisingly accurate. The gap analysis of my content was spot on.”