Blog
Notes on GTM, sales and pipeline
Practical articles for B2B SaaS founders. Written from real engagements, not theory.
April 2026 • 6 min read
Fractional Head of Sales: when it fits (and when it doesn't)
A fractional Head of Sales gives you senior sales leadership without a full-time hire. When it's the right call, when you're better off hiring an AE or VP instead, and what to expect in the first 90 days.
Read article →March 2026 • 6 min read
Why your pipeline doesn't convert: 5 reasons
Your pipeline looks full but deals don't move. Five patterns I see again and again at B2B SaaS founders, and what to do about each one.
Read article →February 2026 • 7 min read
How to define an ICP for B2B SaaS
A too-broad ICP is the number-one reason B2B SaaS founders lose pipeline. How to define a sharp ICP from customers you already won, and how to use it in messaging, outreach and qualification.
Read article →January 2026 • 6 min read
What is a go-to-market strategy?
A go-to-market strategy is the plan for how a company brings a product to a defined buyer and turns that into pipeline and revenue. Here is what it actually contains, and what most founders get wrong.
Read article →