SaaS GTM
3/29/2025
Most marketing plans fail in execution. Learn the 7-step system to turn your strategy into a weekly marketing machine that actually gets done.
3/13/2025
The big problem my readers repeatedly face is the lack of action in turning customers into advocates or even customers into case studies, testimonials, or references. The reason for this is interesting regarding the UK versus the US. In the US, SaaS companies appear far ahead in being comfortable engaging customers and getting advocacy.
Marketing
3/7/2025
2/21/2025
Every week, I see the same problem play out. As an investor, you get handed overly complicated marketing plans and struggle to make sense of them. It feels like a tangled mess of strategies, channels, and projections. I know that feeling because I’ve been there. After reviewing over 50 go-to-market plans in due diligence over the last four years, one truth stands out: there is a luxury in doing less.
2/14/2025
2/4/2025
It’s a question I hear often from portfolio companies. Founders believe that scaling is about adding more fuel (especially wanting to create the “marketing machine”)—bigger budgets, more hires, new tools. But the truth is, scaling doesn’t happen by doing more of what worked at $1M ARR. Scaling happens when marketing leads the business.
12/12/2024
The other day, I reviewed a portfolio company's 2025 strategy deck. Although the deck used all the right buzzwords—AI transformation, vertical SaaS expansion, and product-led growth—something felt off. That's when I realized we're all at risk of making a classic mistake: following someone else's "proven strategy" instead of trusting our strategic instincts.
11/22/2024
Investors often need help understanding marketing metrics and their context, creating confusion and tension between CEOs, marketing leaders, and themselves. You’re thinking about money in, money out, growth, valuation, and returns, but the marketing data presented doesn’t align with that framework.
11/15/2024
Nothing is more rewarding than seeing a company take your advice, make a few changes, and watch everything start to click into place.Because let’s face it: even companies with great products can hit a wall if their sales and marketing teams are out of sync. It happens more often than you’d think, and the reasons behind it aren’t always obvious.That’s precisely what happened with a company I worked with recently; let’s call them “Company A.” They reached out for help because their revenue numbers were stuck despite generating what seemed like a mountain of leads. They were putting in the effort. The original problem statement was “we have too many leads” (sounds too good to be true!!), as the results weren’t coming.
11/6/2024
10/11/2024
If you're an investor or CEO of a scaleup, you probably hear at every board meeting or in general that you have a pipeline problem—it's a top-of-funnel issue. We don't get enough leads, or our pipeline is flat. If we had more leads, we'd close more business—a linear relationship, right? As the CEO, you could communicate that to investors, or the CEO might get that narrative from the CMO / CRO.
10/4/2024
Over the last three years, I've had the pleasure of advising, doing due diligence over 10+ during the previous 24 months, and coaching, advising, and working with CEOs and chairs in the UK and US. As part of that process, I've learned a lot about the acute go-to-market challenges most scale-ups have, from a starting revenue of $2 million to $25 million.
