Our Insights
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The New GTM Stack: Tools, Talent, and the Convergence Rewriting Sales Execution
AI has not broken the tradicional B2B funnel, with marketing at the top, sales in the middle and revenue at the bottom, it just has made its flaws impossible to ignore.
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Your CMO and CRO Are Fighting Over a Funnel That No Longer Exists
The traditional split between CMO and CRO made sense when the buyer journey was linear. Today, AI-driven research, intent data, and digital interactions have collapsed the funnel.
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The US Market Doesn’t Care How Well You Did Back Home
Expanding to the US market can be a defining moment for international startups. The issue is rarely the product, it’s the go-to-market execution.
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You Read the Deck. You Missed the Risk. The GTM Was Already Broken at Close.
Across most VC and PE portfolios, the same GTM mistakes appear again and again.
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Your Portfolio Companies Are All Making the Same Five Mistakes. At Different Times.
GTM failure modes repeat with consistency. The companies that avoid them are not smarter, they have seen the pattern before.
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Portfolio Boards Are Built for Governance. Not for GTM Execution. That Gap Has a Cost.
When revenue stalls, strategy and leadership get reviewed, but the underlying sales motion often goes unexamined, creating a costly gap.
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Your GTM Team Doubled. Revenue Didn’t.
Why adding headcount without fixing your sales process is the most expensive mistake a scale-up founder can make.
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The Invisible Sale: How AI-Empowered Buyers Win or Lose on Your Positioning.
When deals slow down and cycles lengthen, the instinct is to hire more sellers or cut price. In the age of AI-empowered buyers, that instinct is more dangerous than ever.
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The Founder’s Audit: 3 Questions to Ask Before You Hire After Series B
You just closed your Series B. The wire has cleared, your investors are congratulating you and your team is already building the hiring plan. Before you do anything else, read this.
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TAM Gets You in the Room. SOM Gets You the Check.
What Investors are actually leaning forward for is something most founders underinvest in completely: a credible, specific, defensible SOM. Let’s break down what these numbers actually mean and more importantly, what they signal about you as a founder.
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Traction Is Not Product-Market Fit. Knowing the Difference Changes Everything.
Early sales feel like proof. They’re not. And founders who can’t tell the difference between traction and genuine fit are the ones who raise a Series A, step on the gas, and burn through runway with little to show for it.
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GTM Is Not a Sales Strategy. Stop Treating It Like One.
Here’s a hard truth: most startups don’t have a sales problem. They have a GTM problem, and they don’t know it yet.
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Capital Doesn’t Fail — Execution Does
You’ve deployed capital into promising companies. Six months later: revenue ramp is inconsistent & burn is too high.
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The Hidden Execution Tax Between $10M and $100M ARR
You raised your Series B. You have product-market fit. You’re at $10M–$30M ARR with a growing team. On paper, you’ve made it. In reality…
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Why 90% of Startups Fail—And How to Be in the 10%
Here’s the uncomfortable truth: AI democratized startup creation. It did not democratize execution.