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Thinking out loud about GTM. Notes on the problems we keep running into, and what we've learned about solving them.
No thought leadership. No listicles. Just the thinking behind the work—pipeline generation, GTM engineering, and analytics.
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GTM Analytics
Nearly every dollar spent within a marketing department is directly or indirectly based upon reaching, educating, and converting target personas and accounts within their ICP. Yet, most companies treat their ICP as an afterthought.
The questions inside When was the last time you updated your ICP?
How confident are you on the inclusion and exclusion side?
Do you have a cadence to refresh it?
AJ Dunn
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Pipeline · Engineering · Analytics