19 articles
Brand & PositioningThe strategic distinction between creating a market category and dominating an existing one — why these require different investments, different time horizons, and different organizational capabilities.
Brand & PositioningA clear breakdown of when SaaS companies should invest in category design versus feature-level marketing. Covers the economics, timing signals, and execution requirements of each strategic path.
PLGA rigorous analysis of when bottom-up (PLG) distribution outperforms top-down (sales-led) distribution in B2B SaaS — with decision criteria, market conditions, and hybrid sequencing.
Brand & PositioningA practical guide to SaaS brand architecture decisions — when to align product and company names, when to separate them, and how to avoid the naming mistakes that create investor, customer, and M&A complications.
Sales & OutboundA framework for determining the right allocation between outbound and inbound go-to-market investment at each stage of SaaS growth. Covers the math for pipeline source mix, cost per pipeline dollar by channel, and the signals that indicate when to shift allocation.
Brand & PositioningA step-by-step framework for writing a SaaS positioning statement using April Dunford's Obviously Awesome methodology. Includes templates, worked examples, and the five components that make positioning stick.
PLG & Self-ServeA rigorous decision framework for choosing between free trial and freemium GTM models in PLG SaaS — covering economics, conversion benchmarks, and the hybrid cases.
Unit EconomicsBuild a channel-level cost model for SMB SaaS acquisition. Per-channel CAC benchmarks, multi-touch attribution, contribution margin by channel, capacity planning, and how channel mix evolves as ARR scales.
Unit EconomicsThe structural margin difference between self-serve and sales-assisted acquisition in SMB SaaS. CAC benchmarks, gross margin profiles, ACV thresholds, and how to model the hybrid motion.
Competitive StrategyA rigorous, step-by-step SaaS category design playbook covering the frameworks, metrics, and sequencing that turn a positioning idea into a category you dominate.
Go-to-MarketA rigorous, metrics-driven playbook for building community-led growth in SaaS. Includes CLG vs PLG comparison, community metrics, CAC impact, platform selection, and a 3-phase framework.
Competitive StrategyA data-backed guide to SaaS competitive positioning strategy — covering the 4 proven frameworks, the metrics that validate your position, and the 6 common positioning errors that cost deals.
SaaS MetricsA complete guide to SaaS GTM efficiency ratios — from the GTM efficiency ratio formula to CAC ratio, payback period, and benchmarks by ARR stage and GTM motion (PLG vs SLG).
Competitive StrategyA precise breakdown of SaaS positioning vs. messaging — what each concept covers, how they connect, the order in which to build them, and the exact signs that your company has confused the two.
Vertical GTMA complete fintech SaaS GTM playbook covering regulatory positioning, sales motion, buyer personas, and the compliance advantage that turns regulation into competitive moat.
Founder/OpsMost SaaS founders hire a VP of Sales too early and destroy momentum. Learn the exact ARR signals, founder-led sales criteria, and checklist to time your VP Sales hire correctly.
Growth StrategySaaS Magic Number = net new ARR / prior quarter S&M spend. Learn the 0.75 floor, 2026 benchmarks by stage, and why PLG vs SLG vs hybrid produces dramatically different readings.
AcquisitionLearn how to discover, validate, and codify your Ideal Customer Profile at early stage SaaS — with interview frameworks, signal analysis, and common mistakes that destroy CAC efficiency.
AcquisitionCompare PLG vs SLG vs hybrid go-to-market models with benchmarks, failure modes, and a decision framework for B2B SaaS founders at every stage.