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Field notes on account-based GTM

Field-tested writing on account-based GTM strategies, capabilities & tactics to drive sales velocity — alongside guides and case studies from real client work.

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The Intelligence Layer: The Root of Continuous Improvement & Campaign DesignFramework

The Intelligence Layer: The Root of Continuous Improvement & Campaign Design

Every ABGtM campaign is only as good as the inputs that designed it. This piece breaks down the 14 intelligence sources - across Outside-In (what the market and competition are telling you) and Inside-Out (what your own systems and reps already know) - that should feed campaign design regardless of whether you're running a new logo, expansion, or retention motion. Covers each source, its functional owner, the systems it lives in, and critical success factors for each.

Sep 10, 2026Get the guide
The Growth Room: The No-Cost Move Most Revenue Teams Skip Before Period CloseFramework

The Growth Room: The No-Cost Move Most Revenue Teams Skip Before Period Close

Most revenue doesn't stall for lack of pipeline — it stalls in the gap between the account owner, CS, and deal desk, while a blocker sits unresolved for two weeks. A growth room is a recurring, cross-functional session built to close that gap: align on deal strategy, clear dependencies fast, and leave every account with a decision instead of a status update. This guide covers who's in the room, how it runs, and how to know when an account's done there.

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