Clear thinking for better B2B growth decisions.
Practical analysis on growth strategy, positioning, acquisition, conversion and market expansion — written for founders and commercial leaders who own pipeline and revenue.
Strategic and practical thinking for the people deciding what to fix, build or activate next.
How to Define an ICP That Produces Qualified Sales Meetings
A real Ideal Customer Profile is more than a firmographic filter. It connects account profile, buying committee, business pain and trigger events — and it earns the right to exist through market feedback.
6 March 2025From Technical Capability to a Sellable B2B Offer
Engineering-led companies often sell what they build, not what the market buys. Turning capability into a sellable offer is a positioning and packaging problem — clarifying ICP, positioning and GTM.
13 January 2025Not sure which part of the system needs attention?
Use the seven-question Growth Diagnostic to identify the area most likely limiting growth.