PERSPECTIVES
GTM insights and perspectives on the challenges small and medium sized businesses face — written by Daniel Foppen.
03
TAM/SAM/SOM Without the Analysis Paralysis
There's a recurring scene: a 40-slide TAM deck filled with questionable assumptions and false precision. It looks impressive. It is not useful. Market sizing is a strategic exercise, not a scientific one.
March 21, 20264 min read
02
Why GTM Is Singular, Not Plural
One of the most common signs a company is struggling with GTM: hearing someone say 'our GTM strategy for product A is different from product B.' You can't have multiple go-to-market strategies.
February 27, 20265 min read
01
Defining your Ideal Customer Profile (Without the Confusion)
Most companies will tell you they know their ICP. Ask sales, marketing, product, and leadership to define it — and you'll get four different answers. That's not an ICP problem. It's a coherence problem.
January 9, 20266 min read
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PERSPECTIVE DETECTIVES