Every salestarts witha story.
Weekly articles, guides, and resources for GTM teams who want to understand the customer before the conversation begins.
Recent Articles
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Featured Article
The 80% Gross Margin Is Not Coming Back
Read full story →: The 80% Gross Margin Is Not Coming BackOnly 12% of software companies still target an 80% gross margin on their AI products. The reset already happened, and it is not temporary.
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How to Read a SaaS Benchmark
Five credible sources put SaaS retention anywhere from 48% to 110%, and CAC payback from 15 to 36 months. Why…
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GPT-6 Astra Got Better at Doing. It Got Worse at Writing.
Astra completes 72.6% of desktop tasks against 65.7%, and scores roughly 80 Elo points lower on knowledge work. The frontier…
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Why Your Marketing Budget Never Came Back
Marketing was 11% of revenue in 2020 and 7.8% today. Everyone explained 2021. Nobody has explained 2026. The answer is…
Top Guides & Tools
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Featured Resource
The Demand Engine
Get the resource →: The Demand EngineCreating demand you can capture, capturing demand you created — why pipeline math, channel choice and measurement all fail in the same place, and what the evidence actually…
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The Launch Checklist
A field-tested, day-by-day sequence for product, feature, and account launches, from the go/no-go meeting through the…
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The Ultimate Positioning Playbook
The flagship workbook: a four-part system for positioning the product, building the brand around it, sequencing…
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The Messaging Framework
Seven templates for turning positioning into words people actually repeat, from the core positioning statement to…