Phase 1: Build your rev ops foundation for account-driven GTM

• Step 0: Define ICPS & TAM: If you don’t understand your audience and who you are going after over the next year or so, the rest of this work will be super difficult!


• Step 1.1: Define account tiers : Segment your TAM into 3–4 tiers based on fit, value, and intent to prioritize marketing

... See more

A modern go to market strategy, especially in an era shaped by AI, AI marketing, and new growth channels, requires orchestration, not shortcuts.

Hard truth #2: Your biggest growth blocker is your own org structure

Hate to break it to you, but the reason your company isn’t growing is probably your org structure.

Here is an example of how it usually looks (seen first hand at one of the companies I worked at): paid marketing would strut into Quarterly Business Reviews bragging about “crushing... See more

As the B2B space demands, one of our goals is to achieve a complete alignment between our marketing and sales teams. And we are firm believers that that is the right path to sustainable business growth.

Building Blocks for PLG-to-SLG Transition

Johnston identifies five core pillars for successfully layering sales-led motion onto product-led growth:​​

1. ICP Refinement: Use PLG data to identify buyers (not just users). Superhuman discovered their ICP shifted from individual power users to "outbound professionals" handling 30-50+ emails daily across

... See more