Articles

Guides

• Outcome-Based Pricing for Vertical SaaS: The Complete Guide

  How outcome-based pricing works in vertical SaaS: why it's replacing per-seat models, which archetype breaks first, and how to transition safely.

• The AI-Native GTM Stack: A Field Manual

  How to build a GTM stack that's designed for AI from the foundation up, not bolted on after. Covers data, signals, enablement, orchestration, and measurement.

• Vertical SaaS GTM Strategy: The Complete Playbook

  The definitive guide to vertical SaaS GTM strategy: ICP selection, beachhead positioning, category creation, ecosystem leverage, and how AI changes the motion.

• Clio GTM Strategy: How Legal Tech's Leader Was Built

  How Clio's GTM strategy built legal tech's category leader: community, a partner ecosystem, and vertical focus that carried it to a $3B valuation.

• Toast GTM Strategy: Building the Restaurant OS

  How Toast's GTM strategy turned a restaurant POS into a vertical operating system through field sales, hardware, and embedded payments at scale.

• Veeva GTM Strategy: Building the Life Sciences Cloud

  How Veeva built a life sciences cloud category by solving problems that matter to pharma. A case study in vertical GTM strategy and category creation.

• Guidewire GTM Strategy: Owning Insurance Core Tech

  How Guidewire's GTM strategy made it the core-systems standard for P&C insurers through implementation depth, regulatory mastery, and land-and-expand.

• ICP Development for Healthcare SaaS: Beyond Bed Count

  Bed count tells you who can afford healthcare software, not who buys it. How to build an ICP for healthcare SaaS on care setting, workflow, and triggers.

• Shopify GTM Strategy: How PLG Built Ecommerce's Platform

  How Shopify's GTM strategy used product-led growth and an ecosystem to become ecommerce's dominant platform, starting with founders, not enterprises.

• Outbound Sales for Field Service Software: A Playbook

  Spray-and-pray outbound dies in field service software. How to build a signal-led outbound sales motion that books meetings with contractors who buy.

• Founder-Led Sales for Legal Tech: The First 100

  In legal tech, the founder is the first and best salesperson. How to run founder-led sales into law firms and turn the first 100 deals into a system.

• Legal Tech ICP Development: Why Firm Size Is the Wrong Filter

  Firm size tells you who can afford legal software, not who will buy it. Here's how to build a legal tech ICP on the signals that actually predict a deal.

• Rippling GTM Strategy: The Compound Startup Play

  How Rippling built an HR tech unicorn by using employee data as the system of record, then expanding through adjacent products in one platform.

• RevOps for Home Services SaaS: Building the AI Revenue Stack

  Build modern RevOps for home services SaaS: data integration, AI signal, field enablement, and ops alignment for vertical teams that actually win.

• Product-Led Growth for Legal Tech: Does It Work?

  Can product-led growth for legal tech work? Yes, but it looks different. Where free trials move the needle and where trust and compliance walls stop you.

• Healthcare SaaS Pricing Strategy: Navigating Procurement

  Healthcare SaaS pricing strategy for procurement committees: value metrics, ROI framing, and pilot-to-contract motion that actually work in healthcare.

• GTM Operating Scorecard: Metrics That Matter

  Build a GTM operating scorecard measuring what drives revenue: leading indicators, AI metrics, and the numbers every vertical SaaS team needs.

• Community-Led Growth for Vertical SaaS

  How to build demand through community-led growth for vertical SaaS by understanding that vertical markets ARE communities. Framework and playbook.

• athenahealth GTM Strategy: Positioning Category Leadership

  How athenahealth positioned itself to lead the cloud EHR and revenue cycle management category by focusing on practice economics and network effects.

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