Analysis of go-to-market, customer acquisition, data and technology. We examine where an idea might work, the evidence behind it and what it takes to put it into practice.
Editor’s selection
April Dunford’s work shows that positioning is not a creative slogan. It is a decision system that defines what customers compare a product with and why its value matters.
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Elena Verna proposes building repeatable growth foundations into product infrastructure. Hornpiper asks a further question: which work can we automate, with which controls?
How can Brian Balfour’s Four Fits inform a channel investment? We distinguish the framework’s context from Hornpiper’s application advice.
Winning by Design’s recurring-revenue approach includes the work that follows acquisition. We examine how to adapt this framework to different revenue models.
Distinguish go-to-market strategy from Hornpiper’s working definition of a GTM system, including channel planning, ownership and feedback.
Assess workflow, data readiness, human oversight, guardrails and measurement for AI-powered revenue operations.
