GTM Insights
Field notes from my work on ICP validation, founder-led sales, and the systems that turn market signals into commercial decisions.
I use AI for research, evidence collection and routing. These articles explain where it helps, where context gets lost, and which decisions still need commercial judgment.
Browse by topic: ICP and GTM strategy · Founder-led sales and pipeline conversion · AI workflows and sales intelligence
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Explore AI in the sales process: GTM strategy → market signals → buyer context and handoffs → human judgment.
By Dr. Denis Jung, founder of Fit-To-Scale.
You do not pick an ICP. You converge on one.
Interest is free. The only evidence that validates a customer profile is behaviour that costs the buyer something: a named deadline, a budget owner in the room, money paid.
I'm testing a new GTM diagnostic for founder-led SaaS and AI infrastructure companies - and looking for 5 founders to try it for free
The original pilot announcement explains the Outside-In GTM Read: a strategic assessment of the public signals a cold buyer or investor encounters before speaking to the company.