GTM Insights

Browse by topic: ICP and GTM strategy · Founder-led sales and pipeline conversion · AI workflows and sales intelligence

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AI workflows in practice

"I tried this, but the quality was not right. So now I am doing it by hand again."
"Market signals" have become a sales trend for outbound tools. And their relevance is near zero, unless you build them yourself.
What is it like to train AI models with micro1 and Ethos for the world’s leading AI companies? - Here is what I found.

Denis Jung 10/26/26 Denis Jung 10/26/26

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.

Denis Jung 6/22/26 Denis Jung 6/22/26

Most B2B founders think a wider ICP means more opportunity to sell.

There's nothing wrong with serving multiple segments. But every segment needs its own positioning, messaging, and sales motion - and until one segment carries you, adding another only adds cost.

Denis Jung 6/1/26 Denis Jung 6/1/26

Your market is not the tree.

TAM creates appetite. An honest SOM creates credibility. And credibility is what gets tested in the next funding round.

Denis Jung 5/25/26 Denis Jung 5/25/26

Exploring the market is not the same as building a scalable GTM.

Market testing needs variety. But scalable GTM needs constraints. You cannot build repeatability while treating every customer as a new category.

Denis Jung 4/6/26 Denis Jung 4/6/26

AI is about to expose every weak GTM system in SaaS.

The breakthrough was finally having a precise GTM thesis that prospects can automatically be evaluated against.