32 posts
B2B SaaS pricing is part art, part math. Most founders underprice by 30–50% because they anchor to what feels comfortable rather than to what the value delivered justifies. Here's the framework for setting prices that capture value without losing deals.
Most B2B case studies are too generic to close deals. They describe what the product does, not what the customer's specific problem was, what they tried before, and what changed after. Here's the structure that turns a case study into a sales asset.
Most B2B software buyers negotiate less effectively than they could — either by accepting the first offer or by negotiating on price alone and leaving value on the table. Here's what actually moves in a B2B software negotiation and how to approach it.
TAM, SAM, and SOM are market sizing frameworks every B2B founder needs for investor conversations and strategic planning. TAM is the total market. SAM is the segment you can serve. SOM is what you can realistically capture in the near term. Here's how to calculate each correctly.
Self-serve and sales-led are the two primary B2B GTM models. Self-serve lets the product drive acquisition — users sign up, get value, and convert without talking to sales. Sales-led requires a human to close every deal. The right model depends on ACV, product complexity, and time-to-value.
I've built GTM teams across multiple ventures. Every one had the same failure mode: the team couldn't run without me in the middle. Here's what I'd do differently — and the three things I'd never skip again.
HubSpot is the default B2B CRM and marketing platform. Ektie is an AI GTM team that includes its own CRM. They're not the same category — but they're frequently evaluated against each other by small B2B teams trying to decide how to run their go-to-market.
Most outbound metrics are either vanity (email volume, open rate) or lagging (pipeline created, revenue). Here are the five metrics I actually track weekly to know if Ektie's outbound is on track — and which ones signal a problem before it shows up in pipeline.
A B2B demo converts when it shows the prospect's specific problem being solved — not a feature tour of what the product can do. The structure that works: confirm the problem in the first 5 minutes, show only what's relevant to that problem, get a commitment before leaving the call.
Ektie's own outbound runs on Ektie's agents. Morgan prospects and sequences daily, Orion reviews and coaches every cycle, Astra handles warm replies. Here's exactly what that looks like, what the numbers show, and what I've learned using the product on myself.
Agentforce adds AI agents to Salesforce's existing CRM. Ektie is a purpose-built AI GTM team with its own CRM. The difference isn't feature count — it's architectural. Agentforce automates tasks inside a human-operated system. Ektie replaces the human-operated layer with an agent team.
Most AI sales tool deployments produce disappointing results in the first 90 days. The tool gets blamed. The real cause is almost always the same: the tool was configured but the inputs it needs to work — tight ICP, proven message, supervision loop — were never set up.