Author: Pavitra Paul

Buyer Journey: Your Complete Guide to Understanding Customer Purchase Paths The buyer journey maps how potential customers move from discovering a problem to choosing your solution. It captures every touchpoint, question, and decision point that shapes whether someone becomes your customer, and it’s the foundation of effective revenue growth. For B2B SaaS teams, understanding this… Continue reading Buyer Journey

Key Performance Indicator (KPI) A Key Performance Indicator (KPI) is a measurable value that tracks progress toward specific business objectives. KPIs help teams understand whether their efforts are moving the needle on what matters most; whether that’s revenue growth, customer satisfaction, operational efficiency, or strategic milestones. Unlike general metrics that simply track activity, KPIs are… Continue reading Key Performance Indicator

A CMO signs a new GTM contract with high expectations. The tools look strong. The roadmap feels solid. The vendor promises enablement, best practices, and support. Everyone agrees on goals. Then execution begins and something subtle happens. Activity increases, yet revenue impact feels slower than expected. Follow-ups vary by channel. Accountability feels shared, which often… Continue reading Why Outcome Ownership Changes the Client-Vendor Relationship

A CMO approves a GTM initiative that looks solid on paper. The tools are live. The workflows exist. Support retainers are in place. Everyone feels covered. Then, three months later, pipeline growth feels softer than expected. Deals that showed early interest went quiet. Follow-ups happened, yet not fast enough. Context got lost across teams. This… Continue reading The Hidden Cost of GTM Execution: Why GTM execution gaps Stall Revenue

Most agencies are great at launching campaigns. The kickoff is sharp, the messaging is solid, and early results look promising. Then the campaign ends. Leads slow down. Follow-up becomes uneven. Clients start asking harder questions about revenue impact. That is where agency value quietly drops off. Clients want outcomes that continue after launch. That is… Continue reading Agency Delivery 2.0: Offer Always-On Follow-Up to Every Client

A CMO signs off on a new GTM rollout with cautious optimism. Tools are connected. Workflows are documented. Dashboards light up. The team calls it go-live. On paper, it looks ready. Then the next few weeks land harder than expected. Pipeline feels thinner than planned. Follow-ups slow down. High-intent moments slip past unnoticed. By the… Continue reading The First 90 Days of Outcome-led GTM: Where Most Teams Actually Lose Pipeline

A CMO sits in a planning meeting with a familiar tension. Demand is coming in from every direction. Events are booked out. Webinars are full. Paid campaigns are driving clicks. The website shows steady intent. Ideas are not the problem. Execution capacity is. Every new GTM workflow turns into a negotiation. RevOps has a backlog.… Continue reading Managed Plays: Launch 10 High-Intent Workflows Without Hiring

A CMO looks at pipeline numbers and feels uneasy. Demand is coming in. Campaigns are live. Events and webinars are full. Yet revenue momentum feels fragile. Plays launch with energy, then quietly lose steam. By the time a quarterly review arrives, the story is already written. This is not a strategy failure. It is a… Continue reading Weekly Revenue Standups: The Cadence That Keeps Plays Alive

A CMO opens their dashboard on a Monday morning and sees something familiar. Leads arrived over the weekend. Event scans from last week still sit untouched. A webinar drew strong attendance, yet meetings booked do not reflect that interest. Nothing is visibly broken, yet momentum feels uneven. That is the quiet cost of treating follow-up… Continue reading The SLA-First Growth Model: Response, Routing, and Follow-Up Standards

A CMO walks into a quarterly review with the same pressure on their shoulders. Pipeline has gaps. Leadership wants a plan that shows impact fast. The default answer is hiring. Add SDRs. Add demand gen. Add RevOps capacity. It sounds practical. Then reality shows up. Recruiting takes longer than expected. Interviews drag. Offers slip. New… Continue reading When Managed GTM Beats Hiring: A Cost-and-Speed Comparison