Market clarity
Are you solving an important problem for a defined customer?
A practical resource for B2B technology teams
Why do good products struggle to gain commercial traction?
Usually, the problem is not one isolated campaign. It is a break somewhere between customer insight, product value, sales execution and adoption.
Start with the symptom
Where is your GTM system breaking?
Choose the problem that sounds most familiar. Each path points to the questions most useful at that stage.
01
Customers do not understand the value
Examine positioning, customer problems, alternatives and the connection between features and outcomes.
02Interest is not converting into opportunities
Examine ICP fit, qualification, buying friction and sales follow-up.
03Product, marketing and sales disagree
Examine shared definitions, enablement, feedback loops and decision evidence.
04Customers sign up but do not adopt
Examine onboarding, activation, time to value and successful-use behaviours.
Free framework01 02 03 04 Use the GTM diagnostic →
The B2B GTM Friction Map
A simple way to separate symptoms from causes. A downstream conversion or adoption problem can begin with an unresolved issue earlier in the system.
Value clarity
Can buyers understand why the product matters and why they should choose it?
Commercial activation
Can marketing and sales identify, educate and progress the right accounts?
Customer adoption
Can customers reach value and repeat the behaviour that creates it?
Practical guides
Go deeper on the problem.
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Read guide →Product Marketing on a Budget: A Guide for Bootstrap Startups
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Read guide →A useful exchange
Have a GTM problem worth examining?
Share the situation and the question it creates. It may become the subject of a future practical guide.
