Podcast

In today's competitive SaaS markets, too many companies end up overcomplicating their GTM strategies, causing friction, confusion, and panic in the market. Having a straightforward, simple, easy to understand GTM strategy that customers can articulate, helps you get to value and aligns your teams.

Across SaaS, sales performance has slipped while buying has grown harder. In our discussion we talk through data showing falling quota attainment, lengthening enterprise sales cycles, shrinking average deal sizes, and new-logo win rates that are, in many categories, below one in five. None of this is a moral failing; it’s the predictable result of bigger buying groups, greater perceived risk, and teams still running 2019 playbooks in a 2025 market.

When it comes to segmentation, targeting and positioning, you have to discriminate: you have to pick the segments you want to serve. You cannot be all things to all people. 

Join Louis Fernandes and Tom Rudnai on the Demand-Genius podcast where they discuss

#WBIGTM Episode 3: Revenue Growth vs Cost Containment with Louis Fernandes & Simon Daniels This week on the  What's Broken in GTM and How to Fix It  podcast I recap his time at the  CRO Connected Summit in East Sussex, including a nice walk in the countryside not ruined by having to play golf! More seriously,  I found the talk on seller productivity by  Gerry Hill  very valuable and recommend following him for more insight. Moving on to this week’s discussion on revenue growt

Niall Simpson takes Louis through his paces in the gym... and they talk about how sales leaders must become better coaches in order to thrive.

Understanding the differences between TAM and SAM and SOM is crucial for companies to assess their market potential, set realistic expectations with investors, and make properly informed strategic decisions.

Product market fit is not just for Christmas and it doesn't get solved overnight, but companies that invest the time and effort to get it right will experience more sustainable and profitable growth.