GTM Built on Intelligence, Not Guesswork

How I Think About Growth

Growth in regulated, technical buying environments doesn't come from volume tactics borrowed from PLG SaaS. It comes from four disciplined intelligence loops.

• Analyst Intelligence -- Building real relationships with analyst firms and using their coverage to shape category narrative, not just to check a box.

• Competitive Intelligence -- Turning competitor moves into talk tracks that win head-to-head deals, not static battlecards nobody reads.

• Buyer Intelligence -- Mining win/loss data and RFP patterns to find out why deals actually close or die.

• Customer Intelligence -- Using reference programs, NPS, and churn analysis to protect the revenue you already have.

Done together, these four pillars are how categories get created.