Strategy
How to Build a GTM Strategy
Understand the decisions that connect your market, customer, positioning, messaging, pricing, sales motion and execution.
HOAG RESOURCES
Think better about GTM.
Practical guides and frameworks for the decisions behind go-to-market — from ICP and positioning to GTM motion, execution and AI.
FOUNDATIONAL FRAMEWORK
The GTM Decision Layer
Every execution sits on top of a decision.
A framework for thinking about the choices that come before campaigns, sequences, content, sales activity and automation.
Explore the GTM Decision Layer- 01Market
- 02ICP
- 03Positioning
- 04Messaging
- 05Motion
- 06Execution
Start with the fundamentals
ICP
How to Define Your ICP for B2B SaaS
Build an ICP around problems, triggers, buying conditions and evidence — not demographics alone.
Positioning
How to Position a B2B SaaS Product
Define the customer, problem, alternatives, differentiated value and context that make your product matter.
GTM motion
How to Choose a Go-to-Market Motion
Choose a GTM motion based on how customers discover, evaluate and buy — and how your business can economically serve them.
Diagnose what isn't working
ICP
How to Know If Your ICP Is Wrong
Seven signals that your target customer may need another look — and how to distinguish an ICP problem from a messaging problem.
Positioning
How to Test Your B2B Positioning
Use customer comprehension, interviews, sales behavior and real evidence to pressure-test your positioning.
Strategy
GTM Strategy vs Execution
Understand the difference between deciding what to do and executing those decisions — and diagnose which layer is actually failing.
Understand AI's role in GTM
AI
AI for GTM Strategy: Where AI Actually Helps
Where AI can improve research, synthesis, assumption testing and scenario analysis — and where human judgment still matters.
AI
AI Tools for GTM
A guide to the modern GTM stack, from strategy and decision-making to prospecting, outreach, CRM and revenue intelligence.
AI
What Is an AI GTM Advisor?
Understand what an AI GTM advisor does, how it differs from general-purpose AI and where it fits in the GTM stack.
Better execution starts with better decisions.
GTM tools can help teams move faster.
The resources here focus on the questions that determine where that effort should go.
Think through your GTM with HOAG