Official Blog of GTM360 Marketing Solutions
Well before the term SaaSpocalypse was coined, I predicted that AI will kill many SAAS products in a series of posts on this blog (see the RELEVANT READING section at the end of this post). Here’s a quick recap of those posts: “SaaS Repatriation” is the replacement of SaaS applications with bespoke software built in-house … Read more
Aspirational Selling is selling to aspirational goals of the customer, with a proven track record of achieving those goals for other customers in the past, and every intention of achieving them for the said customer at present. – Aspirational Selling Is Not Overselling In our GTM work around Enterprise AI with nearly 100 prospects and … Read more
Anthropic and other Artificial Intelligence labs have recently started charging customers for token usage in addition to per-seat subscription. This is like Prime Video asking paid subscribers to pay separately for some movies and shows! This move has had a knock-on effects on Cloud Service Providers and SAAS vendors who consume tokens. Microsoft, ServiceNow, and … Read more
Dear Editor: Recap by ChatGPT: Victim of Stellar Success India’s rapid solar-power expansion has outpaced the supporting infrastructure needed to use it effectively. In states like Rajasthan, surplus solar electricity cannot be stored or transmitted to demand centres because of inadequate battery capacity and transmission lines. As a result, large amounts of renewable energy are … Read more
In her article entitled AI moved forward, marketing did not, Melissa Reeve, Co-Founder, Agile Marketing Alliance, makes a valid point: Marketers were early adopters of AI, but while it has evolved most teams are still stuck using it like a smarter autocomplete. According to Reeve, the key reason for marketing to miss the AI race is erosion … Read more
In my first IT job, I used to sell servers, personal computers, printers, and other hardware equipment to the SMB market. My territory included the textile market in the Kalbadevi district of the then Bombay. One of my prospective customers was a yarn merchant. In between our discussions about the features of my company’s PC, … Read more
The law is erected on many fictions and perhaps the (biggest fiction of them) … all is that humans are rational. – Defence Attorney Sandy Stern, The Last Trial by Scott Turow, pp 529-530. Like law, like economics. Economics is grounded on the assumption that human beings behave in a rational manner. Well, humans often … Read more
In Technology Matters – Just Not At The Top Of Funnel, I argued that technology matters at the MOFU and BOFU stages of the sales funnel (though not at the TOFU stage). In this post, I up the ante of this argument and posit that disruptions in B2B technology are caused by paradigm shifts in technology – and … Read more
According to a popular joke on X fka Twitter, the greatest fiction is written in Excel, not Word. This is a dig at projections of Total Addressable Market made by startups in their fundraising pitch decks. And also by McKinsey, Gartner and other leading consulting and research analyst firms in their research reports. I’ve started … Read more
Even though software products have been around for over 30 years, there’s one basic fact of the industry that’s still not widely understood: Software is licensed, not owned. The IP of software always belongs to the vendor. It is not transferred to the customer even after full payment is received. This is true as much … Read more