The Library
Insights
Deep, practical guides for B2B marketers, product managers, and SaaS founders. Frameworks, playbooks, and decision-ready research.
Browse by topic
OKRs for SaaS & B2B
Objective and Key Result frameworks — how to write, cascade, grade, and run OKRs across product, marketing, and exec teams.
Product-Led Growth
Practical PLG playbooks — onboarding, activation, pricing, and the metrics that separate PLG winners from theatre.
Demand Generation
B2B demand gen end-to-end — channel mix, programs, attribution, and pipeline math without the fluff.
Product Roadmap & Prioritization
Roadmapping, RICE, MoSCoW, Kano, and prioritization frameworks that survive contact with reality.
SaaS Metrics
MRR, ARR, NRR, CAC, LTV, payback — definitions, benchmarks, and what each metric actually predicts.
Account-Based Marketing
ABM strategy, tiering, plays, and measurement — for teams targeting named accounts rather than leads.
ICP & Buyer Personas
Building an Ideal Customer Profile, buyer personas, and segmentation that drives targeting decisions.
Go-to-Market Strategy
GTM motion design — sales-led, product-led, hybrid — positioning, pricing, and channels.
Product-Market Fit
Defining, measuring, and iterating toward product-market fit — including the signals founders mistake for PMF.
Marketing Funnel & Attribution
Funnel design, multi-touch attribution, MQL/SQL handoffs, and the data plumbing required to trust the numbers.
Retention & Churn
Reducing churn, expanding retention, gross/net retention math, and the operating model behind durable SaaS growth.
Knowledge Management for SaaS
Turning scattered research, calls, and tribal knowledge into searchable libraries that scale with the team.
November 1, 2026
How to Calculate B2B Funnel Conversion With Long Sales Cycles
Calculate B2B funnel conversion with entry cohorts and fixed observation windows, including stage denominators, open opportunities, reopened deals and skipped stages.
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November 1, 2026
How to Recruit B2B Customer Interview Participants
Recruit B2B interview participants with recent problem experience. Includes a screener, outreach template, incentive guidance and checks against friendly-contact bias.
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November 1, 2026
How to Write a B2B Demand Generation Campaign Brief
A reusable B2B demand generation campaign brief template covering audience, offer, message, distribution, landing experience, measurement and follow-up.
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November 1, 2026
One-to-One vs One-to-Few vs One-to-Many ABM: How to Choose
Choose an ABM approach based on account value, shared customer problems and your team's capacity, with examples and minimum sales involvement for each.
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November 1, 2026
When Should You Create Separate ICPs?
Decide when B2B customer groups need separate ideal customer profiles, what evidence to collect, and whether each profile earns its maintenance cost.
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October 26, 2026
A Product Manager Handover Template for Active Work
Use this product manager handover template to transfer current decisions, commitments, risks and relationships, then verify that the incoming owner can act.
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October 26, 2026
How Long Should a B2B SaaS Free Trial Last?
Choose a B2B SaaS trial length around setup, usage frequency and buyer approvals, with a practical approach to extensions and testing.
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October 26, 2026
How to Calculate SaaS CAC Payback Period
Calculate SaaS CAC payback period with a worked example covering acquisition costs, gross margin, sales-cycle timing and customer segments.
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October 26, 2026
How to Define B2B Customer Disqualification Criteria
Turn customer mismatches into clear rules for unsupported needs, implementation limits, commercial fit and exceptions, without rejecting buyers by size.
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October 26, 2026
How to Identify SaaS Renewal Risk Before Renewal
Review customer ownership, use-case value and renewal steps with a practical template for sponsor changes, unresolved problems and procurement deadlines.
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October 26, 2026
How to Manage Dependencies on a Product Roadmap
Manage product roadmap dependencies with named owners, clear outcomes and decision dates, including external teams, uncertain delivery and blocked work.
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October 26, 2026
How to Map a B2B Buying Committee for ABM
Map who uses, approves, funds and can block a B2B purchase. Validate buying roles through conversations and turn unknowns into useful outreach.
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October 26, 2026
How to Plan B2B Demand Generation on a Small Budget
Plan B2B demand generation on a small budget: choose one audience and problem, test a distribution route, reuse assets, and set clear spending limits.
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October 26, 2026
How to Run OKR Confidence Check-Ins
Run OKR confidence check-ins that pair progress with evidence, surface blockers and end with a clear next action, without grading people's performance.
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October 26, 2026
How to Set Success Criteria for a B2B Product Pilot
Define B2B pilot success criteria with a shared outcome, baseline, evidence plan, owners and purchase decision. Includes a practical pilot scorecard.
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October 25, 2026
A B2B Go-to-Market Launch Readiness Checklist
Check whether customers can understand, buy, adopt and get support for your offer, with clear readiness evidence, owners and reasons to delay.
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October 25, 2026
A B2B SaaS Onboarding Checklist: From Contract to First Value
A practical B2B SaaS onboarding checklist covering kickoff, success criteria, setup, training, first value and the handoff to ongoing support.
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October 25, 2026
A Product Decision Log Template Teams Will Actually Use
A short product decision log template with a worked example, clear ownership, evidence, alternatives and specific conditions for revisiting a choice.
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October 25, 2026
An ABM Account Plan Template for Sales and Marketing
Build a shared ABM account plan with verified facts, a problem hypothesis, relationship gaps, relevant proof and coordinated actions, plus a filled example.
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October 25, 2026
An Async Product Proposal Template for Clear Decisions
A practical async product proposal template covering the problem, options, recommendation, review deadline, decision authority and escalation rules.
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October 25, 2026
B2B User Persona vs Buyer Persona: What Changes?
Separate user tasks from purchase decisions. Document each role's goals, risks and criteria, then resolve conflicts with evidence, not invented demographics.
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October 25, 2026
B2B Willingness-to-Pay Interview Questions
Ask about current spending, problem costs, budget ownership and purchase trade-offs before testing a B2B price with a real commitment.
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October 25, 2026
How to Assess Product-Market Fit With Few Customers
Assess early product-market fit through repeated use, a costly problem solved, payment commitments and renewal intent, without overstating a small sample.
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October 25, 2026
How to Build B2B Lead Scoring Without Historical Data
Build an inspectable B2B lead scoring system with fit and intent rules, negative signals, score decay and reviews based on actual sales outcomes.
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October 25, 2026
How to Build a B2B Webinar Follow-Up Plan
Build a B2B webinar follow-up plan with separate paths for attendees, no-shows and people requesting help, plus clear owners and useful next steps.
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October 25, 2026
How to Calculate ARR With Services and Usage Fees
Separate subscriptions, services and usage fees to calculate ARR, handle discounts and minimum commitments, and document uncertain usage revenue.
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October 25, 2026
How to Calculate SaaS Cohort Retention
Calculate SaaS cohort retention with fixed denominators, clear retention rules and a worked example covering incomplete periods and reactivated customers.
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October 25, 2026
How to Choose Design Partners for a B2B Product
Choose B2B design partners with an urgent problem, access to real users and time to participate. Set commitments, feedback boundaries and exit criteria.
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October 25, 2026
How to Communicate a Roadmap Without Fixed Dates
Explain roadmap outcomes, priorities and uncertainty clearly, with scripts for customers, sales and executives and a practical approach to deadline commitments.
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October 25, 2026
How to Design Useful In-App SaaS Upgrade Prompts
Design SaaS upgrade prompts around relevant paid features and clear limits, with transparent pricing, easy dismissal, permission checks and saved work.
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October 25, 2026
How to Design a SaaS Team Invitation Flow
Design team invitations around useful collaboration, with clear roles, permissions, acceptance steps, expired-link recovery and billing expectations.
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October 25, 2026
How to Distribute Ungated B2B Content
Build a distribution plan for ungated B2B content using audience needs, partners, employee participation, useful formats and optional next steps.
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October 25, 2026
How to Keep Internal Documentation Up to Date
Keep internal documentation useful with clear owners, review triggers, visible uncertainty, repaired references and a practical archive policy.
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October 25, 2026
How to Measure Account Engagement in ABM
Measure ABM account engagement through reliable account matching, buying-role coverage, recent meaningful activity and sales context.
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October 25, 2026
How to Measure B2B Dark Social Without False Precision
Use self-reported discovery, customer conversations and tagged links to understand B2B dark social, reconcile signals and report uncertainty.
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October 25, 2026
How to Nurture B2B Leads That Are Not Ready to Buy
Match B2B lead nurturing to why a prospect is waiting, with useful follow-up, agreed timing, clear buying signals and rules for when to stop.
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October 25, 2026
How to Organize a Customer Research Repository
Organize customer research with a small tag set, traceable evidence, clear access rules and findings tied to product decisions.
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October 25, 2026
How to Prioritize B2B Customer Segments
Compare B2B customer segments by problem urgency, access, delivery effort and commercial viability, using a worksheet that separates evidence from assumptions.
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October 25, 2026
How to Recover Failed SaaS Subscription Payments
Build a failed-payment recovery flow with appropriate retries, clear notices, easy payment updates, and predictable rules for grace periods and access.
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October 25, 2026
How to Reduce B2B Demo No-Shows
Reduce B2B demo no-shows with clear booking confirmations, useful reminders, easy rescheduling, relevant qualification and respectful follow-up.
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October 25, 2026
How to Reduce B2B Demo Request Form Abandonment
Reduce demo request form abandonment with useful field requirements, clear validation, privacy explanations, mobile checks and a reliable confirmation step.
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October 25, 2026
How to Run a Retrospective When OKRs Are Missed
A practical agenda for reviewing missed OKRs, testing assumptions and deciding what to change before the next cycle without blame or automatic target cuts.
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October 25, 2026
How to Select Target Accounts for an ABM Campaign
Select a manageable ABM account list using customer fit, buying triggers and reachability, with a scoring worksheet and clear rejection rules.
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October 25, 2026
How to Set Shared OKRs Across Product and Marketing
Set shared cross-functional OKRs with an outcome both teams can influence, one accountable owner, clear contributions and agreed measurement.
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October 25, 2026
How to Validate a B2B Idea With a Concierge MVP
Test a B2B idea by delivering the outcome manually. Define the hypothesis, service limits, payment test and stop criteria before building software.
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October 25, 2026
How to Write a B2B Positioning Statement
Write a B2B positioning statement using competitive alternatives, unique attributes, customer value, target customers and category, with a worked example.
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October 25, 2026
Net Revenue Retention (NRR) Explained for B2B SaaS
Learn the net revenue retention formula, follow an illustrative calculation, compare NRR with GRR, and identify what changes recurring revenue.
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October 25, 2026
Product Roadmap vs Release Plan: What Goes Where?
Compare product roadmaps and release plans by audience, detail, confidence and update triggers, with one initiative shown in both formats.
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October 25, 2026
Product-Qualified Leads: How to Define and Use PQLs
Define a product-qualified lead, choose meaningful usage signals, route accounts to sales and measure results, with a worked PQL example.
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October 25, 2026
RICE Scoring: A Practical Guide to Roadmap Prioritization
Use RICE scoring to compare roadmap ideas, estimate reach and effort, handle uncertainty, and recognise when the highest score should not decide.
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October 25, 2026
Reverse Trial vs Free Trial: Which Fits Your SaaS?
Compare reverse trials and free trials by free-plan fit, downgrade behavior, feature access, upgrade messages and customer communication.
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October 25, 2026
SaaS Cancellation Survey Questions That Guide Action
Use neutral SaaS cancellation survey questions to separate missing value, changed needs, budget limits and service problems, then turn answers into action.
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October 25, 2026
Self-Serve vs Sales-Assisted B2B Buying: How to Choose
Route B2B buyers by purchase complexity, implementation needs and preferred help, with clear paths through procurement, security reviews and handoffs.
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October 25, 2026
What to Include in a B2B Sales Enablement Launch Kit
Build a practical B2B sales enablement launch kit with buyer fit, discovery questions, demos, claim evidence, objection handling and seller practice.
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October 25, 2026
Win-Loss Analysis for B2B Teams: How to Run One
A practical guide to B2B win-loss analysis: who to interview, what to ask, how to avoid bias, and how to turn findings into product and sales changes.
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October 10, 2026
Logo Churn vs Revenue Churn: Which One Should You Track?
What logo churn and revenue churn each measure, why they diverge, how to calculate them without distorting the picture, and which one to use for which decision.
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October 10, 2026
MQL to SQL Handoff: How to Define It So Sales Accepts It
How to define a marketing-qualified and sales-qualified lead, write handoff criteria both teams agree on, and measure the handoff without gaming the numbers.
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September 27, 2026
Choosing a North Star Metric for a B2B Product
How to choose a North Star metric for a B2B product — what makes a good one, why B2B makes it harder, a step-by-step selection method, illustrative examples, and the mistakes that turn it into a vanity number.
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September 27, 2026
Now-Next-Later Roadmaps: When They Work and When They Don't
What a now-next-later roadmap is, how it differs from a timeline roadmap, the situations where it works well, the ones where it breaks down, and how to build one that stays honest.
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September 20, 2026
An ABM Playbook for B2B
A practical account-based marketing playbook — what ABM is, how to tier accounts, aligning sales and marketing, plays by tier, and the metrics that actually measure it.
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September 20, 2026
Jobs to Be Done for B2B Product Teams
What Jobs to Be Done (JTBD) means for B2B — buyer jobs vs user jobs, how to run a JTBD interview, and how to turn the jobs you find into roadmap decisions.
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August 4, 2026
How to Build an Ideal Customer Profile (ICP): Step-by-Step for B2B
A practical, data-first method for defining your Ideal Customer Profile — the 6-step process, the attributes that actually predict fit, ICP vs buyer persona, and a worked SaaS example.
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August 4, 2026
OKR Examples for B2B Marketing Teams (with Grading)
12 real-world OKR examples for B2B marketing teams — demand gen, ABM, content, and brand — with graded end-of-quarter scores and the reasoning behind each one.
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August 4, 2026
OKRs vs KPIs: When to Use Which (and How They Work Together)
OKRs are time-boxed change goals; KPIs are standing health metrics. The difference explained with a decision table, SaaS examples, and the three-step way to run both without confusing your team.
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August 4, 2026
The SaaS Metrics Glossary: MRR, ARR, NRR, CAC, LTV, Payback (2026)
Every core SaaS metric defined with its formula, healthy benchmarks by stage, and what each number actually predicts. The reference sheet for founders, operators, and investors.
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August 4, 2026
What Is Product-Led Growth? Definition, Examples, and Playbook (2026)
Product-led growth explained — what PLG actually is, how it differs from sales-led, the metrics that define it (activation, TTV, PQLs), real company examples, and when PLG is the wrong choice.
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May 15, 2026
The Complete Guide to OKRs for SaaS Teams (2026)
OKRs done right — the framework, the failure modes, and a practical playbook for SaaS teams from product to GTM. Definitions, examples, grading, and a quarterly ritual that survives contact with reality.
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