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The end of the bow tie
Why B2B GTM has to be rebuilt for the AI era
Apr 28
•
Josh Morse
and
Edwin Abl
6
Do you need to hire a Chief Revenue Officer?
The default fix for GTM, and why it so often fails
Jun 14
•
Josh Morse
and
Edwin Abl
5 Go-To-Market Issues To Avoid
What every investor, chairman and CEO needs to know before the next planning cycle
Jun 7
•
Edwin Abl
2
How to Build a Better Team Around You
“I want to build a better team around me, but I’m unsure how.”
May 31
•
Edwin Abl
and
Josh Morse
1
Is Marketing working?
Why AI has broken pipeline
May 24
•
Josh Morse
and
Edwin Abl
Recent posts
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The GTM Problem Boards Don't Know They Have
A practical guide to rethinking GTM at board level.
May 16
•
Edwin Abl
Why the AI era has made GTM alignment worse (and how to fix it)
I caught up in March with an investor I know from one of my old companies.
May 9
•
Josh Morse
Why Sales-Led Growth Doesn't Work and What To Do About It
It would help to not rely on sales-led growth to scale your business.
Dec 4, 2025
•
Edwin Abl
1
What are the Key Metrics You Need to Measure for GTM
Funnel
Dec 4, 2025
•
Edwin Abl
1
How to Improve GTM (two bucket method)
So, the big problem with portfolio companies is that it’s often hard to understand their go-to-market (GTM) flywheel and how it works.
Dec 4, 2025
•
Edwin Abl
1
50+ Scaleups: 15 GTM Lessons Learned
Over the last three years, I’ve had the pleasure of advising more than 50 scale-ups, conducting over 10 due diligence projects, and coaching and working…
Dec 4, 2025
•
Edwin Abl
How to Fix Your Revenue Funnel
If you’re an investor or CEO of a scaleup, you probably hear at every board meeting or in general that you have a pipeline problem—it’s a top-of-funnel…
Dec 4, 2025
•
Edwin Abl
1
The Science of Selling: Understanding the 6 Whys Behind Every Buying Decision
Have you ever wondered why your potential customers walk away from a sale, even when you think you’ve presented them with the perfect solution?
Dec 4, 2025
•
Edwin Abl
1
How To Hire The Right CRO (and why its crucial for the GTM engine)
You see this in the investor update:
Dec 4, 2025
•
Edwin Abl
1
How to Improve Pipeline Conversion (3 starting steps)
Most board meetings have a request to look at funnel conversion.
Dec 4, 2025
•
Edwin Abl
How the 'Root Cause Reset' Fixed Our Pipeline
Nothing is more rewarding than seeing a company take your advice, make a few changes, and watch everything start to click into place.
Dec 4, 2025
•
Edwin Abl
1
Aligning on Metrics That Matter
Investors often need help understanding marketing metrics and their context, creating confusion and tension between CEOs, marketing leaders, and…
Dec 4, 2025
•
Edwin Abl
1
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Demand Karma
Weekly lessons on GTM in the AI Era from a VC Operating Partner in Silicon Valley and a CRO in London. Want to learn the reality of how AI has disrupted GTM, the way to assess your GTM, and the new GTM Operating Model?
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Websites
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GTM Due Diligence + Private Advisory
Due Diligence that tells you if GTM will still work in two years. A GTM Operating Model that makes sure it does.
LinkedIn: Edwin Abl
LinkedIn: Josh Morse
Where to find Edwin
Visit www.edwinabl.com
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