// ANALYSIS
Analysis on GTM strategy for technical products in complex markets. Published when there's something worth saying — not on a content calendar.
When B2B pipeline stalls, the instinct is to look at sales. But in most cases I've diagnosed, a flat pipeline is an architecture problem, not a performance problem. The team is executing fine. They're executing the wrong system.
→ Read the analysisMost nurture sequences are designed for products with 30-day consideration windows. If your buying cycle runs 90-180 days — and it does, in regulated industries and complex technical markets — you're running a playbook designed for a different game.
→ Read the framework