SELECTED WORK
Building the motion is the work.
A few examples of how I’ve approached ICP discovery, positioning, prospecting and outbound across different B2B environments.
0→1 AI SaaS
ICP Discovery · Positioning · Outbound
Tested an initial ICP and demand hypothesis, identified weak urgency in the original segment, refined the target market and evolved the positioning and outbound approach.
GTM LESSON
Don’t scale an unvalidated assumption.
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Enterprise Finance Technology
ICP · Account Strategy · GTM
Enterprise-focused GTM work spanning target-account strategy, buyer identification, positioning and opportunity development.
GTM LESSON
Case study details to be documented.
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B2B Hospitality
ICP Refinement · Prospecting · Partnerships
Tested an HR-led prospecting hypothesis, identified alternative decision-makers, expanded channels and developed corporate-event and partnership opportunities.
GTM LESSON
The right buyer isn’t necessarily reachable through the first channel you choose.
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