GTM
Transformation
The go-to-market playbook that built your SaaS business was designed for a different era. Feature comparisons, per-seat pricing, and demo-driven sales cycles are giving way to outcome-based positioning, usage-based monetization, and buyer journeys shaped by AI. Your GTM engine doesn't need a tune-up — it needs a transformation. One that's grounded in how AI-native buyers actually discover, evaluate, and purchase.
Who This Is For
For leaders who know they need to move — but need clarity on where and how
SaaS Companies Losing Competitive Ground
Your positioning was built for feature comparisons against other SaaS products. Now AI-native alternatives are changing how buyers evaluate, demo, and purchase. Your pipeline isn't broken — your narrative is. You need a GTM motion that meets the new buyer where they are.
AI-Native Startups Finding PMF
You've built something genuinely different — but you're struggling to articulate why it matters in a market still thinking in SaaS terms. Your GTM needs to educate, not just sell. You need positioning that creates a category, not just fills one.
Growth Teams Hitting a Ceiling
Your acquisition channels are mature, your CAC is climbing, and your expansion revenue is flat. The motions that got you to $10M won't get you to $50M — especially when the market is shifting underneath you. You need a GTM reset, not a GTM tweak.
What We Work On
A comprehensive approach to transformation — tailored to your needs
Positioning & Narrative
Reframe how the market sees you. Move from feature-based positioning to outcome-based narratives that resonate with buyers evaluating AI-native alternatives. Build the story that makes you the category leader, not just a competitor.
Pricing & Packaging
AI-native products break traditional per-seat pricing. Design packaging and monetization models — outcome-based, usage-based, or hybrid — that align your revenue with the value customers actually experience.
Partnerships & Ecosystem
Build the alliance and partnership strategy that accelerates your reach. From technology integrations to channel partnerships to co-selling motions — design an ecosystem strategy that compounds growth.
Sales Motion & Enablement
Evolve your sales process for buyers who are evaluating AI-native solutions. New demo frameworks, objection handling for AI skeptics and enthusiasts alike, and the enablement materials that help your team close with confidence.
What You Walk Away With
Not a deck that collects dust. A living strategy with clear priorities, decision frameworks, and the alignment you need to execute with conviction.
How It Works
Phase 1
GTM Audit — deep analysis of current positioning, pricing, channels, and competitive landscape
Phase 2
Strategy Design — new positioning, pricing models, partnership strategy, and sales motion
Phase 3
Enablement & Launch — sales tools, demo frameworks, and team training
Ongoing
Advisory support to iterate based on market feedback and results
Why ilim
I've built GTM engines that generated $700M+ at Cisco, launched Microsoft's first SaaS offering to $250M ARR in two years, and drove Chargebee's growth from $8M to $80M.
I've also built Technology Alliance Programs from scratch and closed $8M+ deals through partnership-led sales motions.
I don't just understand GTM theory — I've run the playbook at every scale, from stealth launch to public company. And I know what changes when AI-native rewrites the rules.
Time to rethink how you go to market.
Your product may be ready for the AI-native era. Is your GTM? Let's find out.