https://frohnengtm.com/resources/blog GTM strategy insights, frameworks, and practical guidance for B2B SaaS founders. Deep dives on category design, positioning, demand generation, and building marketing systems that compound. en-us dan@frohnengtm.com (Dan Frohnen) dan@frohnengtm.com (Dan Frohnen) Fri, 08 May 2026 18:51:59 GMT https://frohnengtm.com/og-image.png https://frohnengtm.com/resources/blog https://frohnengtm.com/resources/blog/agentic-search-what-it-means-for-category-strategy AI agents are browsing, shortlisting, and negotiating on behalf of B2B buyers. If your category positioning isn't built for machines, you're already invisible to them. Here is what agentic search means for category strategy. dan@frohnengtm.com (Dan Frohnen) GTM Strategy https://frohnengtm.com/resources/blog/agentic-search-what-it-means-for-category-strategy Fri, 01 May 2026 23:31:29 GMT https://frohnengtm.com/resources/blog/ai-first-operators-experience-plus-ai-startup-superpower AI didn't level the playing field. It raised the ceiling for experienced operators. The startups that pair senior expertise with AI-first tooling are outpacing teams 10x their size. dan@frohnengtm.com (Dan Frohnen) GTM Strategy https://frohnengtm.com/resources/blog/ai-first-operators-experience-plus-ai-startup-superpower Sat, 11 Apr 2026 14:14:23 GMT https://frohnengtm.com/resources/blog/slow-website-killing-ai-search-visibility-what-to-fix-first Most B2B SaaS companies treat web performance and search visibility as separate problems. In 2026, AI search engines cite fast, structured pages and skip slow ones. Your site speed is now a GTM input. dan@frohnengtm.com (Dan Frohnen) GTM Strategy https://frohnengtm.com/resources/blog/slow-website-killing-ai-search-visibility-what-to-fix-first Mon, 06 Apr 2026 16:02:56 GMT https://frohnengtm.com/resources/blog/your-category-name-is-not-your-decision-it-is-your-customers Every founder believes they know what to call their category. Then buyers search for something else entirely. Category naming is not a branding exercise. It is a voice of customer exercise. Learn the aggregation model from inside Apttus, Sendoso, and UpKeep. dan@frohnengtm.com (Dan Frohnen) GTM Strategy https://frohnengtm.com/resources/blog/your-category-name-is-not-your-decision-it-is-your-customers Wed, 01 Apr 2026 00:19:29 GMT https://frohnengtm.com/resources/blog/the-strategic-only-cmo-is-dead The CMO who sits in meetings all day and delegates everything is operating on a model that no longer matches the environment. AI changed the math. The marketing leaders who will thrive are the ones who never stopped building. dan@frohnengtm.com (Dan Frohnen) GTM Strategy https://frohnengtm.com/resources/blog/the-strategic-only-cmo-is-dead Thu, 26 Mar 2026 17:59:00 GMT https://frohnengtm.com/resources/blog/you-dont-have-a-churn-problem-you-have-a-sales-problem Most B2B SaaS companies treat churn as a customer success problem. The root cause is almost always upstream in sales: wrong-fit customers, overpromising, and misaligned expectations. dan@frohnengtm.com (Dan Frohnen) GTM Strategy https://frohnengtm.com/resources/blog/you-dont-have-a-churn-problem-you-have-a-sales-problem Tue, 24 Mar 2026 17:18:41 GMT https://frohnengtm.com/resources/blog/your-icp-isnt-a-spreadsheet-its-a-bet Most B2B companies treat their ICP as a firmographic checklist. It should be a strategic bet that shapes every GTM decision downstream. Here is how to tell if yours is working. dan@frohnengtm.com (Dan Frohnen) GTM Strategy https://frohnengtm.com/resources/blog/your-icp-isnt-a-spreadsheet-its-a-bet Mon, 16 Mar 2026 21:00:59 GMT https://frohnengtm.com/resources/blog/ai-defining-your-category-how-to-take-control AI systems are shaping how buyers understand your category before they ever visit your website. Most B2B companies have no idea what AI is saying about them. Here is a practical framework for taking control of your AI narrative. dan@frohnengtm.com (Dan Frohnen) GTM Strategy https://frohnengtm.com/resources/blog/ai-defining-your-category-how-to-take-control Thu, 12 Mar 2026 15:00:00 GMT https://frohnengtm.com/resources/blog/product-roadmap-is-gtm-strategy Most growth-stage SaaS companies treat the product roadmap and the GTM strategy as two separate conversations. They are not aligned. They are almost never aligned. And the gap between what product is building and what GTM is selling is where most companies quietly stall. dan@frohnengtm.com (Dan Frohnen) GTM Strategy https://frohnengtm.com/resources/blog/product-roadmap-is-gtm-strategy Mon, 09 Mar 2026 17:00:00 GMT https://frohnengtm.com/resources/blog/marketing-is-not-coin-operated-honest-spend-conversation Boards push founders to spend on marketing before the strategy exists. The result is disconnected programs, false positives, and a burn rate that everyone normalized. Here is the conversation nobody wants to have. dan@frohnengtm.com (Dan Frohnen) GTM Strategy https://frohnengtm.com/resources/blog/marketing-is-not-coin-operated-honest-spend-conversation Fri, 06 Mar 2026 08:00:00 GMT https://frohnengtm.com/resources/blog/marketing-channel-last-company-wont-work-here Marketing leaders carry playbook bias from their last company. Founders run checkbox marketing across every channel. The companies that win get really good at 1-2 things first. dan@frohnengtm.com (Dan Frohnen) GTM Strategy https://frohnengtm.com/resources/blog/marketing-channel-last-company-wont-work-here Tue, 03 Mar 2026 16:57:54 GMT https://frohnengtm.com/resources/blog/gtm-inflection-points-zero-to-one-problem B2B SaaS companies stall because they treat GTM transitions as optimization problems when they are actually zero-to-one problems. The pattern from eight companies: constraint misdiagnosis is the most expensive mistake at every stage. dan@frohnengtm.com (Dan Frohnen) GTM Strategy https://frohnengtm.com/resources/blog/gtm-inflection-points-zero-to-one-problem Sat, 28 Feb 2026 22:36:10 GMT https://frohnengtm.com/resources/blog/200k-marketing-hire-didnt-work-series-a Most Series A companies hire a marketing leader before diagnosing the actual growth constraint. The hire is set up to fail before they start. Here is how to break the cycle. dan@frohnengtm.com (Dan Frohnen) GTM Strategy https://frohnengtm.com/resources/blog/200k-marketing-hire-didnt-work-series-a Sat, 28 Feb 2026 15:08:40 GMT https://frohnengtm.com/resources/blog/sales-team-category-distribution-channel-b2b-saas Marketing builds the category narrative. Sales distributes it. If your reps cannot articulate the category narrative, your positioning lives on your website and nowhere else. dan@frohnengtm.com (Dan Frohnen) GTM Strategy https://frohnengtm.com/resources/blog/sales-team-category-distribution-channel-b2b-saas Sat, 28 Feb 2026 15:03:23 GMT https://frohnengtm.com/resources/blog/vertical-saas-gtm-stop-running-horizontal-playbook Vertical SaaS companies cannot run the horizontal GTM playbook. The buyer does not have a category for what you sell. You have to build the frame before you can sell through it. dan@frohnengtm.com (Dan Frohnen) GTM Strategy https://frohnengtm.com/resources/blog/vertical-saas-gtm-stop-running-horizontal-playbook Sat, 28 Feb 2026 14:40:27 GMT https://frohnengtm.com/resources/blog/what-a-fractional-cmo-actually-does The fractional CMO market is booming. Most of these hires fail because companies misidentify the constraint. Here is a diagnostic for knowing whether you need a fractional CMO, an agency, a VP, or none of the above. dan@frohnengtm.com (Dan Frohnen) GTM Strategy https://frohnengtm.com/resources/blog/what-a-fractional-cmo-actually-does Sat, 28 Feb 2026 14:37:15 GMT https://frohnengtm.com/resources/blog/ai-is-not-a-gtm-strategy-its-an-accelerant AI makes your GTM faster. It does not make it smarter. The companies getting transformative results defined their category position before they deployed AI. The companies burning through their market did the opposite. dan@frohnengtm.com (Dan Frohnen) GTM Strategy https://frohnengtm.com/resources/blog/ai-is-not-a-gtm-strategy-its-an-accelerant Sat, 28 Feb 2026 13:56:38 GMT https://frohnengtm.com/resources/blog/positioning-problem-product-problem-or-sales-problem Growth stalls produce identical symptoms regardless of root cause. Every team blames someone else's department. Here is how to diagnose whether the actual constraint is positioning, product, or sales — and why applying the wrong fix makes every problem worse. dan@frohnengtm.com (Dan Frohnen) GTM Strategy https://frohnengtm.com/resources/blog/positioning-problem-product-problem-or-sales-problem Sat, 28 Feb 2026 00:57:40 GMT https://frohnengtm.com/resources/blog/cant-demand-gen-out-of-positioning-problem When demand gen underperforms, the instinct is to fix the demand programs. But most pipeline problems are positioning problems wearing a demand gen disguise. dan@frohnengtm.com (Dan Frohnen) Demand Generation https://frohnengtm.com/resources/blog/cant-demand-gen-out-of-positioning-problem Fri, 27 Feb 2026 15:39:27 GMT https://frohnengtm.com/resources/blog/category-momentum-model-diagnostic-framework-b2b-saas A four-stage diagnostic framework that identifies where your B2B SaaS go-to-market is stuck. Score your GTM across positioning, narrative, demand, and revenue. dan@frohnengtm.com (Dan Frohnen) GTM Strategy https://frohnengtm.com/resources/blog/category-momentum-model-diagnostic-framework-b2b-saas Fri, 27 Feb 2026 15:35:51 GMT https://frohnengtm.com/resources/blog/category-strategy-gtm-operating-system-not-marketing Most B2B SaaS companies confuse category strategy with positioning or skip it entirely. Category strategy is the operating layer that makes everything downstream work. dan@frohnengtm.com (Dan Frohnen) Category Design https://frohnengtm.com/resources/blog/category-strategy-gtm-operating-system-not-marketing Thu, 26 Feb 2026 20:02:30 GMT https://frohnengtm.com/resources/blog/gtm-sequence-not-execution-b2b-saas Most B2B SaaS companies build GTM in the wrong order. The fix isn't better execution. It's getting the sequence right before you scale anything. dan@frohnengtm.com (Dan Frohnen) GTM Strategy https://frohnengtm.com/resources/blog/gtm-sequence-not-execution-b2b-saas Thu, 26 Feb 2026 19:59:20 GMT https://frohnengtm.com/resources/blog/saas-positioning-why-you-sound-like-competitors Most SaaS companies build positioning from competitor analysis and end up saying the same thing. Here's the structural fix, and why AI makes it urgent. dan@frohnengtm.com (Dan Frohnen) Positioning https://frohnengtm.com/resources/blog/saas-positioning-why-you-sound-like-competitors Wed, 25 Feb 2026 08:00:00 GMT https://frohnengtm.com/resources/blog/ai-gross-margins-breaking-saas-gtm-playbooks Every SaaS GTM assumption was built on 80% margins. AI-first companies run at 52%. Here's where CAC, quotas, and expansion math specifically breaks. dan@frohnengtm.com (Dan Frohnen) Founder Insights https://frohnengtm.com/resources/blog/ai-gross-margins-breaking-saas-gtm-playbooks Mon, 23 Feb 2026 08:00:00 GMT https://frohnengtm.com/resources/blog/saas-revenue-planning-capacity-model Most B2B SaaS founders set revenue targets without the capacity math underneath them. Median CAC hit $2.00 per $1 of new ARR in 2024. Here's the capacity model that connects your revenue target to your hiring plan, pipeline requirements, and budget. dan@frohnengtm.com (Dan Frohnen) Sales Alignment https://frohnengtm.com/resources/blog/saas-revenue-planning-capacity-model Wed, 18 Feb 2026 08:00:00 GMT https://frohnengtm.com/resources/blog/venture-funding-recap-january-2026 $55 billion in global venture funding in January 2026. AI captured 57% of all capital. Here's who's writing checks at every stage, from seed to Series C and beyond, and what it means for your fundraise. dan@frohnengtm.com (Dan Frohnen) Founder Insights https://frohnengtm.com/resources/blog/venture-funding-recap-january-2026 Mon, 16 Feb 2026 00:52:59 GMT https://frohnengtm.com/resources/blog/modern-search-ai-visibility-category-strategy 94% of B2B buyers used AI tools during their purchase journey in 2025. Here's why modern search visibility is a category positioning decision, not a marketing channel tactic. dan@frohnengtm.com (Dan Frohnen) Demand Generation https://frohnengtm.com/resources/blog/modern-search-ai-visibility-category-strategy Sun, 15 Feb 2026 01:05:59 GMT https://frohnengtm.com/resources/blog/domain-expertise-software-moat Thoma Bravo's Orlando Bravo says software stocks are oversold and domain expertise is the real moat. Here's why his investment thesis is actually a GTM argument most founders are missing. dan@frohnengtm.com (Dan Frohnen) Positioning https://frohnengtm.com/resources/blog/domain-expertise-software-moat Thu, 12 Feb 2026 08:00:00 GMT https://frohnengtm.com/resources/blog/vertical-saas-gtm-efficiency-what-the-benchmarks-miss While broad SaaS struggles with GTM efficiency, vertical SaaS is thriving. Here's why deep domain focus creates structural advantages that compound over time. dan@frohnengtm.com (Dan Frohnen) GTM Strategy https://frohnengtm.com/resources/blog/vertical-saas-gtm-efficiency-what-the-benchmarks-miss Tue, 10 Feb 2026 08:00:00 GMT https://frohnengtm.com/resources/blog/why-i-m-building-frohnen-gtm-fractional-marketing-leadership FrohnenGTM provides fractional Marketing & GTM leadership for B2B SaaS, vertical software, and AI-first companies. Learn why I'm building this and who it's for. dan@frohnengtm.com (Dan Frohnen) GTM Strategy https://frohnengtm.com/resources/blog/why-i-m-building-frohnen-gtm-fractional-marketing-leadership Mon, 09 Feb 2026 16:34:02 GMT