Practitioner notes on go-to-market for venture-backed B2B SaaS. The how changes every six months; these are written about the layer that holds.
AI changed how revenue gets made completely — but the principles behind it didn't move. The fundamentals that survive AI, and the named tests to apply them: the ICP Howitzer, the 3-part post-PMF test, the Red-Team Test for moats, and the one T-shaped operator who replaces five specialists.
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