GTM strategy for technical markets
Turn a complex product, uneven market feedback, and founder intuition into a focused operating plan.
Selective GTM advisory for technical companies
GTM advisory for infra, AI, and dev-tool founders turning technical adoption into qualified pipeline.
Dan Stotts works with founders and CMOs when product interest is real, but the route from usage, narrative, and market signal to revenue still needs sharper operating discipline.
Current as of May 2026 Accepting 1-2 selective engagements per quarter.
Focus Series A-C infra, AI, and developer-tool companies.
Best wedge Most useful when product usage exists, but the revenue motion is still too founder-dependent.
Proof without theater
Built around operator context, not agency claims.
The site should earn trust through specificity. Approved client names, logos, and metrics can be added here when they are cleared.
Operator context Runpod
AI and GPU cloud infrastructure
Market pattern Technical buyers
Developer, infrastructure, and AI workflows
Motion PLG plus sales
Usage-led adoption into pipeline discipline
Advisory model Selective
1-2 operator-led engagements per quarter
Where the work starts
Three problems worth bringing in an outside operator for.
Not generic marketing help. These are the moments where a senior GTM read can change the shape of the quarter.
PLG-to-sales motion design
Define the signals, handoffs, and account rules that let sales assist usage instead of interrupting it.
Pipeline diagnostics
Separate channel volume from real pipeline quality, then decide what to fix before the next hire or spend increase.
Working thesis
In technical markets, the GTM problem is rarely a lack of activity. It is usually a lack of agreement about which signals matter and what the company should do next.
01
Usage is not demand until someone owns the commercial next step.
02
Technical buyers punish vague positioning faster than any other audience.
03
Most early pipeline problems are operating model problems wearing channel costumes.
04
The handoff between product, marketing, and sales is where good intent data usually dies.
Notes
Current thinking, built to be edited.
Seed essays are intentionally specific. They are ready for Dan to revise, sign, and publish from markdown.
The pipeline math founders get wrong at Series A
Early pipeline problems are often disguised as channel problems, but the real issue is usually conversion quality and sales capacity.
Why most PLG-to-sales handoffs fail in infra companies
The handoff breaks when the company treats product usage as intent without defining the commercial next step.
LinkedIn updates
Short-form thinking and current market notes.
GTM Consulting Substack
External essays, if you keep publishing there.
Bring the hard GTM question, not a vague request for help.
Useful inquiries usually include stage, product category, current motion, and the decision you need to make in the next 30 days.