GTM notes and essays on PLG-to-sales, infra pipeline, positioning, and technical markets.https://www.gtm-consulting.io/en-usdan@gtm-consulting.io (Dan Stotts)dan@gtm-consulting.io (Dan Stotts)https://www.gtm-consulting.io/notes/twelve-agents-run-my-consulting-business/https://www.gtm-consulting.io/notes/twelve-agents-run-my-consulting-business/Agent count became a 2026 planning metric. Running twelve agents did not compress a single judgment call. It forced every implicit decision rule into writing.Sun, 16 Aug 2026 00:00:00 GMTGTM operating modeldan@gtm-consulting.io (Dan Stotts)https://www.gtm-consulting.io/notes/how-to-move-beyond-founder-led-sales/https://www.gtm-consulting.io/notes/how-to-move-beyond-founder-led-sales/A repeatable GTM motion should preserve the judgment that makes founder-led sales effective while removing the founder as the routing layer for every deal.Fri, 14 Aug 2026 00:00:00 GMTFounder-led salesdan@gtm-consulting.io (Dan Stotts)https://www.gtm-consulting.io/notes/how-to-position-ai-infrastructure-without-flattening-the-product/https://www.gtm-consulting.io/notes/how-to-position-ai-infrastructure-without-flattening-the-product/Technical positioning should make an AI infrastructure product easier to buy without reducing it to generic speed, scale, or cost claims.Fri, 14 Aug 2026 00:00:00 GMTPositioningdan@gtm-consulting.io (Dan Stotts)https://www.gtm-consulting.io/notes/product-qualified-account-model-for-infrastructure-companies/https://www.gtm-consulting.io/notes/product-qualified-account-model-for-infrastructure-companies/A useful product-qualified account model combines product behavior, account fit, user context, and a sales action that can genuinely help.Fri, 14 Aug 2026 00:00:00 GMTPLG-to-salesdan@gtm-consulting.io (Dan Stotts)https://www.gtm-consulting.io/notes/when-should-infra-startup-hire-first-vp-marketing/https://www.gtm-consulting.io/notes/when-should-infra-startup-hire-first-vp-marketing/The right time to hire a VP of Marketing depends on whether the company needs leadership, execution capacity, or clarity about its GTM motion.Fri, 14 Aug 2026 00:00:00 GMTGTM operating modeldan@gtm-consulting.io (Dan Stotts)https://www.gtm-consulting.io/notes/pipeline-math-founders-get-wrong-series-a/https://www.gtm-consulting.io/notes/pipeline-math-founders-get-wrong-series-a/Early pipeline problems are often disguised as channel problems, but the real issue is usually conversion quality and sales capacity.Tue, 12 May 2026 00:00:00 GMT2026-07-17T00:00:00.000ZPipelinedan@gtm-consulting.io (Dan Stotts)https://www.gtm-consulting.io/notes/plg-to-sales-handoffs-fail-in-infra/https://www.gtm-consulting.io/notes/plg-to-sales-handoffs-fail-in-infra/The handoff breaks when the company treats product usage as intent without defining the commercial next step.Tue, 12 May 2026 00:00:00 GMT2026-07-17T00:00:00.000ZPLG-to-salesdan@gtm-consulting.io (Dan Stotts)