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Strategy and research: positioning, pricing, and the proof behind them
Positioning, pricing, market research and competitor analysis. The work that happens before the first page gets written: what the market will pay, who is already there, and which claims you can support when someone asks for the source.
56 articles
Marketing Positioning Strategy: The Sentence Your Buyers Repeat When You Are Not in the Room
Your positioning strategy is not the deck your team presents. It is the sentence a buyer repeats to their boss after the call, and you have probably never heard it. Would you recognize your own claim if a competitor's name were on it?
Martin J.StrategyNov 2, 2026Affiliate Program Management: The Partners Who Stop Producing in Month Two
Your partner roster grows faster than the revenue it produces. So what happens in the week after the approval email, when nobody is watching the row? Month two decides whether a program becomes a channel or a spreadsheet nobody opens.
Martin J.StrategyNov 2, 2026Product-Led Growth Strategy: What the Product Has to Do Before Sales Can Leave
Sign-ups can triple while revenue stays flat, and the cause sits in your product, not your funnel. What did your product do for the people who stayed, with nobody there to help? You usually find out after the reorganization is already funded.
Martin J.StrategyNov 2, 2026A SaaS Affiliate Program: Commission on Revenue You Have Not Collected Yet
Your affiliate invoice does not shrink when your new revenue line does. It is still paid on customers who signed up quarters ago, out of a margin you have already promised elsewhere. So which month does that commission stop being cheap?
Martin H.StrategyNov 2, 2026
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SaaS Pricing Models: Choosing One When Your Buyer Cannot See the Meter
Flat, per-seat, usage, tiered, hybrid. Each is defensible on a whiteboard. So which number can your buyer actually forecast before they sign? The model that survives renewal is the one their spreadsheet can still hold.
Martin H.StrategyNov 2, 2026Referral Partner Programs: What to Pay a Company That Sends You Work
The company that sends you work is not an affiliate. Paying them like one is how good partnerships end. Whatever number you improvise on the first deal becomes the rate for every deal after it. So what number would you put in writing this week?
Martin J.StrategyNov 1, 2026Product Launch Strategy: The Handoff That Decides Whether It Sells
The launch call goes fine on day one. Six weeks later a rep describes your product to a buyer and gets half of it wrong. How much of what you wrote actually reached the call where it mattered?
Martin J.StrategyOct 31, 2026Brand Strategy Framework: An Operating Model a Team Can Actually Run
Your brand strategy framework passed review and nobody has opened it since. Which of your last five pages could a competitor have shipped instead? Somebody on your team has the authority to fix that, and almost nobody can name them.
Martin H.StrategyOct 31, 2026
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