GTM teams are trying to fix what used to work. Believing that going back to fundamentals will fix your GTM motion. Focus on ICP, positioning, messaging, channels, all the usual stuff. But sales are off target, pipeline isn’t growing, and the board is seeing the same GTM info reported to them. GTM leaders are looking back, not forward. Hoping that optimisations and increased activity will revive their ZIRP era playbooks.
Best-in-class companies today have rebuilt their GTM engine around durable revenue leverage. They understand which fundamentals changed with AI. What will persist in where your team, your customers, and your competitors live in an AI world. How to organise and operate their GTM teams to navigate changes. How to connect their board to the ground truth, so they can set strategy and guide the company.
Ask this:
Then help the leadership teams focus.
The best companies don’t move fastest because they pull seven levers. They move faster because they choose the right constraint and clear it.
That’s where value gets created.
Demand Karma helps unlock consistent revenue growth with their unique Durable GTM.
We bring Silicon Valley insight, which is 18 - 24 months ahead of the UK. Run by experienced operators who have successfully led GTM for VC portfolio companies, we equip boards with the timely, accurate, and complete GTM information they need to make decisions and set strategy.
We don’t report on GTM performance. We test durability, fix what breaks, and install a system that keeps it working.
We'll tell you if the GTM engine still works in two years
Traditional DD asks: “Is the GTM working?”
Durable GTM Due Diligence asks: “Is the GTM durable?”
We unlock board GTM decisions with ongoing DD
The Durable GTM OS equips boards with the timely, accurate, and complete GTM information they need to make decisions and set strategy.
We are a trusted and proven VC Operating partner
Working with UK VCs and an Operating Partner at Mercia Ventures.Trusted GTM DD for VC-backed companies. Proven for new investment, follow-on, and mid-cycle DD since 2021.
We’ll solve the causes, not just the symptoms
The Durable GTM OS installs everything a GTM needs to perform predictably and consistently.
We bring Silicon Valley insight
Edwin Abl (Co-founder) lives in Silicon Valley, the beating heart of global tech. Silicon Valley GTM is 18 - 24 months ahead of the UK. We understand the GTM changes coming to the UK/ European market.
We are full GTM Operators with Successful exits
Run by experienced operators who have successfully led Marketing, Sales, and RevOps for VC-backed companies. Multiple successful exits.
Edwin Abl is a GTM Operating Partner and advisor for B2B SaaS and AI scale-ups.
Connect on LinkedInToday he partners with VCs, B2B SaaS, and AI companies across Europe, the US, and Australia. He has worked across a portfolio of 100 or more scale-ups and serves as Operating Partner at Mercia Ventures, the UK's leading VC. He is the creator of Durable GTM OS, a proprietary due diligence and execution framework, and is launching Strategic Differentiation in the Post-Playbook Era. He writes at edwinabl.com and speaks at events globally.
Previously, he was CMO at Modulr, and an GTM Operating Advisor at Blenheim Chalcot. At Modulr, as part of the leadership team, he helped build the GTM engine from the ground up, supporting its rise as the UK's second fastest-growing tech company in 2020, with £150m+ in venture funding and one of the first B2B digital payments startups. Before that he ran marketing, alliances, and GTM for Appirio in Europe, scaling pipeline from $30k to $133m in four years before an exit to Wipro for $500m.
He is an expert in building and scaling Go To Market performance globally for B2B SaaS and AI Companies. Josh’s expertise in creating durable GTM execution comes from his experience as a GTM leader of VC portfolio companies scaling from $3m to $50m+.
He knows how to align GTM functions with the each other, and the business, at different stages for effective and sustainable growth. How to leverage AI and other technologies to increase efficiency and efficacy. He has achieved multiple successful exits.
Previously, Josh was a Chief Revenue Officer and a Chief Marketing Officer of VC portfolio companies. Building and transforming GTM strategy and execution through leadership of Sales, Marketing, Sales Development, Partnerships, and RevOps for durable performance.
Josh Morse is a GTM coach and advisor for B2B SaaS and AI scale-ups.
Connect on LinkedIn