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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.
52 articles
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
Manage Google Ads Smarter With AI.
Market Research Online Community: What It Costs Between Studies
You paid 400 people to join a panel, onboarded them, and then asked them nothing for a quarter. What did those thirteen weeks cost, and did anyone price them? The contract you are about to sign prices that silence. Nobody showed you the line.
Martin J.StrategyOct 30, 2026Customer Research Tools: The Four Jobs, the Sample Floor, and When to Skip the Software
You have a shortlist of customer research tools and no way to tell whether it is why the research still feels thin. A platform will organize six conversations beautifully and leave you with six. What count would make any of it evidence?
Martin J.StrategyOct 28, 2026SaaS Pricing Strategy: Running a Price Change, Not Picking a Model
Your price change will be judged in the twelve weeks before you announce it, not the day you do. Which accounts renew inside the notice window, and what are your reps paid to close them? Both answers exist. Neither has been asked out loud.
Martin J.StrategyOct 28, 2026Product Marketing Strategy: The 90 Days That Decide a Launch
Ninety days out, every decision about a launch is cheap. Thirty days out, most of them are already expensive, and effort was never the variable. Do you know which segment you are declining, in one sentence somebody could disagree with?
Martin H.StrategyOct 27, 2026
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