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👋 Hi, I'm Adam.

I'm chief analyst here at PeerSignal and CEO/co-founder of Keyplay. Join 17K+ B2B SaaS leaders who study modern GTM with my almost-weekly newsletter.

Featured Post

🚦 Hyper growth for some

Quick ask: If you are the Keyplay customer who shared this case study with Scott, can you email or DM me? In a time when efficiency is key, I love seeing a 60% reduction in cost per opportunity! I'm hoping to hear more about the details. 👇 We're finding a lot of leverage from bringing ICP into focus for 2024. TALE OF TWO CITIES? These 30 B2B software companies have added a whopping ~26K employees in the last 18 months. They’ve grown ~43% in that time and continue hiring today. Some never...

about 1 month ago • 1 min read

Welcome back and happy new year! 🎉 Entering 2024, we have reason to be optimistic in SaaS. Maybe a few green shoots? I shared this chart on LinkedIn today. Following a big drop in H2 2022, we saw the number of open roles in PeerSignal's index of 10K SaaS companies start to climb in the back half of 2023. Across our index there are ~92K open roles at the start of this month. Not quite back to the levels we saw in mid-2022, but a positive trend since January 2023. Note: This focuses on...

about 2 months ago • 3 min read

I'm proud of these G2 reviews. Hoping to see 1 more before Thanksgiving. 🦃 THE AI GOLD RUSH AI features have very quickly become table stakes in SaaS. We all see it happening. Today I analyzed 17K SaaS companies to better understand how & where it's happening. Overall, a whopping 33% of SaaS companies now promote some AI features or capabilities. This graphic shows a quick breakdown (keep scrolling for details) AI isn’t new. But the Generative AI gold rush kicked into full gear following...

4 months ago • 4 min read

Seeing Keyplay featured in last week's Growth Unhinged newsletter was a big high for me (even bigger than the Halloween sugar high). 🎃🕺 If you are building an outbound motion, it's worth checking out the story from Thena. I'm very impressed by their GTM strategy and and Brendan Kazanjian has been the ultimate power user. CHALLENGER ICP ANALYSIS: LINEAR DEEP DIVE As Geoffrey Moore teaches, startups need to win an early market before “crossing the chasm.” It requires strategic focus. Smart...

4 months ago • 2 min read

WHAT I'M WORKING ON: 1.) Quick ask: Do you have a favorite framework for defining an ICP? I'm working on a collection of ICP templates, frameworks, and tools. I'd love to include your favorites (and I will cite you!). 2.) The Keyplay free plan has been my focus this week. Lots of big updates! Feedback always appreciated. 🙏 MODERN SAAS vs BIG SAAS This table shows a common pattern in SaaS markets. In the early days of SaaS, startups challenged incumbents by moving applications to the cloud...

4 months ago • 3 min read

IN FLIGHT & ASKS: 1.) Keyplay Lookalikes are the easy way to define your ICP. We'll be bringing lookalikes to the free product for you very soon. In the meantime, I'm looking for any gut reactions on the teaser -- does the 12-second gif pique your interest? 2.) If you are obsessed with PLG like me, please consider taking this year’s PLG survey. I'll be joining Kyle Poyar (OpenView, Growth Unhinged), Sandy Mangat (Pocus), and Leah Tharin (Productea with Leah) to analyze the results. ARE CSMS...

5 months ago • 3 min read

THIS WEEK'S CTAs: 1.) For PLG practitioners. Please consider taking this year’s PLG survey. I’ll be working with Kyle Poyar (OpenView, Growth Unhinged), Sandy Mangat (Pocus), and Leah Tharin (Productea with Leah) to analyze the results. I’m excited to dig into the data and would greatly appreciate your input. 🙏 2.) For HubSpot CRM users. I’d be honored if you check out Keyplay for HubSpot. 🧡🎯 I’m super proud of this one. If you’re doing account-based anything, you need the right accounts....

5 months ago • 3 min read

HubSpot CRM doesn’t get enough love. In this newsletter I’m going to share new data on HubSpot’s surprisingly strong traction (vs Salesforce) and why I’m betting on their platform. If you’re a HubSpot CRM user, I'm excited to introduce Keyplay’s new integration.​ Other ABM vendors neglect HubSpot users: They write off you off as "not serious." They worry about scaring you with their monster prices. They focus on Salesforce, treating HubSpot CRM as a second class integration. Keyplay for...

6 months ago • 3 min read

EMOJI SELECTION: 👯🎯👯🪞👯💕 Keyplay lookalikes beta will be live for all paying customer on Monday. This might be the coolest feature I've launched in 15 years building SaaS... but I still need help picking the perfect in-app emoji. 🤣 p.s. If you want to test drive this, reply with 3-5 accounts you want to replicate. I'll send you back the top 10 lookalikes enriched up the wazoo. Or you can ask Katie for a "real" sales demo. RESEARCH: Cloud 100 vs SaaS Index This week we analyzed the new 2023...

7 months ago • 2 min read

PRE-AMBLE: PRECISION. BABIES! Florin's recent post on precision (and the comment thread), made my day. I believe that precision is the name of the game in account selection. That's the north start for Keyplay ICP scoring.​ signals & categories for account scoring More importantly, Camille had a baby!!! Give her some 🎉❤️ and please be patient if I'm a little slower on the content the next few months. RESEARCH: SECURITY = MARKETING? This week we analyzed 50K companies to study security content...

7 months ago • 2 min read
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