GTM Systems · Vertical AI · Enterprise B2B SaaS

Precision GTM builds the systems that turn strong products into predictable revenue.

Across vertical AI and enterprise SaaS, we ran GTM, ICP, category narrative, partner motion, sales playbook. Ways to work together range from a two-week diagnostic to a fractional contract.

See What We Do See the Work
2x
ACV in under 3 months with pricing and packaging reset around economic buyers
65%
Improvement in qualified leads by repositioning a $400M+ complex multi-product portfolio
3x
Growth in partner influenced revenue by relying on strategic sales plays rather than relationships
How We Work Together

Six offers. Pick the one that fits where you are.

From a two-week diagnostic to a retained contract. Each one is scoped around a specific problem and a clear deliverable.

01
Diagnostic

GTM Diagnostic

Signal analysis across positioning, ICP, and route-to-market. Identifies whether friction is a messaging problem or a structural one, before you spend more on campaigns or headcount.

$2,450 flat fee 14-day delivery
Learn more →
02
Diagnostic

AI Partner Differentiation

Built for certified AI partners who look identical in the directory. Identifies the specific, provable wedge already hiding in your delivery work and gets it named before a buyer picks the next firm.

$2,450 flat fee 14-day delivery
Learn more →
03
Assessment + Advisory

AI Marketing ROI Readiness

Free assessment ranks 14 AI use cases by ROI, risk, effort, and time to value, calibrated to your stack, data confidence, and adoption readiness. Advisory session turns the ranking into a sequenced plan.

Free assessment Paid advisory available
Learn more →
04
Fractional Contract

Product Marketing

Hands-on product marketing for enterprise B2B and AI companies that need a senior operator. Positioning, pricing and packaging, launches, competitive strategy, and sales enablement.

2x ACV lift in 3 months through pricing and packaging redesign 65% improvement in MQL-to-SQL conversion through repositioning #1 Gartner and Forrester placements through positioning and analyst strategy
Start a conversation →
05
Fractional Contract

Partner Marketing

Partner GTM for companies running hyperscaler, GSI, ISV, or reseller motions. Joint narratives, co-sell plays, marketplace strategy, MDF governance, and field execution, built around pipeline and closed revenue.

30% of annual bookings through partner-led GTM $100M revenue growth through coordinated OEM GTM execution Flagship 7-figure deal through hyperscaler marketplace motion
Start a conversation →
06
Coming Soon

AI GTM Workflows

Agentic workflows for GTM teams, deal signal analysis, ICP refinement, win/loss diagnostics, competitive response, and executive briefing generation. Built to run at deal speed, not campaign speed.

Two demos live now Early access available
See the demos →
Case Studies

The call that was made. What changed.

Four engagements across different markets and problems. Each started with a clear diagnosis and a decision, not a discovery workshop.

Case 01
US Market Entry
Insurance AI Platform
"An insurance AI platform with traction in Asia and Europe needed to prioritize the strongest entry motion for US expansion."
What Changed
  • Analyzed pipeline patterns across use cases such as claims and underwriting.
  • Compared US and similar EU deals for buyer patterns.
  • Identified the best entry point for US growth.
Commercial Impact
Clearer US entry focus and a more disciplined view of where sales and marketing resources should concentrate.
Case 02
Scaling Growth Without Increasing Costs
Construction Tech AI
"A construction tech AI company needed to scale growth efficiently without a proportional increase in sales and marketing spend."
What Changed
  • Analyzed recent deals to refine ICP in the contractor segment.
  • Narrowed a broad account universe into a prioritized target list.
  • Created a repeatable outbound motion with personas, entry messages, and weekly cadence.
  • Established tracking for early signs of improving pipeline quality.
Commercial Impact
Sharper ICP and account prioritization helped align paid media and sales targeting around the same growth motion.
Case 03
Clarifying Category Narrative
Workforce Analytics Platform
"A workforce analytics platform needed to shift the buyer conversation from activity tracking to operational intelligence and service delivery performance."
What Changed
  • Analyzed website, case studies, and sales conversations to identify narrative friction.
  • Reframed the category around operational intelligence for service delivery.
  • Built guidance for privacy, culture, and change-management concerns.
  • Created SDR messaging and discovery questions for US buyers.
Commercial Impact
Clearer category narrative, repeatable sales story, and tools to address buyer concerns earlier in the cycle.
Case 04
Aligning ABM and MEDDPICC
Enterprise SaaS - Data Governance / CRM Data Control
"Early qualification signals were inconsistent, and pipeline coverage varied across target segments. ABM needed to connect directly to deal qualification and stage progression."
What Changed
  • Aligned ABM targeting and early qualification on the same firmographic and technographic signals.
  • Built account briefs with economic buyer, competitive positioning, stakeholder map, and 30-day messaging cadence.
  • Mapped ABM assets into MEDDPICC stages, including account intelligence, ROI and competitive proof, executive references, and compliance docs.
  • Built a deal support kit with CIO and VP Data wedge narratives, ROI frameworks, competitive positioning against vendor lock-in, and deal-specific executive decks.
Commercial Impact
Pipeline quality and coverage discipline improved, with stronger buyer-stage alignment across the enterprise motion.
Insights

From The GTM Operator

Published on Substack. Written for founders and GTM leaders who have traction and are trying to figure out what's blocking scale.

Agentic AI
I Built a Self-Learning GTM Diagnostic. Here Is What I Learned.
Started as a set of research skills. Became a diagnostic that caches research, critiques its own analysis, and improves its framework over time with human review at every step.
Read on Substack →
Product Marketing
AI Can Help Product Marketing Find the Problems Behind the Pipeline
How AI can uncover ICP drift, messaging gaps, and the upstream friction hurting pipeline -- before it shows up in conversion rates and missed forecasts.
Read on Substack →
Partner GTM
The AI Partner Gold Rush Has a "Why You" Problem
AI partner programs are minting certified firms at scale. Certification is becoming table stakes. The firms that win will be the ones that can answer why a buyer should choose them.
Read on Substack →
Win/Loss
You Can't Trust Your Win/Loss Data
Before AI can tell you why you're losing deals, you have to fix the signal it's reading from. CRM loss reasons are the worst place to start.
Read on Substack →
Category Design
FDEs Should Define and Defend the Category
The implementation role is a category-defining moment. Most companies let it pass. Here is what it looks like when they don't.
Read on Substack →
AI and GTM
Where AI Actually Helped My Enterprise GTM Work
A specific account of where AI moved the work forward and where it didn't, in real GTM engagements. Narrow tasks with clean inputs work. Everything else still requires judgment.
Read on Substack →
Modernization
AI Won't Fix a Bad Mainframe Modernization Strategy
AI made modernization faster and cheaper to execute. It also made it easier to move fast in the wrong direction. The hard part was never the code.
Read on Substack →
Vertical AI
Vertical AI GTM: The Implementation Gap That Stalls Deals
Most vertical AI deals stall after the demo. The problem is rarely the product. Here is what the implementation gap looks like and how to close it.
Read on Substack →
About
Mac Gupta, Founder of Precision GTM
Mac Gupta Founder, Precision GTM

Mac Gupta

I started out as a software engineer and kept getting pulled into go-to-market decisions. Eventually I stopped resisting and ran them full time. That was 20 years ago. Since then I have worked across product marketing, partner GTM, and sales enablement at companies like IBM, Software AG, Pitney Bowes, WealthEngine and Rocket Software, most of them complex, multi-product portfolios selling into enterprise accounts.

What I kept finding was that the GTM system was broken upstream of where people were looking. The product was fine. The team was working hard. But the ICP had drifted, or the narrative wasn't landing with the actual economic buyer, or the partner motion was running on relationships instead of a repeatable play. Precision GTM is built around fixing those things specifically. I have an MBA from Chicago Booth, and a Masters and Bachelors in Computer Science.

See selected work →

Start Here

If you have traction and your GTM isn't converting it, that's the conversation.

We start with a diagnostic. If there's a fit, we'll tell you what's broken and what we'd build to fix it. No proposal decks, no vague retainer scope.

Request a Diagnostic Read the Substack First
What We Ran

Four problems that kept showing up.
Four systems we built to fix them.

Most GTM failures are a combination of targeting failures, narrative failures, motion failures. We ran the diagnosis, made the call, and built the system.

01

Defined a wedge that actually lands

Strong products often struggle to enter new markets because the entry point is unclear. We defined a narrow, credible use case, aligned it to how buyers evaluate solutions, and created a path to initial adoption.

ResultShorter cycles, higher win rates in the prioritized segment
02

Sharpened the category and narrative

When positioning is unclear, sales cycles stretch and teams improvise. We clarified the category, tightened the core narrative, and made value defensible in enterprise conversations.

ResultFaster qualification, fewer stalled discovery calls
03

Aligned GTM to how enterprise deals actually work

Deals stall when GTM is not aligned to buying dynamics. We aligned messaging to the economic buyer, connected ABM to deal qualification, and improved how opportunities progress.

ResultPipeline quality improved, ACV expanded, win rates moved
04

Designed a scalable route to market

Growth slows when targeting and execution are not aligned. We refined ICP and segmentation, prioritized outbound, and connected inbound and outbound into a single coordinated motion.

ResultPredictable pipeline, efficient coverage, no headcount increase
Case Studies

The call that was made. What changed.

Four engagements across different markets and problems. Each started with a clear diagnosis and a decision, not a discovery workshop.

Case 01
US Market Entry
Insurance AI Platform
"An insurance AI platform with traction in Asia and Europe needed to prioritize the strongest entry motion for US expansion."
What Changed
  • Analyzed pipeline patterns across use cases such as claims and underwriting.
  • Compared US and similar EU deals for buyer patterns.
  • Identified the best entry point for US growth.
Commercial Impact
Clearer US entry focus and a more disciplined view of where sales and marketing resources should concentrate.
Case 02
Scaling Growth Without Increasing Costs
Construction Tech AI
"A construction tech AI company needed to scale growth efficiently without a proportional increase in sales and marketing spend."
What Changed
  • Analyzed recent deals to refine ICP in the contractor segment.
  • Narrowed a broad account universe into a prioritized target list.
  • Created a repeatable outbound motion with personas, entry messages, and weekly cadence.
  • Established tracking for early signs of improving pipeline quality.
Commercial Impact
Sharper ICP and account prioritization helped align paid media and sales targeting around the same growth motion.
Case 03
Clarifying Category Narrative
Workforce Analytics Platform
"A workforce analytics platform needed to shift the buyer conversation from activity tracking to operational intelligence and service delivery performance."
What Changed
  • Analyzed website, case studies, and sales conversations to identify narrative friction.
  • Reframed the category around operational intelligence for service delivery.
  • Built guidance for privacy, culture, and change-management concerns.
  • Created SDR messaging and discovery questions for US buyers.
Commercial Impact
Clearer category narrative, repeatable sales story, and tools to address buyer concerns earlier in the cycle.
Case 04
Aligning ABM and MEDDPICC
Enterprise SaaS - Data Governance / CRM Data Control
"Early qualification signals were inconsistent, and pipeline coverage varied across target segments. ABM needed to connect directly to deal qualification and stage progression."
What Changed
  • Aligned ABM targeting and early qualification on the same firmographic and technographic signals.
  • Built account briefs with economic buyer, competitive positioning, stakeholder map, and 30-day messaging cadence.
  • Mapped ABM assets into MEDDPICC stages, including account intelligence, ROI and competitive proof, executive references, and compliance docs.
  • Built a deal support kit with CIO and VP Data wedge narratives, ROI frameworks, competitive positioning, and executive decks.
Commercial Impact
Pipeline quality and coverage discipline improved, with stronger buyer-stage alignment across the enterprise motion.
How an Engagement Works

Diagnosis first. No retainer before we know the problem.

Most engagements start with a structured diagnostic, not a proposal. We identify the misalignment, present the diagnosis, and then scope what it takes to fix it.

01

GTM Diagnostic

We run a structured assessment across your ICP, positioning, motion, and pipeline data. You get a clear view of where the system is broken and why, before any work is scoped.

02

The Diagnosis Call

We present what we found, make the call on priority, and recommend a scope. You decide what to fix first. No deliverable decks, just a clear decision framework.

03

System Build

We run the work: ICP refinement, narrative rebuild, account scoring, playbook, partner motion. Engagements are scoped by outcome, not by hours. You get a system that runs without us.