Kalungi Blog

Most SaaS companies treat their ICP as a document they wrote once and update when someone complains about it. This is the wrong operating model. The ICP is a hypothesis. Like any hypothesis, it has a v...

"You'll know it when you feel it" is the most commonly repeated and least useful piece of advice in startup building. Product-market fit signals are real, they're measurable, and there's no good reason to rely on intuition when you...

The webinar-to-pipeline handoff is one of the most consistently broken parts of B2B marketing operations. Companies spend real money running webinars, attract audiences with genuine intent, and then lose most of the pipeline op...

Weak positioning is the most common and most expensive problem in B2B SaaS go-to-market strategy. Most companies position themselves as "better" in a category filled with other companies saying the same thing. The Best Better Onl...

Most marketing teams don't have a balanced demand funnel. They have a collection of tactics that grew organically over time, weighted toward whatever was easiest to create or whatever the last CMO cared about.